WESCO International

Global B2B distribution and logistics

Manager - Sales

Account ManagementConfirmed live in the last 24 hours

Full-timeNo salary listed

About the Job

Requirements

A high school degree or equivalent is required.
Prior professional sales experience in a related industry, with at least 3 years of experience.
At least 1 year of experience managing a sales team or sales programs.
Working knowledge of business and management principles in strategic planning, resource allocation, and coordination of people and resources.
Verbal, written, analytical, persuasion, and interpersonal skills.
Knowledge of customer and personal service principles and processes, including customer needs assessment, meeting service quality standards, and evaluating customer satisfaction.
Teamwork, leadership, and flexibility.
Time management and computer skills.
At least 5 years of related-industry professional sales experience.
At least 2 years managing staff and programs at a national, district, or regional level.
Ability to travel up to 25%.

Responsibilities

Maintain executive-level client relationships at key multinational hyperscale accounts and provide consultative selling to support long-term strategic objectives and organizational profitability.
Align company resources with clients’ needs globally to maximize growth opportunities and expand product sets internationally.
Drive profitability through strategic account management and new business development, and manage hyperscale accounts, programs, or projects of significant scope and complexity.
Develop, implement, and execute supply-chain solutions across multiple sites, regions, and theatres.
Resolve complex issues and propose strategic solutions, including sustainability models, forward provisioning, and responses to supply-chain interruptions.
Achieve global sales revenue targets by positioning and selling data center solutions, including structured cabling and accessories, physical security, electrical solutions, high-density liquid cooling and power, networking, Internet of Things, and professional audio-video solutions.
Position company services for design, end-to-end project deployment, product enhancement, and rack-and-roll.
Cultivate executive-level relationships across countries, internally and externally.
Negotiate contracts and master supply and contractual agreements; understand contract terms, risk landscapes, financial impacts, and local and global implications.
Identify opportunities, assemble pursuit plans, facilitate contract negotiations, and assemble execution teams to meet program and project financial performance expectations.
Develop and execute strategies to attract, grow, and maintain global customer relationships, including executive relationships, customer mapping, and reference selling.
Lead development and execution of strategic account plans with account leaders in other geographic theatres, with accountability to senior management globally.
Provide tactical and strategic leadership in opportunity identification and issue resolution within assigned accounts or business units.
Pursue new agreements and value-add/total-cost-of-ownership commitments, and increase customer wallet share.
Maintain and manage a pipeline of opportunities at named hyperscale accounts, including renewals, projects, and share-improvement opportunities.
Engage senior sales and management resources at strategic suppliers to enlist support and create solutions aligned with corporate supplier strategy.
Identify opportunities for related company services, facilitate introductions, and engage in multi-person sales cycles while retaining customer control.
Collaborate across the organization and identify opportunities with other strategic business units or strategic initiatives.
Communicate customer activity, opportunity status, renewal status, and strategic project progress to the executive team.
Lead high-level sales engagements using strategic selling expertise.
Identify improvement opportunities and recommend innovative internal and external solutions that are new to the marketplace.
Travel to customer sites or warehouse facilities as needed; driving may be required for extended periods with frequent stops and starts, and work may involve outdoor weather conditions.

Desired Qualifications

A bachelor's degree in Sales, Business Administration, Engineering, or a relevant field is preferred.

As a Global Account Sales Manager Hyperscale EMEA, you will maintain executive level client relationships at key large multinational Hyperscale and provide consultative selling to support strategic long-term objectives and profitability of the organization. You will align Wesco’s vast resources to support our clients’ needs on a global scale to maximize our growth opportunity and expand product sets internationally. You will drive profitability through strategic account management and new business development and manage Hyperscale accounts, programs and/or projects of significant scope and complexity. You will develop, implement, and execute supply chain solutions across multiple sites, regions, and theatres. You will resolve complex issues and propose strategic solutions (i.e. sustainability model, supply chain – forward provisioning, supply chain interruptions).

Responsibilities:

Ensure achievement of global sales revenue targets by positioning and selling Wesco Anixter’s Data Center solutions. Solutions to be positioned: structured cabling and accessories, physical security solutions, electrical solutions, high density liquid cooling and power, networking solutions, IoT and Pro-AV.

Positioning of Wesco Anixter’s services for design, end-to-end project deployment, product enhancement and rack & roll.

Cultivate executive level relationships across countries (internally and externally).

Negotiate contracts, master supply agreements, master contractual agreements. Good understanding of legal contract terms. Must be able to understand the risk landscape and financial impacts of these contracts. Need to understand both local impact of contracts, as well as global implications.

Ability to identify opportunities, assemble pursuit plan, facilitate contract negotiation, and assemble execution team to meet expected program/project financial performance.

Develop and execute strategies to attract, grow, and maintain global customer relationships, including executive relationships, customer mapping, and reference selling.

Accountable to senior management globally to lead the development and execution of the Strategic Account Plans together with the account leaders in other geographic theatres

Provide tactical and strategic leadership in opportunity identification & issue resolution occurring within assigned account and/or business unit.

Pursues new agreements, Value-Add/Total Cost of Ownership (TCO) commitments and increasing customer wallet-share.

Maintains and manages a pipeline of opportunities at named Hyperscale accounts, including Renewals, Projects, and share improvement opportunities.

Engages strategic supplier senior sales and senior management resources to enlist support and create solutions that adhere to corporate supplier strategy implications.

Strong capability to identify opportunity for related services offered by company, facilitate introductions, and engage in multi-person sales cycle while retaining customer control

Cross collaboration across the entire Wesco organization, identify opportunities with other strategic business units or strategic initiatives.

Communicates Customer Activity, Opportunity Status, Renewal Status, and Strategic Project progress to executive team.

Expert in strategic selling and takes the lead in high level sales engagements.

Identifies opportunities for improvement and recommends internal and external innovative solutions new to the marketplace

Qualifications:

High School Degree or Equivalent required; Bachelor’s Degree - Sales, Business Administration, Engineering, or relevant field preferred
Prior professional sales experience in related industry/3+ years
Prior experience with managing a sales team or sales programs/1+ year
Working knowledge of business and management principles in strategic planning, resource allocation and coordination of people and resources
Demonstrated verbal, written, analytical, persuasion and interpersonal skills
Knowledge of principles and processes for providing customer and personal services, including customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction
Ability to exercise teamwork, leadership, and flexibility
Excellent time management and computer skills
5 years related industry professional sales
2 years managing staff and programs at national, district or regional level
Ability to travel up to 25%

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.

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About the Company

WESCO International

Global B2B distribution and logistics

Wesco International is a large B2B distributor and logistics provider that moves electrical, industrial, and communications products to customers such as electrical contractors, data centers, and government agencies. It sources products from thousands of manufacturers and offers procurement, warehousing, distribution, and supply chain management services through a global network of about 800 branches and facilities in nearly 50 countries. The company differentiates itself by offering a wide product range at scale with end-to-end supply chain services that support customers across industrial, utility, and government markets. Its goal is to be a reliable partner for customers’ procurement and logistics needs by delivering comprehensive worldwide distribution and supply chain solutions.

Company size: 5,001-10,000
Company stage: IPO
Headquarters: Pittsburgh, PA
Founded: 1922

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