Senior Account Representative

Location: Raleigh, NC
Date Posted: 02-16-2018
Senior Account Representative
Eastern NC Territory
About the Company
Our client, a publicly traded Fortune 500 holding company headquartered in 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 logistic services. 2016 annual sales were approximately $7.3 billion. The company employs approximately 9,000 people, maintains relationships with over 25,000 suppliers, and serves approximately 75,000 active customers worldwide. Customers include commercial and industrial businesses, contractors, government agencies, institutions, telecommunications providers, and utilities. operates nine fully automated distribution centers and approximately 500 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.
About the Position
The Senior Account Representative is an outside sales position and is responsible for increasing the sales and margins of the company by calling on and building relationships with an assigned group of Electric Utility accounts in North Carolina.
Detailed Description
Responsibilities and essential job functions include but are not limited to the following:
  • Qualifies accounts by determining market potential.
  • Calls on accounts and solicits business.
  • Increases sales and margins to existing and new customers.
  • Resolves problems such as customer claims, product application, etc.
  • Identifies all buying influences. Makes regularly scheduled visits with each account.
  • Develops long-term relationship and influences buying decisions.
  • Provide quotations either directly or in conjunction with inside salesperson.
  • Demonstrates products to customers.
  • Makes joint calls with vendors who represent lines which have been selected by WESCO.
  • Provides feedback to branch management regarding market levels, products to stock, etc.
  • Increases account penetration, in terms of products sold, etc.
  • Conducts training as required.
  • Works trade fair booths (as applicable).
  • Maintains appropriate Account Rep. Manuals, keeping customer information current.
  • Performs other duties as required
Job Requirements
  • 3 – 5 years outside sales experience in Power Utility or similar industry.
  • Track record of success in business to business sales.
  • Excellent verbal and written communications skills including the ability to convincingly persuade others.
  • Ability to clearly and effectively set goals
  • Computer literacy (Word, Excel, Power Point)
  • Minimum 2 years inside or outside sales in electrical wholesaling
  • Business Development
  • Customer Management
  • Outside sales in Utility sector
  • Inside sales in Electrical Wholesaling
  • Inside/Outside sales experience
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