Director – Commercial Excellence

Website Wesco

Job Description

The Director – Commercial Excellence is responsible for continuously improving and safeguarding our sales-centric culture, making Wesco the employer of choice for our industry’s best sales professionals. You will drive effectiveness, improve efficiencies and expand the productivity of Wesco’s sales organization. You will act as a voice of the sales organization to multiple internal support resources; identifying areas of improvement where sales bandwidth can be created while eliminating the misalignment of departmental goals that hinder the delivery of value to our clients & therefore sales and margin expansion.

Responsibilities
Create a consistent dataset to ensure a uniform process to evaluate sales productivity & efficiency; including those designed from the Unified Sales Desk (USD) application in conjunction with product owners.
Create and implement a uniform process whereby sales leaders evaluate the data & performance of their sales professionals.
Create, deploy and continuously improve our standardized coaching process for our sales organization that is leveraged across the enterprise to increase productivity and drive a high-performance culture.
Define the territory productivity criteria (sales & margin) required for the deployment of an outside sales professional. Through an account segmentation strategy, define the recommended mix of Wesco sales resources and OPEX allocated to deliver an excellent customer experience, while expanding our sales, margin and EBIT.
Work with the Supply Chain Services & Value Creation team to create and deploy a standardized quarterly review process for global and priority clients in which value delivery and the financial impact of Wesco’s solution-set can be measured in conjunction with our clients own and unique key performance indicators.
Create, deploy, ensure utilization and continuously improve an enterprise wide sales approach methodology. One that is consultative in its foundation and drives value across what is a very diverse sales operating model at Wesco.

Qualifications
Bachelors Degree in Business or related is required
10+ years of experience directly related to position
10+ years of sales leadership/management experience
10+ years of financial analysis experience
Strong background in sales methodology
Strong written and verbal communication skills
Strong business analysis and financial modeling skills
Strong background in sales methodology
Strong written and verbal communication skills
Strong business analysis and financial modeling skills

Travel
0-25%

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, gender identity, 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.

Organization

WESCO International, Inc. (NYSE: WCC), a publicly traded FORTUNE 250 company, is a leading provider of business-to-business distribution, logistics services and supply chain management solutions. Pro forma 2019 annual sales were over $17 billion, including Anixter International which it acquired in June 2020.

WESCO offers a best-in-class product and services portfolio of Electrical and Electronic Solutions, Communications and Security Solutions, and Utility and Broadband Solutions. The company employs over 18,000 people, maintains relationships with over 30,000 suppliers, and serves more than 150,000 customers worldwide. With nearly 1.5 million products, end-to-end supply chain services, and leading digital capabilities, WESCO provides innovative solutions to meet customer needs across commercial and industrial businesses, contractors, government agencies, institutions, telecommunications providers, and utilities.

WESCO operates nearly 800 branch and warehouse locations in over 50 countries, providing a local presence for customers and a global network to serve multi-location businesses and multi-national corporations.

At WESCO, we build, connect, power, and protect the world. We have the capabilities and expertise to deliver the latest technologies, including: Industrial networking, Intelligent buildings, Cloud computing, Alternative energy, Broadband communications, Critical infrastructure protection, LED lighting retrofits, and Physical security.

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To apply for this job please visit eklm.fa.us2.oraclecloud.com.


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