Representative - Outside Sales

Wesco; Maryland Heights (MO); On-site; USD 60,000 - 90,000; Full time

Job summary

Wesco in Maryland Heights, MO is seeking an Outside Sales Representative to develop new prospects and manage assigned accounts. You will focus on face-to-face selling, build relationships with executives, and drive revenue through strategic account planning.

The role requires travel 50-75% and strong presentation, negotiation, and communication skills. Experience with Fortune 500 clients is preferred; team-based environment and commission opportunities are available.

Qualifications

• Experience selling to Fortune 500 companies and engaging with C-Suite.
• Outside sales experience required; willing to travel 50–75%.
• Strong presentation and negotiation skills.

Responsibilities

• Assess customer needs and propose 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.

Skills

Sales experience

Fortune 500 sales

Presentation skills

Negotiation skills

Relationship building

Team player

Communication skills

Travel 50-75%

Education

High School Diploma or GED

Bachelor's degree preferred

Tools

CRM software

Microsoft Office

Job description

As a 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. Your primary focus will be face-to-face selling and account management activities to meet sales revenue and requires the ability to navigate complex, multi-layered organizations, manage lengthy sales cycles, and engage with formal procurement processes. You will build and maintain relationships with key decision-makers, including executive leaders, CISOs, vice presidents, procurement directors, and other stakeholders across technical, operations, and supply chain functions. Success in this role requires strong account planning skills, including conducting market research, mapping customer organizations, identifying growth opportunities, and developing strategies to expand market share. You may also lead customer presentations, proposals, bids, contract discussions, and product demonstrations to support sales and margin objectives.

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
• Experience selling to Fortune 500 companies engaging with the C-Suite
• 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
• Experience selling technologies preferred

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.