Senior Manager - Sales (Lighting Retrofits Controls and Solutions)

Wesco International, Inc.; États-Unis; À distance; USD 140 000 - 190 000; Plein temps

Résumé du poste

Wesco International, Inc. seeks a Senior Manager – Sales (Lighting Retrofits Controls and Solutions) to provide strategic direction and leadership across major locations with revenue impact over $50M.

You will design sales programs, set long-term strategies, and lead a team of managers to achieve quotas and customer satisfaction. You will drive business development for lighting retrofit and energy efficiency solutions, build pipelines, forecast revenue, and collaborate with marketing.

Qualifications

• 3+ years managing a sales team and sales programs.
• 5+ years professional sales experience in a related industry.
• 5 years managing staff and programs at national, district or regional level preferred.
• 7 years related industry professional sales preferred.
• Strong planning, allocation of resources, and coordination skills.
• Customer needs assessment and service quality focus.
• Ability to travel up to 50%.

Responsabilités

• Drive business development and project-based sales for lighting retrofit, controls, and energy solutions across U.S. territories.
• Develop territory growth strategies, build a strong pipeline, forecast revenue, and track activities in Salesforce and Excel.
• Act as a high-energy, customer-facing hunter to generate new business and expand Wesco Energy Solutions offerings.
• Develop and administer sales plans to meet quotas and maintain top reference accounts.
• Partner with marketing to create and execute sales programs and initiatives.
• Forecast and set territory sales objectives and quotas.
• Project sales volume and profit for existing and new product lines and customers.
• Maintain pricing, product mix, and respond to market trends and competition.
• Direct account representatives on quotations, proposals, and order management; resolve customer issues.

Connaissances

Team leadership

Strategic planning

Forecasting

Customer relationship management

Negotiation

Written and verbal communication

Cross-functional collaboration

Formation

High School or equivalent

Bachelor’s degree in Sales/Business/Engineering or related field

Outils

Salesforce.com

Excel

Description du poste

As a Senior Manager – Sales (Lighting Retrofits Controls and Solutions), you will provide strategic direction and progressive leadership to achieve sales and profit goals within multiple locations or a largescale location with sales revenue above $50M or significant complexities. You will design and recommend sales and marketing programs and set short and long-term sales strategies. You will manage a team of direct reports who typically have managerial responsibilities.

Responsibilities:

• Drive business development and project based sales for lighting retrofit, controls, and energy efficiency solutions across assigned U.S. territories, targeting retail, municipalities, universities, hospitals, industrial facilities, and property management organizations.
• Develop and execute territory growth strategies by building a strong sales pipeline, identifying new opportunities, managing order intake, forecasting revenue, and leveraging Salesforce.com and Excel to track performance, budgets, and sales activities.
• Serve as a high energy, customer facing hunter focused on generating new business, analyzing market opportunities, cultivating customer relationships, and delivering innovative Wesco Energy Solutions (WES) offerings that drive customer value and business growth.
• Develops and administers sales plans to ensure customer satisfaction, assigned quota attainment, good reference accounts, and highly skilled and motivated staff.
• Partners with marketing to develop and implement sales marketing programs and initiatives.
• Determines annual sales and gross profit plan by implementing marketing strategies and analyzing trends and results.
• Establishes sales objectives by forecasting and developing sales quota for territories.
• Projects expected sales volume and profit for existing and new product lines and customers.
• Maintains sales volume, product mix and selling price by keeping current with market supply and demand, changing trends, economic indicators and competitors.
• Coordinates order service by directing account representatives and executives on quotations, proposals, project order management techniques, and customer complaint resolution.
• Establishes and adjusts billing margin by monitoring costs, competition and market conditions and negotiating cost side levels.
• Manages sales staff by recruiting, selecting, orienting and training employees.
• Maintains sales staff results by coaching employees, planning, monitoring and appraising job results.
• Develops and maintains relationships with top customers.
• Maintains professional and technical knowledge by attending educational workshops, reviewing professional publications and participating in professional societies.
• Forecasts and communicates intricate details to senior business managers.
• Interfaces with internal support departments to establish positive customer experience.
• Partners with suppliers to maintain customer relationships, provides training to staff, and executes marketing programs and initiatives.
• Partners with various internal departments to troubleshoot issues such as inventory and operations.

Qualifications:

• High School Degree or Equivalent required; Bachelor’s Degree – Sales, Business Administration, Engineering, or relevant field preferred
• 3+ years prior experience with managing a sales team and sales programs
• 5+ years prior professional sales experience in related industry
• 5 years managing staff and programs at national, district or regional level preferred
• 7 years related industry professional sales preferred
• Working knowledge of business and management principles in strategic planning, resource allocation and coordination of people and resources
• Demonstrated understanding and execution of principles and processes for providing customer and personal services, including customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction
• Strong verbal, written, analytical, persuasion and interpersonal skills
• Ability to exercise teamwork, leadership, and flexibility
• Excellent time management and computer skills
• Ability to travel up to 50%

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.