Senior Representative - Outside Sales

Responsibilities:

• Develop and execute strategic account plans for Telecom Service Providers, Wireless Operators, ISPs, and Data Center Operators.
• Identify and drive opportunities related to fiber, wireless, broadband, data center, and network infrastructure projects.
• Build and maintain executive-level relationships with customer stakeholders across procurement, engineering, operations, and leadership teams.
• Coordinate cross-functional resources including suppliers, engineering, operations, logistics, and finance teams to support complex customer projects.
• Manage complex sales opportunities through qualification, proposal development, negotiation, award, and project execution.
• Support contract negotiations, commercial agreements, SLAs, and risk mitigation strategies for strategic projects.
• Monitor market trends, competitive activity, and technology developments within the telecommunications and digital infrastructure sectors.
• 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.

Qualifications:

• Bachelor’s Degree in Telecommunications or Engineering.
• Preferred: 5+ years of experience supporting Telecommunications Service Providers, Wireless/Mobile Operators, Internet Service Providers (ISPs), Data Center Operators, or Broadband customers.
• Other degrees/backgrounds: 10+ years of experience working with Telecommunications Service Providers or companies that provide solutions to telecom operators (Telcos).
• Strong understanding of telecommunications infrastructure, including fiber optic networks, wireless networks, data centers, outside plant (OSP), and network deployment projects.
• Experience managing large, complex project opportunities involving multiple stakeholders, suppliers, and cross-functional teams.
• Knowledge of telecommunications market dynamics, carrier operations, broadband technologies, and industry trends.
• 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%
• Valid Driver’s License, with a satisfactory driving record required

Working Environment:   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.

** This role includes the opportunity to earn commission in addition to base salary, with earnings tied to your individual sales performance.**