Senior Representative - Outside Sales

Job Description

As a Senior 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. You will participate in customer business planning to understand customer needs. 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 ensuring a smooth sales process.

You will engage with all levels of the customer’s organization including technical, operations, supply chain and executive management and may develop and deliver sales bids, presentations, proposals and/or product demonstrations.

• Qualify accounts by determining market potential and providing periodic territory sales forecasts.
• Execute and expand assigned customer account plan(s) 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; suggest 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; resolve 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 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 sales support team.
• Mentor sales team and communicate relevant information and expectations for optimum customer service.

• Valid Driver’s License with a satisfactory driving record.
• High School Degree or Equivalent.
• Bachelor’s Degree – Marketing, Sales, Business, Engineering or related field preferred.
• 3‑5 years outside sales experience.
• 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 and communication skills.
• Strong Microsoft Office Suite skills.
• Knowledge of advertising and sales promotion techniques (Preferred).
• Ability to travel 50%–75%.

Outside Sales – Work is generally performed in an office environment, but employees may need to travel to customer sites or warehouse facilities. Driving may be required for an extended period of time with frequent stops and starts. Can be exposed to outdoor weather conditions.

This role includes the opportunity to earn commission in addition to base salary, with earnings tied to your individual sales performance. $102,820 – $138,806 annually. Compensation may include participation in a bonus or sales incentive plan, subject to the terms and conditions of the applicable plan documents. For certain sales roles, Wesco also offers a commission structure that provides additional compensation based on sales results, as defined by the applicable commission plan.

Wesco offers a benefits program for eligible employees, which may include paid time off, medical, dental, vision coverage, and retirement savings plans. Additional details about benefits are available here.

At Wesco, we build, connect, power and protect the world. As a leading provider of business‑to‑business distribution, logistics services and supply chain solutions, we create a world that you can depend on. Our company’s greatest asset is our people. Wesco is committed to fostering a workplace where…