The Role
Develop new prospects, manage customer accounts, increase sales and margins, conduct face-to-face selling, prepare proposals and demonstrations, and support customer retention. The role includes forecasting, account planning, supplier collaboration, quotations, customer issue resolution, product training, and mentoring sales team members. Travel to customers and suppliers is required, including frequent travel of 50%–75% and occasional overnight trips.
Summary Generated by Built In
Responsibilities:
- Develop and execute strategic account plans for Telecom Service Providers, Wireless Operators, ISPs, and Data Center Operators.
- Identify and drive opportunities related to fiber, wireless, broadband, data center, and network infrastructure projects.
- Build and maintain executive-level relationships with customer stakeholders across procurement, engineering, operations, and leadership teams.
- Coordinate cross-functional resources including suppliers, engineering, operations, logistics, and finance teams to support complex customer projects.
- Manage complex sales opportunities through qualification, proposal development, negotiation, award, and project execution.
- Support contract negotiations, commercial agreements, SLAs, and risk mitigation strategies for strategic projects.
- Monitor market trends, competitive activity, and technology developments within the telecommunications and digital infrastructure sectors.
- Qualify accounts by determining market potential and provides periodic territory sales forecasts.
- Execute and expand assigned customer account plan(s) which is developed in conjunction with management.
- Execute on billing margin initiatives through value added services, marketing programs, and supplier engagement.
- Prospect potential customers, including cold calling and developing leads through referral channels.
- Communicate with customers and leads to identify and understand their product or service needs; identifies and suggests products and services to meet those needs.
- Demonstrate the functions and utility of products or services to customers based on their needs.
- Ensure customer satisfaction through ongoing communication and relationship management; resolves any issues that may arise post-sale.
- Maintain communication with existing and previous customers, alerting them of new products, services, and enhancements that may be of interest.
- Develop sales/supplier plans to drive account growth and retention while utilizing sales management tools to track and measure progress.
- Develop and grows product knowledge through Wesco and supplier training.
- Develop strong relationships with suppliers, including performing regular joint sales calls.
- Provide quotations directly or in conjunction with sales support team.
- Mentor sales team and communicates relevant information and expectations for optimum customer service.
Qualifications:
- Bachelor’s Degree in Telecommunications or Engineering.
- Preferred: 5+ years of experience supporting Telecommunications Service Providers, Wireless/Mobile Operators, Internet Service Providers (ISPs), Data Center Operators, or Broadband customers.
- Other degrees/backgrounds: 10+ years of experience working with Telecommunications Service Providers or companies that provide solutions to telecom operators (Telcos).
- Strong understanding of telecommunications infrastructure, including fiber optic networks, wireless networks, data centers, outside plant (OSP), and network deployment projects.
- Experience managing large, complex project opportunities involving multiple stakeholders, suppliers, and cross-functional teams.
- Knowledge of telecommunications market dynamics, carrier operations, broadband technologies, and industry trends.
- Ability to travel to current and potential clients and suppliers
- Ability to work flexible schedule and occasional overnight travel
- Excellent sales and negotiation skills
- Ability to develop and deliver presentations
- Strong interpersonal skills
- Effective communicator both written and verbally
- Ability to work in team environment
- Strong Microsoft Office Suite skills
- Knowledge of advertising and sales promotion techniques (Preferred)
- Ability to travel 50% - 75%
- Valid Driver’s License, with a satisfactory driving record required
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.
** This role includes the opportunity to earn commission in addition to base salary, with earnings tied to your individual sales performance.**
About the TeamAt Wesco, we build, connect, power and protect the world. As a leading provider of business-to-business distribution, logistics services and supply chain solutions, we create a world that you can depend on. This posting is for a current, active vacancy intended for immediate hire.
Skills Required
- Valid driver's license with a satisfactory driving record
- High school degree or equivalent
- Three to five years of outside sales experience
- Ability to travel to current and potential clients and suppliers
- Ability to work a flexible schedule and occasional overnight travel
- Excellent sales and negotiation skills
- Ability to develop and deliver presentations
- Strong interpersonal skills
- Effective written and verbal communication skills
- Ability to work in a team environment
- Strong Microsoft Office Suite skills
- Ability to travel 50%–75%
- Bachelor's degree in marketing, sales, business, engineering, or a related field
- Four years of industry experience
- Knowledge of advertising and sales promotion techniques
WESCO International Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about WESCO International and has not been reviewed or approved by WESCO International.
-
Retirement Support — Feedback suggests the 401(k) with company match is a relative strong point and is consistently part of the package. Retirement offerings are frequently cited as a solid element within the total rewards.
-
Leave & Time Off Breadth — Feedback suggests PTO policies are favorable, including self‑managed or generous banks in some roles along with paid holidays. Paid parental leave and related time‑off options add to the perceived strength of leave benefits.
-
Flexible Benefits — Feedback suggests employees have meaningful choice through medical plan options with HSA/FSA alongside ancillary programs like EAP, discounts, and supplemental coverages. The breadth of selectable add‑ons supports tailoring benefits to individual needs.
WESCO International Insights
Am I A Good Fit?
Get Personalized Job Insights.
Our AI-powered fit analysis compares your resume with a job listing so you know if your skills & experience align.
Success! Refresh the page to see how your skills align with this role.
The Company
What We Do
At Wesco, we believe life should run smoothly. As a leading provider of business-to-business distribution, logistics services and supply chain solutions, we create a world that you can depend on. Harnessing 100 years of ingenuity and expertise, we increase profitability, improve productivity and mitigate risk for approximately 150,000 customers worldwide. With nearly 1.5 million products and locations in more than 50 countries, Wesco is your partner in progress. Our company’s greatest asset is our people. From our corporate and field offices to our distribution sites, Wesco employs over 20,000 professionals around the globe. We’re committed to fostering diversity and inclusion across our workforce by embracing the unique perspectives, authenticity, and individuality our team members contribute to the company. Headquartered in Pittsburgh, Wesco is a publicly traded (NYSE: WCC) FORTUNE 500® company with 2022 net sales of $21.4 billion.
