Outside Sales Representative (Retrofit Lighting)

Anixter - Atlanta, GA

Full-time

Atlanta, GA

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. Responsibilities include executing and expanding assigned customer account plans developed in conjunction with management, executing on billing margin initiatives through value-added services, marketing programs, and supplier engagement. You will prospect potential customers, including cold calling and developing leads through referral channels. Communicating with customers and leads to identify and understand their product or service needs is essential; you will identify and suggest products and services to meet those needs. Demonstrating the functions and utility of products or services to customers based on their needs is also a key responsibility. Ensuring customer satisfaction through ongoing communication and relationship management, resolving any issues that may arise post-sale, and maintaining communication with existing and previous customers to alert them of new products, services, and enhancements that may be of interest are critical to your role. Utilizing sales management tools for sales planning, supplier planning, and documenting opportunities will be part of your daily tasks. You will develop and grow product knowledge through WESCO and supplier training, develop strong relationships with suppliers, including performing regular joint sales calls, and provide quotations directly or in conjunction with the sales support team.

Responsibilities

• Develop new prospects and interact with assigned customers to increase sales and margin of the company's products and/or services.
• Engage in face-to-face selling and account management activities to meet sales revenue goals.
• Assess customer needs and suggest appropriate products, services, and/or solutions.
• Ensure a smooth sales process and maintain customer satisfaction through ongoing communication and relationship management.
• Execute and expand assigned customer account plans developed in conjunction with management.
• Execute on billing margin initiatives through value-added services, marketing programs, and supplier engagement.
• Prospect potential customers, including cold calling and developing leads through referral channels.
• Communicate with customers and leads to identify and understand their product or service needs.
• Demonstrate the functions and utility of products or services to customers based on their needs.
• Maintain communication with existing and previous customers, alerting them of new products, services, and enhancements that may be of interest.
• Utilize sales management tools for sales planning, supplier planning, and documenting opportunities.
• Develop and grow product knowledge through WESCO and supplier training.
• Develop strong relationships with suppliers, including performing regular joint sales calls.
• Provide quotations directly or in conjunction with the 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 a team environment.
• Strong Microsoft Office Suite skills.

Nice-to-haves

• Knowledge of advertising and sales promotion techniques.