Job DescriptionAs the Senior Director - Sales, you will be responsible for leadership, management and profitability of an assigned sales region, market, or channel with a primary focus on strategy. You will be responsible for achieving sales and profitability goals through direction, organization, coordination, communication and development of field sales, inside sales, and other sales professionals.
This role will play a key leadership role in driving organizational transformation while fostering collaboration across Industrial, OEM, and Construction business segments.Responsibilities:
- Develops go to market strategy for the specific end market within the business unit.
- Prioritizes opportunities identified by business unit and ensures opportunity is being resourced by the center of excellence.
- Develops and administers sales plan to ensure customer satisfaction, assigned quota attainment, and highly skilled and motivated staff.
- Achieves annual sales and gross profit plan by implementing sales strategies and analyzing trends and results in conjunction with regional and business unit management team.
- Establishes sales objectives.
- Forecasts expected sales volume and profit for existing and new product lines and customers.
- Ensures establishment and expansion of national, regional, and local supplier relationships.
- 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 on quotations, proposals, project order management techniques, and customer complaint resolution.
- Maintains sales staff by recruiting, selecting, orienting, and training employees.
- Maintains sales staff results by counseling and disciplining employees, planning, monitoring, and appraising job results.
- Leads teams through organizational change while driving collaboration, accountability, CRM adoption, and sales discipline across the sales organization.
- Maintains professional and technical knowledge by attending educational workshops, reviewing professional publications, and participating in professional societies.
- Forecasts and communicates intricate details to senior management.
Qualifications: - High School Degree or Equivalent required; Bachelor's Degree - Sales, Business Administration, Engineering, or relevant field preferred
- 10+ years Related industry professional sales experience (electrical distribution industry or related Industrial, OEM, Construction experience preferred)
- 7+ years experience leading and managing staff and programs at national, district or regional level
- Experience managing direct reports/level managers within the job family (ex. Sales Manager), including developing leaders within a multi-level sales organization.
- Business and management principles, including strategic planning, resource allocation, leadership techniques, and coordination of people and resources
- In-depth knowledge of distribution industry, related solutions, and products (electrical distribution, Industrial, OEM, Construction)
- Demonstrated ability to analyze, initiate and implement sales strategies to achieve forecasted goals
- Ability to present professional sales approach to help people achieve personal and positional goals
- Proven success in 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 25% - 50%
#LI-CP1
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.
