Manager - Sales (Utilities)

WESCO-posted about 1 year ago
Full-time • Mid Level
South Windsor, CT
Merchant Wholesalers, Durable Goods
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The Manager - Sales (Utilities) position at WESCO involves providing strategic direction and leadership to the New England public power sales team. The role focuses on achieving sales and profit goals, designing sales and marketing programs, and managing a location with sales revenue of up to $50 million. The manager will oversee a team of direct reports and ensure customer satisfaction while implementing effective sales strategies.

  • Develops and administers sales plans to ensure customer satisfaction and assigned quota attainment.
  • Partners with Marketing to develop and implement sales marketing programs and initiatives.
  • Determines annual sales and gross profit plan by implementing marketing strategies and analyzing trends and results.
  • Establishes sales objectives by forecasting and developing sales quota for territories.
  • Projects expected sales volume and profit for existing and new product lines and customers.
  • Maintains sales volume, product mix and selling price by keeping current with market supply and demand, changing trends, economic indicators and competitors.
  • Coordinates order service by directing account representatives and executives on quotations, proposals, project order management techniques, and customer complaint resolution.
  • Establishes and adjusts billing margin by monitoring costs, competition and market conditions and negotiating cost side levels.
  • Manages sales staff by recruiting, selecting, orienting and training employees.
  • Maintains sales staff results by coaching employees, planning, monitoring and appraising job results.
  • Develops and maintains relationships with top customers.
  • Maintains professional and technical knowledge by attending educational workshops, reviewing professional publications and participating in professional societies.
  • Forecasts and communicates intricate details to senior business managers.
  • Interfaces with internal support departments to establish positive customer experience.
  • Partners with suppliers to maintain customer relationships, provides training to staff, and executes marketing programs and initiatives.
  • Partners with various internal departments to troubleshoot issues such as inventory and operations.
  • High School Degree or Equivalent required; Bachelor's Degree - Sales, Business Administration, Engineering, or relevant field preferred
  • Prior professional sales experience in related industry/3+ years
  • Prior experience with managing a sales team or sales programs/1+ year
  • Working knowledge of business and management principles in strategic planning, resource allocation and coordination of people and resources
  • Demonstrated verbal, written, analytical, persuasion and interpersonal skills
  • Knowledge of principles and processes for providing customer and personal services, including customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction
  • Ability to exercise teamwork, leadership, and flexibility
  • Excellent time management and computer skills
  • 5 years related industry professional sales
  • 2 years managing staff and programs at national, district or regional level
  • Ability to travel up to 25%
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