Senior Manager - Sales (Lighting Retrofits Controls and Solutions)

Responsibilities: Drive business development and project-based sales for lighting retrofit, controls, and energy efficiency solutions across assigned U.S. territories, targeting retail, municipalities, universities, hospitals, industrial facilities, and property management organizations Develop and execute territory growth strategies by building a strong sales pipeline, identifying new opportunities, managing order intake, forecasting revenue, and leveraging Salesforce.com and Excel to track performance, budgets, and sales activities Serve as a high-energy, customer-facing hunter focused on generating new business, analyzing market opportunities, cultivating customer relationships, and delivering Wesco Energy Solutions offerings that drive customer value and business growth Develops and administers sales plans to ensure customer satisfaction, assigned quota attainment, good reference accounts, and highly skilled staff Partners with marketing to develop and implement sales marketing programs and initiatives Determines annual sales and gross profit plan by implementing marketing strategies and analyzing trends and results Establishes sales objectives by forecasting and developing sales quota for territories Projects expected sales volume and profit for existing and new product lines and customers Maintains sales volume, product mix and selling price by staying current with market conditions and competitors Coordinates order service by directing account representatives and executives on quotations, proposals, project order management techniques, and customer complaint resolution Establishes and adjusts billing margin by monitoring costs, competition and market conditions and negotiating cost side levels Manages sales staff by recruiting, selecting, orienting and training employees Maintains sales staff results by coaching employees, planning, monitoring and appraising job results Develops and maintains relationships with top customers Maintains professional and technical knowledge by attending educational workshops, reviewing professional publications and participating in professional societies Forecasts and communicates intricate details to senior business managers Interfaces with internal support departments to establish positive customer experience Partners with suppliers to maintain customer relationships, provides training to staff, and executes marketing programs and initiatives Partners with various internal departments to troubleshoot issues such as inventory and operations

Key requirements: High School Degree or Equivalent; Bachelor’s Degree – Sales, Business Administration, Engineering, or relevant field preferred 3+ years prior experience with managing a sales team and sales programs 5+ years prior professional sales experience in related industry 5 years managing staff and programs at national, district or regional level preferred 7 years related industry professional sales preferred Working knowledge of business and management principles in strategic planning, resource allocation and coordination of people and resources Demonstrated understanding and execution of principles and processes for 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 up to 50% Strong verbal, written, analytical, persuasion and interpersonal skills Teamwork, leadership, and flexibility Customer-focused relationship building Salesforce.com Excel forecasting and revenue planning