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Senior Representative
hace 2 meses
As a Senior Representative - Outside Sales, you will be responsible for developing new business opportunities and interacting with assigned customers to increase sales and revenue for Wesco's products and/or services. You will participate in business planning to understand customer needs and develop strategies to meet sales goals.
Your primary focus will be on face-to-face sales and account management activities to meet sales revenue targets by assessing customer needs and suggesting appropriate products, services, and solutions. 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 product demonstrations.
Key Responsibilities:- Qualify Accounts: Determine market potential and provide periodic territory sales forecasts.
- Execute Customer Account Plans: Develop and execute assigned customer account plans in conjunction with management.
- Drive Billing Margin Initiatives: Execute on billing margin initiatives through value-added services, marketing programs, and supplier engagement.
- Prospect New Customers: Prospect potential customers, including cold calling and developing leads through referral channels.
- Understand Customer Needs: Communicate with customers and leads to identify and understand their product or service needs; identify and suggest products and services to meet those needs.
- Demonstrate Products: Demonstrate the functions and utility of products or services to customers based on their needs.
- Ensure Customer Satisfaction: Ensure customer satisfaction through ongoing communication and relationship management; resolve any issues that may arise post-sale.
- Maintain Customer Relationships: Maintain communication with existing and previous customers, alerting them of new products, services, and enhancements that may be of interest.
- Develop Sales Plans: Develop sales/supplier plans to drive account growth and retention while utilizing sales management tools to track and measure progress.
- Develop Product Knowledge: Develop and grow product knowledge through Wesco and supplier training.
- Develop Supplier Relationships: Develop strong relationships with suppliers, including performing regular joint sales calls.
- Provide Quotations: Provide quotations directly or in conjunction with sales support team.
- Mentor Sales Team: Mentor sales team and communicate relevant information and expectations for optimum customer service.
- Education: High School Degree or Equivalent required; Bachelor's Degree - Marketing, Sales, Business, Engineering, or related field preferred.
- Experience: 3-5 years outside sales experience required; 4 years industry experience preferred.
- Travel: Ability to travel to current and potential clients and suppliers.
- Schedule: Ability to work flexible schedule and occasional overnight travel.
- Skills: 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).
- Travel Percentage: Ability to travel 50% - 75%.
