Senior Location Sales Manager

Role Description

The Senior Location Manager has full operational and commercial accountability for the performance of the location. This role owns P&L delivery, people leadership, customer relationships, and execution of company strategy at local level.

The Senior Location Manager leads from the front – visible on the sales desk, engaged with customers, and actively involved in commercial decision‑making – whilst building a high‑performing, disciplined and customer‑focused team.

This is a senior leadership role requiring a balance of structured execution and entrepreneurial judgement to grow sales, protect margin, optimise working capital, and build long‑term customer relationships.

Key Accountabilities

• Full P&L ownership, including sales, gross margin, operating costs, contribution, and working capital
• Delivery of budget, forecast, and growth plans
• Building, motivating, and holding accountable a multi‑disciplinary location team
• Acting as the senior face of the business within the local market
• Translating company strategy into clear, executable local action plans
• Creating a safe, compliant, and commercially disciplined operation
• Lead, inspire and develop sales, warehouse, operations, and BDM teams
• Create a high‑energy, performance‑driven culture with clear accountability
• Be highly visible on the shop floor and sales desk
• Coach in real time and develop succession pipelines
• Address underperformance firmly and constructively
• Ownership of location sales performance, margin, backlog, and pipeline
• Personally manage top‑tier customers alongside BDMs
• Coach value‑based selling, margin protection, and opportunity qualification
• Enforce pricing discipline and margin governance
• Build relationships with contractors, OEMs, end users, and influencers
• Grow wallet share through solutions, services, and managed supply models
• Lead customer escalations and negotiations

Commercial & Operational Discipline

• Inventory turns, aged stock and working capital awareness
• Cost control and recovery
• Collaboration with operations, supply chain, and finance
• Safe, compliant, and well‑run location

Marketing & Local Execution

• Execute national campaigns locally
• Lead supplier days, customer events, and promotions
• Use data and insight to prioritize effort

Strategy & Entrepreneurial Leadership

• Translate strategy into local action plans
• Identify local growth opportunities
• Make commercially sound decisions within frameworks

Skills, Experience & Behaviors

• Proven P&L ownership in electrical distribution or technical B2B
• Strong people leadership and sales capability
• Commercially astute, data‑driven and customer‑focused
• Visible, decisive, and resilient leader

Qualifications

• High School Degree or Equivalent required; bachelor’s degree – Business Administration preferred.
• 5 years required; 6+ years of preferred experience directly related to position.
• 5 years required, 6+ years preferred of financial analysis, sales, negotiation.
• Knowledge of industry including suppliers, customers, and competitors
• Strong verbal and written communication skills
• Strong business analysis, financial modelling and negotiation skills
• Ability to initiate and develop relationships with key decision makers inside and outside company.
• Capable of spotting new business opportunities and quickly evaluate opportunities.
• Capacity to analyze financial and operational data, statements and projections.
• Ability to identify and cultivate external resources.
• Ability to establish relationships of trust.
• Ability to learn complex technical information quickly.
• Comfortable working in fast‑paced environment and simultaneously manage several projects.
• Knowledge of Wesco’s existing business lines, strengths and challenges preferred.

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