Midwest Regional Outdoor Lighting Specialist – WESCO

          Job Title

  

Regional Outdoor Lighting Specialist – Midwest
     

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 with growing sales and margin in the outdoor lighting product group.  This includes all products related to outdoor (street and area) lighting such as poles, fixtures, lamps, and controls.  This position will support WESCO’s Lighting initiative in a 5-8 state territory.  Primary end user segments include electric utilities, power generation plants, municipalities, cooperatives, counties, states, colleges / universities, and military bases.  This position will be located in the Midwest region of the U.S.
     

Detailed Description

    
     
   

 

  • Support WESCO branch sales opportunities within assigned territory (40-50 branches) including lead generation, pipeline development/ order pull through, local supplier strategies and customer education.
  • Engage with Suppliers and Customers to understand needs and product / service solutions
  • Analyze customer market segment trends and opportunities to articulate WESCO’s addressable spend
  • Lead the Core supplier Program, which includes educating suppliers on WESCO structure, capabilities, and programs and managing sales targets and performance by WESCO trading area for each Core Supplier
  • Manage an opportunity pipeline of at least $20M and provide guidance / support to bid initiatives.
  • Conduct joint sales calls with account representatives to educate customers and to communicate the WESCO / supplier value proposition
  • Develop collateral and programs to educate our sales leaders, account representatives, and customers on Outdoor Lighting Product Group
  • Earn WESCO a preferred position with both customers and suppliers at the front-end, specification stage of new outdoor lighting projects to maximize pull through and margin rates.
  • Develop and maintain a value-add relationship with local utility and lighting agents to ensure WESCO is performing in a fashion that commands price preference in the local markets.
  • Help WESCO gain incremental market share by leveraging supply contracts, inventories and customer relationships between operating groups. Exploit “triangulation” opportunities between utilities and end users and WESCO customer relationship within each of these market segments.
  • Act as a technical consultant for end users and WESCO sales reps, providing them with practical product and service solutions to their outdoor lighting challenges. These can range from energy efficiency goals to light quality & safety concerns to maintainability to inventory management.
  • Understand local utility incentives that may be applied to outdoor lighting and associated tariff rates. These are critical components of selling an accurate return-on-investment analysis.
  • Perform other duties as required

   

Job Requirements

    
     
   

EXPERIENCE:

  • 5 yrs field sales experience in the lighting industry
  • 3 years focus on outdoor lighting   


EDUCATION:

·         Bachelors’ Degree in engineering or related required

 

SKILLS/REQUIREMENTS

  • Strong computer skills in MS Office, particularly Excel.
  • Working knowledge of IES Recommended Practices relative to street & area lighting
  • Understanding of photometric layout design and their role in outdoor lighting performance analysis
  • Willingness to travel
  • Excellent interpersonal and communication skills in both spoken and written
  • 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. 

 

 
     

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.

 

Interested parties should contact Jeff Gillis at [email protected].

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