Lighting Manager–WESCO

COMPANY OVERVIEW

WESCO International, Inc. (NYSE: WCC), a publicly traded Fortune 500 company headquartered in Pittsburgh, Pennsylvania, is a leading provider of electrical, industrial, and communications maintenance, repair and operating (“MRO”) and original equipment manufacturers (“OEM”) products, construction materials, and advanced supply chain management and logistics services.  2011 annual sales were approximately $6.13 billion.  The company employs approximately 7,300 people, maintains relationships with over 17,000 suppliers, and serves over 100,000 customers worldwide.  Customers include industrial and commercial businesses, contractors, governmental agencies, institutions, telecommunications providers and utilities.  WESCO operates eight fully automated distribution centers and over 400 full-service branches in North America and international markets, providing a local presence for customers and a global network to serve multi-location businesses and multi-national corporations.

BRIEF DESCRIPTION

The Lighting Manager researches, analyzes and develops new business opportunities.  The Lighting Manager is tasked with growing sales and margin in the outdoor lighting product group.  This includes all products related to outdoor (street and area) lighting such as poles, fixtures, lamps, and controls.  This position will support WESCO’s Lighting initiative in a 5-8 state territory.  Primary end user segments include electric utilities, power generation plants, municipalities, cooperatives, counties, states, colleges / universities, and military bases.  This position will be located in the Northeast.

DETAILED DESCRIPTION

 

  • Support WESCO branch sales opportunities within assigned territory (50-60 branches) including lead generation, pipeline development/ order pull through, local supplier strategies and customer education.
  • Engage with Suppliers and Customers to understand needs and product / service solutions
  • Analyze customer market segment trends and opportunities to articulate WESCO’s addressable spend
  • Lead the Core supplier Program, which includes educating suppliers on WESCO structure, capabilities, and programs and managing sales targets and performance by WESCO trading area for each Core Supplier
  • Manage an opportunity pipeline of at least $20M and provide guidance / support to bid initiatives.
  • Conduct joint sales calls with account representatives to educate customers and to communicate the WESCO / supplier value proposition
  • ·Develop collateral and programs to educate our sales leaders, account representatives, and customers on Outdoor Lighting Product Group
  • Earn WESCO a preferred position with both customers and suppliers at the front-end, specification stage of new outdoor lighting projects to maximize pull through and margin rates.
  • Develop and maintain a value-add relationship with local utility and lighting agents to ensure WESCO is performing in a fashion that commands price preference in the local markets.
  • Help WESCO gain incremental market share by leveraging supply contracts, inventories and customer relationships between operating groups. Exploit “triangulation” opportunities between utilities and end users and WESCO customer relationship within each of these market segments.
  • Act as a technical consultant for end users and WESCO sales reps, providing them with practical product and service solutions to their outdoor lighting challenges. These can range from energy efficiency goals to light quality & safety concerns to maintainability to inventory management.
  • Understand local utility incentives that may be applied to outdoor lighting and associated tariff rates. These are critical components of selling an accurate return-on-investment analysis.
  • Perform other duties as required

REQUIREMENTS

  • Knowledge of outdoor lighting industry including suppliers, customers and competitors
  • Strong presentation skills
  • Experience with lighting upgrade payback analyses
  • Strong business analysis, financial modeling and negotiation skills
  • Ability to initiate and develop relationships with key decision makers both inside and outside the company
  • Ability to spot new business opportunities and quickly evaluate opportunities
  • Ability to create and maintain an active opportunity pipeline

EXPERIENCE

  • The preferred candidate will have the following:
  • Minimum 2 years of experience focused on street & area lighting. It is important to have a foundational knowledge of the primary manufacturers of outdoor lighting products.
  • 5+ years of outside sales experience.
  • Proficiency with Lighting design software applications
  • Qualified individuals should have a fundamental understanding of many of the issues related to outdoor lighting; issues including light quality, IES standards, pertinent Federal and state legislation, product maintenance, ROI calculations, and the products of the industry’s primary manufacturers.
  • Lighting Certification (LC) from the National Council on Qualifications for the Lighting Professions (NCQLP) preferred or the ability to earn it within the first year.

EDUCATION

  • Bachelor’s Degree in Business Administration required
  • Master’s Degree in Business Administration preferred

At WESCO, we offer a competitive compensation and benefits package including medical, dental, vision, life, AD&D, vacation, 401k, tuition reimbursement, STD/LTD, Legal assistance, long term care and more.


WESCO values diversity and is an EOE/AA employer.

Please apply to www.wesco.com/careers IRC85508

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