Senior Representative - Outside Sales

WESCO - Toledo, OH

Full-time - Mid Level

Toledo, OH

Merchant Wholesalers, Durable Goods

About the position

As a Senior Representative - Outside Sales at WESCO, you will play a crucial role in driving sales and enhancing customer relationships. Your primary responsibility will be to develop new prospects and engage with assigned customers to boost sales and margins for the company's products and services. This position requires a proactive approach to customer business planning, allowing you to understand and address customer needs effectively. You will focus on face-to-face selling and account management activities, ensuring that sales revenue goals are met by assessing customer requirements and recommending suitable products, services, and solutions. Additionally, you will ensure a seamless sales process by engaging with various levels of the customer's organization, including technical, operations, supply chain, and executive management. You may also be tasked with developing and delivering sales bids, presentations, proposals, and product demonstrations. In this role, you will qualify accounts by determining market potential and providing periodic territory sales forecasts. You will execute and expand assigned customer account plans developed in collaboration with management, and implement billing margin initiatives through value-added services, marketing programs, and supplier engagement. Prospecting for potential customers will be a key part of your responsibilities, which includes cold calling and generating leads through referral channels. You will communicate with customers and leads to identify their product or service needs, suggesting appropriate solutions to meet those needs. Demonstrating the functions and utility of products or services to customers based on their requirements will also be part of your duties. Customer satisfaction is paramount, and you will ensure this through ongoing communication and relationship management, addressing any issues that may arise post-sale. Maintaining contact with existing and previous customers to inform them of new products, services, and enhancements will be essential. You will develop sales and supplier plans to drive account growth and retention, utilizing sales management tools to track and measure progress. Continuous development of product knowledge through WESCO and supplier training will be expected, along with building strong relationships with suppliers through regular joint sales calls. You will also provide quotations either directly or in conjunction with the sales support team and mentor the sales team by communicating relevant information and expectations for optimal customer service.

Responsibilities

• Qualify accounts by determining market potential and provides periodic territory sales forecasts.
• Execute and expand assigned customer account plan(s) which is 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; identifies and suggests products and services to meet those needs.
• Demonstrate the functions and utility of products or services to customers based on their needs.
• Ensure customer satisfaction through ongoing communication and relationship management; resolves any issues that may arise post-sale.
• Maintain communication with existing and previous customers, alerting them of new products, services, and enhancements that may be of interest.
• Develop sales/supplier plans to drive account growth and retention while utilizing sales management tools to track and measure progress.
• Develop and grows 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 sales support team.
• Mentor sales team and communicates relevant information and expectations for optimum customer service.

Requirements

• High School Degree or Equivalent required
• Bachelor's Degree - Marketing, Sales, Business, Engineering or related field preferred
• 3-5 years outside sales experience required
• 4 years 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
• Knowledge of advertising and sales promotion techniques (Preferred)
• Ability to travel 50% - 75%