Southwest Regional Outdoor Lighting Specialist–WESCO

Job Title

Regional Outdoor Lighting Specialist – Southwest U.S.

Company Overview

WESCO International, Inc. (NYSE: WCC), a publicly traded Fortune 500 holding company headquartered in Pittsburgh, Pennsylvania, is a leading provider of electrical, industrial, and communications maintenance, repair and operating (MRO) and original equipment manufacturers (OEM) product, construction materials, and advanced supply chain management and logistic services. 2013 annual sales were approximately $7.5 billion. The company employs approximately 9,200 people, maintains relationships with over 18,000 suppliers, and serves over 65,000 active customers worldwide. Customers include commercial and industrial businesses, contractors, government agencies, institutions, telecommunications providers and utilities. WESCO operates nine fully automated distribution centers and approximately 475 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 Posting Description

The Regional Outdoor Lighting Specialist is tasked withgrowing sales and margin in the outdoor lighting product category.  Thisincludes all products related to outdoor (street and area) lighting such aspoles, fixtures, lamps, and controls. Primary end user segmentsinclude electric utilities, power generation plants, municipalities,cooperatives, counties, states, colleges / universities, and militarybases.  

Detailed Description

• Develops business plan and conduct sales planning with management teams which details plans to achieve agreed upon growth objectives.
• Utilizes a solution-selling approach and makes recommendations to prospects and customer base oriented around creating value for the customer with outdoor lighting and controls solutions.
• Joint sales calls and customer-facing activity with Branch OSRs.
• Creates a sales pipeline of opportunities utilizing sales tools. 
• Lead generation and follow-up support to each branch opportunity in given territory.
• Supports branch in preparing presentations and proposals leading to sales goal achievement.
• Provides technical support, lighting application guidance and educational opportunities to WESCO sales personnel and customers.
• Prepares a variety of status reports, including proposal/quote activity, closings, salesbook pipeline/opportunity review, and sales and  margin performance.
• Proactively establishes and maintains effective working team relationships within region.
• Establishes relationships with all key branch personnel in assigned region.
• Knows and utilizes strategic partners’ lighting agents to facilitate closing opportunities within the region.
• Utilizes Central Lighting Team resources to drive sales and margin goal attainment.

Job Requirements

EXPERIENCE:

• 3 years experience focused on street & area lighting
• 5 years outside sales experience

EDUCATION:

·         Bachelors’ Degree in engineering or related required

SKILLS/REQUIREMENTS:

• Familiarity with aforementioned product groups.
• Strong computer skills in MS Office, particularly Excel.
• Working knowledge of street & area lighting application and industry best practices
• Proficiency in AGI or Visual software preferred. Analyzing photometric layouts & design to customer or IES standards required.
• Willingness to travel
• Excellent interpersonal and communication skills in both spoken and written
• Customer service oriented
• Ability to work under pressure and meet deadlines
• Ability to develop and deliver sales presentations

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.

Physical Requirements:

Work is generally sedentary in nature, but may require standing and walking for up to 10% of the time. 

Mental Requirements:

• Employee required to organize and coordinate schedules.
• Employee required to calibrate precise measurements.
• Employee required to problem-solve. 
• Employee required to communicate with the public.

Additional Details

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 International, Inc., including its subsidiaries and affiliates (“WESCO”) is an Equal Opportunity and Affirmative Action Employer.  It is the policy of WESCO to not discriminate against any job applicant or employee based on age, race, religion, color, handicap, sex, physical condition, disability, sexual orientation, national origin or protected veteran status or any other protected status. This policy includes but is not limited to the following: recruitment and employment, promotion, demotion, transfer, compensation, selection for training including apprenticeship, layoff, or termination.