WESCO International

Global B2B distribution and logistics

Outside Sales Representative

Field SalesPosted on Nov 12

Full-timeSmyrna, DE, USA

About the Job

Requirements

A valid driver's license and satisfactory driving record are required.
Prior sales experience is required.
Ability to travel to current and potential clients and suppliers is required.
Ability to work a flexible schedule and undertake occasional overnight travel is required.
Ability to travel 50%–75% of the time is required.
Strong sales and negotiation skills are required.
Ability to develop and deliver presentations is required.
Strong interpersonal skills are required.
Effective written and verbal communication skills are required.
Ability to work in a team environment is required.
Strong Microsoft Office Suite skills are required.

Responsibilities

Develop new prospects and build relationships with assigned customers to increase sales and margin of company products and services.
Conduct face-to-face selling and account management activities to achieve sales revenue goals.
Engage with technical, operations, supply chain, and executive-level customer contacts.
Develop and deliver sales bids, presentations, proposals, and product demonstrations as needed.
Assess customer needs, suggest products, services, or solutions, and ensure a smooth sales process.
Execute and expand assigned customer account plans in conjunction with management.
Execute billing margin initiatives through value-added services, marketing programs, and supplier engagement.
Prospect potential customers through cold calling and referral channels.
Communicate with customers and leads to identify and understand their product or service needs, then suggest solutions that meet those needs.
Demonstrate product or service functions and utility based on customer needs.
Maintain customer satisfaction through ongoing communication and relationship management, resolving post-sale issues.
Maintain communication with existing and former customers and inform them of relevant new products, services, and enhancements.
Use sales management tools for sales planning, supplier planning, and documenting opportunities.
Build product knowledge through company and supplier training.
Develop supplier relationships, including through regular joint sales calls.
Provide quotations directly or in conjunction with the sales support team.

Desired Qualifications

A bachelor's degree is preferred.
Outside sales experience is preferred.
Two years of industry experience is preferred.
Knowledge of advertising and sales promotion techniques is preferred.

As a Representative - Outside Sales, you will be responsible for developing new prospects and building relationships with assigned customers to increase sales and margin of the company's products and/or services. Your primary focus will be face-to-face selling and account management activities to achieve sales revenue goals. You will engage with all levels of customers’ organizations, including technical, operations, supply chain, and executive management. You may also develop and deliver sales bids, presentations, proposals, and/or product demonstrations.

This is a remote, field-based sales role ideal for someone who enjoys building strong customer relationships, understanding business needs, and identifying opportunities to grow and expand the existing customer base across New Jersey, Eastern Pennsylvania, Delaware, and Maryland.

Responsibilities:

Assess customer needs and suggest products, services and/or solutions and ensure a smooth sales process.
Executes and expands assigned customer account plan(s) which is developed in conjunction with management.
Executes on billing margin initiatives through value added services, marketing programs, and supplier engagement.
Prospects potential customers, including cold calling and developing leads through referral channels. 
Communicates with customers and leads to identify and understand their product or service needs; identifies and suggests products and services to meet those needs.
Demonstrates the functions and utility of products or services to customers based on their needs.
Ensures customer satisfaction through ongoing communication and relationship management; resolves any issues that may arise post-sale.
Maintains communication with existing and previous customers, alerting them of new products, services, and enhancements that may be of interest.
Utilizes sales management tools for sales planning, supplier planning and documenting opportunities.
Develops and grows product knowledge through Wesco and supplier training.
Develops strong relationships with suppliers, including performing regular joint sales calls.
Provides quotations directly or in conjunction with sales support team.

Qualifications:

Valid Driver’s License, with a satisfactory driving record required
High School Degree or Equivalent required; Bachelor’s Degree is preferred
Prior sales experience required, outside sales preferred
Two years of 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 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% of the time

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.**

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Compensation Details: $66,477 - $106,363 Annually

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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