[Hiring] Senior Manager - Sales @Wesco

Role Description

As a Senior Manager – Sales (Lighting Retrofits Controls and Solutions), you will provide strategic direction and progressive leadership to achieve sales and profit goals within multiple locations or a large-scale location with sales revenue above $50M or significant complexities. You will design and recommend sales and marketing programs and set short and long-term sales strategies. You will manage a team of direct reports who typically have managerial responsibilities.

• Drive business development and project-based sales for lighting retrofit, controls, and energy efficiency solutions across assigned U.S. territories, targeting retail, municipalities, universities, hospitals, industrial facilities, and property management organizations.
• Develop and execute territory growth strategies by building a strong sales pipeline, identifying new opportunities, managing order intake, forecasting revenue, and leveraging Salesforce.com and Excel to track performance, budgets, and sales activities.
• Serve as a high energy, customer-facing hunter focused on generating new business, analyzing market opportunities, cultivating customer relationships, and delivering innovative Wesco Energy Solutions (WES) offerings that drive customer value and business growth.
• Develops and administers sales plans to ensure customer satisfaction, assigned quota attainment, good reference accounts, and highly skilled and motivated staff.
• Partners with marketing to develop and implement sales marketing programs and initiatives.
• Determines annual sales and gross profit plan by implementing marketing strategies and analyzing trends and results.
• Establishes sales objectives by forecasting and developing sales quota for territories.
• Projects expected sales volume and profit for existing and new product lines and customers.
• Maintains sales volume, product mix and selling price by keeping current with market supply and demand, changing trends, economic indicators and competitors.
• Coordinates order service by directing account representatives and executives on quotations, proposals, project order management techniques, and customer complaint resolution.
• Establishes and adjusts billing margin by monitoring costs, competition and market conditions and negotiating cost side levels.
• Manages sales staff by recruiting, selecting, orienting and training employees.
• Maintains sales staff results by coaching employees, planning, monitoring and appraising job results.
• Develops and maintains relationships with top customers.
• Maintains professional and technical knowledge by attending educational workshops, reviewing professional publications and participating in professional societies.
• Forecasts and communicates intricate details to senior business managers.
• Interfaces with internal support departments to establish positive customer experience.
• Partners with suppliers to maintain customer relationships, provides training to staff, and executes marketing programs and initiatives.
• Partners with various internal departments to troubleshoot issues such as inventory and operations.

Qualifications

• High School Degree or Equivalent required; Bachelor’s Degree – Sales, Business Administration, Engineering, or relevant field preferred.
• 3+ years prior experience with managing a sales team and sales programs.
• 5+ years prior professional sales experience in related industry.
• 5 years managing staff and programs at national, district or regional level preferred.
• 7 years related industry professional sales preferred.
• Working knowledge of business and management principles in strategic planning, resource allocation and coordination of people and resources.
• Demonstrated understanding and execution of principles and processes for providing customer and personal services, including customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
• Strong verbal, written, analytical, persuasion and interpersonal skills.
• Ability to exercise teamwork, leadership, and flexibility.
• Excellent time management and computer skills.
• Ability to travel up to 50%.

Requirements

• Outside Sales – Work is generally performed in an office environment, but employee 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.

Benefits

• 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, and vision coverage, and retirement savings plans.

Company Description

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 every individual is respected, valued, and empowered to succeed. We promote a culture that is grounded in teamwork and respect. With a workforce of over 20,000 people worldwide, we embrace the unique perspectives each person brings. Through comprehensive benefits and active community engagement, we create an environment where every team member has the opportunity to thrive.

Founded in 1922 and headquartered in Pittsburgh, Wesco is a publicly traded (NYSE: WCC) FORTUNE 500® company.