Senior Representative - Outside Sales (Lighting & Controls)

Anixter International; New Jersey; Hybrid; USD 82,000 - 139,000; Full time

Job summary

Wesco in Parsippany, NJ is seeking a Senior Representative - Outside Sales to develop new prospects and manage assigned accounts with a primary focus on turnkey lighting controls and retrofit solutions. The role covers NY/NJ and surrounding Northeast regions, requiring strong field sales and account management capabilities.

You will engage with technical and executive stakeholders, deliver proposals, and support multi-phase lighting projects with extended sales cycles, including bundled

Qualifications

• Outside sales experience required.
• Bachelor’s degree preferred in Marketing, Sales, Business, Engineering or related field.
• Strong negotiation and presentation skills.
• Willingness to travel 50%-75% across NY/NJ region.

Responsibilities

• Qualify accounts and forecast territory sales.
• Execute customer account plans with management.
• Drive higher-margin, project-based solutions rather than transactional sales.
• Prospect potential customers and develop leads.
• Present LED upgrades, lighting retrofits and controls solutions to customers.
• Demonstrate ROI and energy savings through proposals and demonstrations.
• Maintain relationships with customers post-sale and manage project execution.

Skills

Outside sales

Account management

Negotiation

Presentations

Travel 50-75%

Education

High School diploma

Bachelor's degree

Job description

• Parsippany, NJ, United States

• Parsippany, NJ, United States
• Hauppauge, NY, United States

Job Info

• Job Identification 30798
• Job Category Sales
• Locations 300 Kimball Drive, Parsippany, NJ, 07054, US (Remote)
• Job Schedule Full time

Job Description

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
• 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.

• Compensation Details $81,753 - $138,980 Annually

• Compensation Details $81,753 - $138,980 Annually

This amount is what we reasonably believe we will pay for the position; however, offer amounts may vary based on factors such as geographic location, relevant education, experience, qualifications, skills, shift, or any collective bargaining agreements. For eligible positions, compensation may include participation in a bonus or sales incentive plan, subject to the terms and conditions of the applicable plan documents. For certain sales roles, Wesco also offers a commission structure that provides additional compensation based on sales results, as defined by the applicable commission plan. In addition, Wesco offers a benefits program for eligible employees, which may include paid time off, medical, dental, and vision coverage, and retirement savings plans. Additional details about benefits are available here.

About the Team

At Wesco, we build, connect, power and protect the world. As a leading provider of business-to-business distribution, logistics services and supply chain solutions, we create a world that you can depend on. Our Company’s greatest asset is our people. Wesco is committed to fostering a workplace where every individual is respected, valued, and empowered to succeed. We promote a culture that is grounded in teamwork and respect. With a workforce of over 20,000 people worldwide, we embrace the unique perspectives each person brings. Through comprehensive benefits and active community engagement, we create an environment where every team member has the opportunity to thrive. Learn more about Working at Wesco here.

Founded in 1922 and headquartered in Pittsburgh, Wesco is a publicly traded (NYSE: WCC) FORTUNE 500® company. Wesco International, Inc., including its subsidiaries and affiliates ("Wesco") provides equal employment opportunities to all employees and applicants for employment. Employment decisions are made without regard to race, religion, color, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, or other characteristics protected by law. US applicants only, we are an Equal Opportunity Employer. Los Angeles Unincorporated County Candidates Only: Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance and the California Fair Chance Act. This posting is for a current, active vacancy intended for immediate hire.