Outside Sales Representative (Lighting)

$63,554 - $101,686/Yr

WESCO - Columbus, OH

Full-time - Entry Level

Remote - Columbus, OH

10,001+ employees

Merchant Wholesalers, Durable Goods

About the position

As a Representative - Outside Sales, you will be responsible for developing new prospects and interacting with assigned customers to increase sales and margin of the company's products and/or services. Your primary focus will be face-to-face selling and account management activities to meet sales revenue goals by assessing customer needs and suggesting appropriate products, services and/or solutions and ensure a smooth sales process. There will be a certain degree of creativity and latitude required. You will be expected to engage with all levels of the customers' organizations including technical, operations, supply chain and executive management. You may be required to develop and deliver sales bids, presentations, proposals and/or product demonstrations. In this role, you will execute and expand assigned customer account plans developed in conjunction with management. You will also execute on billing margin initiatives through value-added services, marketing programs, and supplier engagement. Prospecting potential customers will be a key part of your responsibilities, which includes cold calling and developing leads through referral channels. You will communicate with customers and leads to identify and understand their product or service needs, suggesting products and services to meet those needs. Demonstrating the functions and utility of products or services to customers based on their needs will be essential. Ensuring customer satisfaction through ongoing communication and relationship management is crucial, as is resolving any issues that may arise post-sale. You will maintain communication with existing and previous customers, alerting them of new products, services, and enhancements that may be of interest. Utilizing sales management tools for sales planning, supplier planning, and documenting opportunities will be part of your daily activities. Additionally, you will develop and grow product knowledge through WESCO and supplier training, and develop strong relationships with suppliers, including performing regular joint sales calls. Providing quotations directly or in conjunction with the sales support team will also be part of your responsibilities.

Responsibilities

• Executes and expands assigned customer account plan(s) which is developed in conjunction with management.
• Executes on billing margin initiatives through value added services, marketing programs, and supplier engagement.
• Prospects potential customers, including cold calling and developing leads through referral channels.
• Communicates with customers and leads to identify and understand their product or service needs; identifies and suggests products and services to meet those needs.
• Demonstrates the functions and utility of products or services to customers based on their needs.
• Ensures customer satisfaction through ongoing communication and relationship management; resolves any issues that may arise post-sale.
• Maintains communication with existing and previous customers, alerting them of new products, services, and enhancements that may be of interest.
• Utilizes sales management tools for sales planning, supplier planning and documenting opportunities.
• Develops and grows product knowledge through WESCO and supplier training.
• Develops strong relationships with suppliers, including performing regular joint sales calls.
• Provides quotations directly or in conjunction with sales support team.

Requirements

• High School Degree or Equivalent required; Bachelor's Degree is preferred
• Prior sales experience required, outside sales preferred
• Two years of industry experience preferred
• Ability to travel to current and potential clients and suppliers
• Ability to work flexible schedule and occasional overnight travel
• Excellent sales and negotiation skills
• Ability to develop and deliver presentations
• Strong interpersonal skills
• Effective communicator both written and verbally
• Ability to work in team environment
• Strong Microsoft Office Suite skills

Nice-to-haves

• Knowledge of advertising and sales promotion techniques (Preferred)

Benefits

• Compensation range of $63,554 - $101,686
• Participation in an incentive plan for eligible positions
• Comprehensive benefits plan
• Community outreach initiatives
• Business Resource Groups for diversity and inclusion