As a Strategic Account Manager (Government) you will promote and sell Wesco's services including electrical, lighting, datacom, physical security, safety materials, A/V, automation, and controls to Government market sectors. You will support and call on Federal, State, Local and Education customers direct and indirect. You will maintain client relationships with key target accounts that have a major strategic impact on the long-term success of the organization. You will identify cross/up and repeat sales opportunities and work to resolve any issues or concerns and ensure customer satisfaction.
Responsibilities:
- Works with the Sales team to create and support the execution of the strategic account plans at key, named accounts.
- Drives new business development by researching, qualifying, contacting, presenting, and closing new clients based on an assigned territory or market segment.
- Work with branches and customers with post sales customer support.
- Work internally to coordinate between business units and other groups inside Wesco.
- Continuously develops relationships with priority customer stakeholders, understands their key business issues, and recommends ways to deliver value.
- Liaison between the field and Global Accounts teams as it relates to pursuing new agreements, Value-Add/Total Cost of Ownership (TCO) commitments and increasing customer wallet-share.
- Maintains and manages a pipeline of opportunities at named accounts, including renewals, projects, and share improvement opportunities.
- Communicates customer activity, opportunity status, renewal status, and strategic plan progress to management.
- Participates in solution development efforts that best address customer needs.
- Engages supplier sales resources to enlist their support and create solutions.
Qualifications:
- High School Degree or Equivalent required; Bachelor’s Degree preferred.
- 5+ years proven sales experience in outside sales or 3+ years strategic account and/or sales management
- Experience selling into federal, state, local and education market preferred.
- History of success maintaining and developing key relationships.
- Knowledge of business and management principles involved in strategic planning, resource allocation, leadership techniques, production methods and coordination of people and resources.
- Ability to understand where potential exists in assigned accounts and can recognize and create opportunities.
- Excellent communication and interpersonal skills with an aptitude for building strong client relationships.
- Strong negotiation and problem-solving skills.
- Proficiency with CRM software and Microsoft Office.
- Self-starter and able to work efficiently under pressure.
- Experience in executing in a matrix organization managing multiple stakeholders and projects.
- Ability to travel up to 25%
Wesco International, Inc., including its subsidiaries and affiliates (“Wesco”) provides equal employment opportunities to all employees and applicants for employment. Employment decisions are made without regard to race, religion, color, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, or other characteristics protected by law. US applicants only, we are an Equal Opportunity and Affirmative Action Employer.
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Wesco provides a variety of benefits to employees. More information about benefits is available here. For eligible positions, compensation may also include participation in an incentive plan.
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