Representative - Outside Sales (Retrofit Lighting)

As an Outside Sales Representative, you will be responsible for developing new prospects to and margin of the focused on selling turnkey lighting controls and controls retrofit solutions. The primary focus of this role is on face-to-face selling and account management activities to meet sales revenue goals by assessing customer needs and suggesting appropriate products, services and/or solutions and ensure a smooth sales process. A certain degree of creativity and latitude is required. The OSR will engage with stakeholders all levels of the customer’s organization including facilities, operations, and executive management. This position may develop and deliver sales bids, presentations, proposals and/or product demonstrations.

 Responsibilities: 

• Build and manage a robust pipeline within your assigned territory.
• Assesses potential clients for retrofit viability, budget alignment, and strategic fit. 
• Prospects high-value targets, including cold calling, market research and developing leads through referral channels.  
• Communicates with stakeholders in face-to-face meetings  to identify and understand their needs; identifies and suggests solutions to meet those needs.
• Demonstrates the customized retrofit proposals that include Lighting controls, ROI analysis and potential rebate incentives to stakeholders based on their needs.
• Ensures customer satisfaction through ongoing communication and relationship management; resolves any issues that may arise through post-sale
• Maintains communication with existing and previous customers, alerting them of new products, services, and enhancements that may be of interest to identify repeat business and referrals.
• Utilizes sales management tools Salesforce for sales planning, and documenting opportunities.
• Develops and grows product knowledge through Wesco and supplier training.
• Work closely with members of the audit, solutions and operations team to deliver a high-value proposal.
• Manage the full sales process from lead generation to contract execution. 

 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 in lighting, controls, or energy services
• Two years of industry experience preferred 
• Ability to travel to current and potential stakeholders
• 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 energy rebate programs and consultative sales techniques preferred
• Ability to travel 25% - 50% 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. 

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