Senior Director - Strategic Accounts (Growth/Development)

As a Senior Director - Strategic Accounts, you will expand Wesco’s scope of products and services with existing customers and fostering opportunities with new customers via strategic initiatives pursuant to Utility and Broadband Solutions’ multi-year strategic growth and innovation objectives. You will operate as a strategic business partner to the Regional Sales Vice President and Strategic Account Managers; introducing proactive insights and opportunities identified through collaborative, account planning, market research, and customer engagement. You will be responsible for identifying, sizing, qualifying new business opportunities and developing strategies for the retention and growth of the existing client base while ensuring that the account management team delivers cost-efficient, quality service.

Responsibilities:

• Collaborates with Regional Vice Presidents and Account Leaders to develop account plans and selling strategies consistent with the company goals and growth objectives.
• Leverages insight from strategic account managers, customer engagement, market research, and internal departments to identify and develop new business opportunities to expand business and increase profitability.
• Establishes strategic relationships with existing and prospective customers; uplevels Wesco’s visibility and engagement in particular with customer senior executives and key decision makers.
• Oversees development and research activities to identify potential new markets and business opportunities, increases market share, and strengthens competitive position within industry.
• Creates and delivers presentations to customers and internal stakeholders aimed at introducing new products and services.
• Leads proposal teams through strategy development, design, and delivery; oversees the launch and implementation of programs and initiatvies aimed at new and evolving products and services sales.
• Designs and executes complex selling strategies, working in conjunction with regional sales and business unit senior leadership team
• Leads and directs teams, utilizing in-depth knowledge of key accounts and industry, including company operations, suppliers, and products and solutions
• Identifies and expands executive level relationships with key customer decision makers and influencers
• Develops plans for optimizing the strategic accounts organization and the talent required to execute strategies
• Establishes and holds organization accountable for annual goals, priorities, and performance metrics
• Manages, develops and coaches team consisting of managers, supervisors, Strategic Account Managers and/or Global Account Managers
• Oversees resolutions of internal and external customer problems promptly and effectively
• Develops and/or approves new processes and policies to support business objectives
• Organizes and leads strategic business reviews and present initiatives to senior management
• Drives solution concept, design, vision, and relay to both customer and within the organization

Qualifications:

• Bachelor’s Degree - Sales, Business Administration, Engineering, or relevant field
• Master’s Degree - Sales, Business Administration, Engineering, or relevant field
• 10 years strategic sales and/or large account management experience with a history of success maintaining and developing relationships
• 7 years experience leading and managing staff and programs at national, district or regional level
• 7 years executive level selling experience
• Knowledge of 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
• Ability to analyze, initiate and implement sales strategies to achieve forecasted goals
• Highly skilled in professional sales approaches and coaching others to achieve personal and positional goals
• Proven success in customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction
• Strong verbal, written, analytical, persuasion and interpersonal skills
• Understands competitive landscape, market insights and effectively communicates across key internal and external stakeholders
• Highly collaborative; able to effectively interact at all levels across the organization
• 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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