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Global Account Manager

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Wesco

2mo ago

  • Job
    Full-time
    Senior Level
  • Sales & Business Development
    Logistics
  • Bangalore

AI generated summary

  • You must have a high school diploma, 5+ years in sales/global account management, strong relationship-building skills, strategic project management, negotiation expertise, and be proficient in CRM and Microsoft Office.
  • You will drive global sales targets, cultivate relationships, negotiate contracts, develop strategies for customer growth, manage a pipeline of opportunities, and liaise with internal teams for solutions.

Requirements

  • High School Degree or Equivalent required
  • Bachelor’s Degree – Sales, Business Administration, Engineering, or relevant field preferred
  • 5+ years - proven sales experience in outside sales or global account management
  • History of success maintaining and developing key relationships.
  • Ability to strategically manage large projects.
  • Ability to understand where potential exists in assigned accounts and can recognize and create opportunities.
  • Understanding of business and management principles involved in strategic planning, resource allocation, leadership techniques, production methods and coordination of people and resources.
  • Effective communication and interpersonal skills with an aptitude for building strong client relationships.
  • Ability to network and navigate the political landscape of large complex customers, with a focus on reaching the decision-maker regardless of title.
  • Negotiation and problem-solving skills.
  • Proficiency with CRM software and Microsoft Office.
  • A confident and relentless approach that can withstand significant internal & external pressure.
  • Understands how to navigate across cultures
  • 5 years - Experience selling at an executive level as a key account manager/management of large account portfolios.
  • 5 years - Experience in executing in a matrix organization managing multiple stakeholders and projects.
  • Ability to travel 25% - 50%

Responsibilities

  • Ensures achievement of global sales revenue targets.
  • Ability to cultivate executive level relationships across countries (internally and externally).
  • Ability to negotiate contracts, master supply agreements, master contractual agreements. Good understanding of legal contract terms. Must be able to understand the risk landscape and financial impacts of these contracts. Need to understand both local impact of contracts, as well as global implications.
  • Ability to identify opportunities, assemble pursuit plan, facilitate contract negotiation, and assemble execution team to meet expected program/project financial performance.
  • Ability to develop and execute strategies to attract, grow, and maintain global customer relationships, including executive relationships, customer mapping, and reference selling.
  • Accountable to senior management globally to lead the development and execution of the Strategic Account Plans.
  • Provide tactical and strategic leadership in opportunity identification & issue resolution occurring within assigned account and/or business unit.
  • Pursues 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.
  • Engages strategic supplier senior sales and senior management resources to enlist support and create solutions that adhere to corporate supplier strategy implications.
  • Strong capability to identify opportunity for related services offered by company, facilitate introductions, and engage in multi-person sales cycle while retaining customer control.
  • Cross collaboration across the entire Wesco organization, identify strategic solutions that “own the building”.
  • Communicates Customer Activity, Opportunity Status, Renewal Status, and Strategic Project progress to executive team.
  • Expert in strategic selling and takes the lead in high level sales engagements.
  • Identifies opportunities for improvement and recommends internal and external innovative solutions new to the marketplace.

FAQs

What is the primary responsibility of a Global Account Manager at Wesco?

The primary responsibility includes maintaining executive-level client relationships, providing consultative selling, and supporting the strategic long-term objectives and profitability of the organization across large multinational clients.

What qualifications are required for this position?

A High School Degree or Equivalent is required, while a Bachelor’s Degree in Sales, Business Administration, Engineering, or a relevant field is preferred. Additionally, 5+ years of proven sales experience in outside sales or global account management is necessary.

Is previous experience required for this role?

Yes, candidates should have a minimum of 5 years of experience selling at an executive level as a key account manager, as well as experience managing large account portfolios.

What skills are important for a Global Account Manager?

Important skills include effective communication and interpersonal skills, negotiation and problem-solving abilities, strategic project management, and the ability to navigate complex customer landscapes.

How much travel is expected for this position?

The position requires the ability to travel 25% - 50% of the time.

Does this job involve working with international clients?

Yes, the role focuses on maintaining executive relationships across countries and requires the ability to align resources to support clients’ needs globally.

Are there opportunities for career advancement within Wesco?

Yes, Wesco is committed to fostering the professional growth of its employees, providing various paths for career advancement within the organization.

What role does strategic account management play in this position?

The Global Account Manager is accountable for leading the development and execution of Strategic Account Plans, ensuring achievement of global sales revenue targets, and driving profitability through strategic account management.

Does Wesco prioritize diversity and inclusion in its workforce?

Yes, Wesco is committed to fostering diversity and inclusion across its workforce and embraces the unique perspectives and individuality of its employees.

What tools or software should a Global Account Manager be proficient in?

Proficiency with CRM software and Microsoft Office is required for a Global Account Manager at Wesco.

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Wesco

Retail & Consumer Goods
Industry
10,001+
Employees

Mission & Purpose

At Wesco, we believe life should run smoothly. As a leading provider of business-to-business distribution, logistics services and supply chain solutions, we create a world that you can depend on. Harnessing 100 years of ingenuity and expertise, we increase profitability, improve productivity and mitigate risk for approximately 150,000 customers worldwide. With millions of products and locations in more than 50 countries, Wesco is your partner in progress. Our company’s greatest asset is our people. From our corporate and field offices to our distribution sites, Wesco employs over 20,000 professionals around the globe. We’re committed to fostering diversity and inclusion across our workforce by embracing the unique perspectives, authenticity, and individuality our team members contribute to the company.