Senior Representative - Outside Sales (Lighting & Controls)

As a Senior Representative - Outside Sales, you will be responsible for developing new prospects and interacting with assigned customers to increase sales and margin of the Company's products and/or services, with a primary focus on turnkey lighting controls and retrofit solutions, including commercial and industrial lighting upgrades. You will participate in customer business planning to understand customer needs. Your primary focus will be 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 including bundled product and labor solutions in a project-based sales environment and ensure a smooth sales process. You will engage with all levels of the customer’s organization including technical, operations, supply chain and executive management and may develop and deliver sales bids, presentations, proposals and/or product demonstrations supporting complex, multi-phase lighting projects with extended sales cycles.

Territory: New York, New Jersey, and surrounding Northeast region

Responsibilities:

• Qualify accounts by determining market potential and provides periodic territory sales forecasts including identifying lighting retrofit and energy efficiency upgrade opportunities within existing facilities.
• 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 with an emphasis on driving higher-margin, project-based solutions rather than transactional product sales.
• Prospect potential customers, including cold calling and developing leads through referral channels targeting end users, facility managers, contractors, and commercial or industrial accounts.
• Communicate with customers and leads to identify and understand their product or service needs; identifies and suggests products and services to meet those needs including LED upgrades, lighting retrofits, and lighting controls solutions.
• Demonstrate the functions and utility of products or services to customers based on their needs while effectively communicating technical value, ROI, and energy savings opportunities.
• Ensure customer satisfaction through ongoing communication and relationship management; resolves any issues that may arise post-sale including through project execution and completion phases.
• Maintain communication with existing and previous customers, alerting them of new products, services, and enhancements that may be of interest including energy efficiency technologies and rebate-driven opportunities.
• 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 with lighting manufacturers and controls partners.
• Provide quotations directly or in conjunction with sales support team including project-based proposals that bundle material, labor, and installation services.
• Mentor sales team and communicates relevant information and expectations for optimum customer service while serving as a subject matter expert in lighting and controls solutions..

Qualifications:

• Valid Driver’s License, with a satisfactory driving record required
• High School Degree or Equivalent required
• Bachelor’s Degree - Marketing, Sales, Business, Engineering or related field preferred
• 3-5 years outside sales experience required
• 4 years industry experience preferred with strong preference for lighting, lighting controls, electrical distribution, or energy/retrofit project sales experience
• 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 including technical and financial proposals tied to ROI, energy savings, and project payback
• Strong interpersonal skills
• Effective communicator both written and verbally
• Ability to work in team environment collaborating with cross-functional teams including audit, engineering, and operations to deliver turnkey solutions
• Strong Microsoft Office Suite skills
• Knowledge of advertising and sales promotion techniques (Preferred)
• Knowledge of energy rebate programs, utility incentives, and consultative sales techniques preferred
• Experience managing longer, complex sales cycles involving multiple stakeholders preferred
• Ability to travel 50% - 75%

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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