Senior Representative - Outside Sales
About the role
As a Senior Representative – Outside Sales, you will develop new prospects and interact with assigned customers to increase sales and margin of the company's products and services. You will participate in customer business planning to understand needs, focus on face‑to‑face selling and account management, and engage with all levels of the customer’s organization, including technical, operations, supply chain, and executive management. You may develop and deliver sales bids, presentations, proposals, and product demonstrations.
Responsibilities
- Qualify accounts by determining market potential and provide periodic territory sales forecasts.
- Execute and expand assigned customer account plans developed in conjunction with management.
- Execute 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 product or service needs; suggest appropriate offerings.
- Demonstrate the functions and utility of products or services based on customer needs.
- Ensure customer satisfaction through ongoing communication and relationship management; resolve post‑sale issues.
- Maintain communication with existing and previous customers, alerting them to new products, services, and enhancements.
- Develop sales/supplier plans to drive account growth and retention while using sales management tools to track progress.
- Develop and grow product knowledge through Wesco and supplier training.
- Develop strong relationships with suppliers, including regular joint sales calls.
- Provide quotations directly or in conjunction with the sales support team.
- Mentor the sales team and communicate relevant information and expectations for optimum customer service.
Qualifications
- Valid driver’s license with a satisfactory driving record (required).
- High school degree or equivalent (required).
- Bachelor’s degree in Marketing, Sales, Business, Engineering, or a related field (preferred).
- 3–5 years of outside sales experience (required).
- 4 years of industry experience (preferred).
- Ability to travel to current and potential clients and suppliers.
- Ability to work a flexible schedule and occasional overnight travel.
- Excellent sales and negotiation skills.
- Ability to develop and deliver presentations.
- Strong interpersonal skills.
- Effective written and verbal communication.
- Ability to work in a 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 setting, but the role requires travel to customer sites or warehouse facilities. Driving may be required for extended periods with frequent stops and starts, and exposure to outdoor weather conditions is possible.
Compensation
Annual base salary range: $81,753 – $110,366. Offer amounts may vary based on geographic location, education, experience, qualifications, shift, or collective bargaining agreements. Eligible positions may include participation in a bonus or sales incentive plan and a commission structure tied to individual sales performance.
Benefits
Wesco offers a benefits program for eligible employees that may include paid time off, medical, dental, and vision coverage, as well as retirement savings plans.
About the Team
Wesco builds, connects, powers, and protects the world as a leading provider of business‑to‑business distribution, logistics services, and supply‑chain solutions. With over 20,000 employees worldwide, the company fosters a workplace where every individual is respected, valued, and empowered to succeed. Wesco promotes a culture grounded in teamwork and respect, offering comprehensive benefits and active community engagement to help team members thrive.