Senior Global Account Manager - WESCO
Boston, MA
About the Job
As a Senior Global Account Manager, you will maintain regional senior level client relationships at a key large multinational organization. You will provide leadership, development, and coaching for the Wesco regional country teams providing a consultative selling approach to support strategic long-term objectives and profitability of the organization. You will align Wesco’s vast resources to support our clients’ needs on an Americas region scale to maximize our growth opportunity and expand product and services sets. Under your leadership, your team will drive profitability through strategic account management and new business development and manage account segments, programs and/or projects of significant scope and complexity. You will develop, implement, and execute complex supply chain solutions across multiple sites, countries, and theatres. You will resolve complex issues and propose strategic solutions.
Responsibilities:
+ Ensures achievement of Americas region sales revenue targets.
+ Ability to elevate and cultivate senior level relationships across countries (internally and externally).
+ Must be able to understand the risk landscape and financial impacts of programs, opportunities and contracts at the regional, country and local level.
+ Expert ability to identify opportunities, assemble pursuit plan, lead opportunity/contract negotiation, and assemble execution team to meet expected program/project financial performance.
+ Strong ability to develop and execute strategies to attract, grow, and maintain customer relationships, including senior level relationships, customer mapping, and reference selling.
+ Accountable to senior management globally to contribute to and lead the execution of the customer segment Strategic Account Plans.
+ Provide tactical and strategic leadership in opportunity identification & issue resolution occurring within assigned account and/or business unit.
+ Takes the lead and coaches team in pursuing new agreements, Value-Add/Total Cost of Ownership (TCO) commitments and increasing customer wallet-share.
+ Maintains and manages a pipeline of opportunities including Renewals, Projects, and share improvement opportunities.
+ Engages strategic supplier regional sales and 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.
Qualifications:
+ High School Degree or Equivalent required
+ Bachelor’s Degree – Sales, Business Administration, Engineering, or relevant field preferred
+ 7+ years - sales experience in outside sales or global account management
+ Ability to lead, recruit, train and develop sales associates.
+ History of success maintaining and developing key relationships.
+ Ability to strategically manage large complex 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.
+ 7 years - Experience selling at an executive level as a key account manager/management of large account portfolios.
+ 7 years - Experience in executing in a matrix organization managing multiple stakeholders and projects.
+ Ability to travel 25% - 50%
_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._
_Los Angeles Unincorporated County Candidates Only_ _: Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance and the California Fair Chance Act._
#LI-LJ1
Responsibilities:
+ Ensures achievement of Americas region sales revenue targets.
+ Ability to elevate and cultivate senior level relationships across countries (internally and externally).
+ Must be able to understand the risk landscape and financial impacts of programs, opportunities and contracts at the regional, country and local level.
+ Expert ability to identify opportunities, assemble pursuit plan, lead opportunity/contract negotiation, and assemble execution team to meet expected program/project financial performance.
+ Strong ability to develop and execute strategies to attract, grow, and maintain customer relationships, including senior level relationships, customer mapping, and reference selling.
+ Accountable to senior management globally to contribute to and lead the execution of the customer segment Strategic Account Plans.
+ Provide tactical and strategic leadership in opportunity identification & issue resolution occurring within assigned account and/or business unit.
+ Takes the lead and coaches team in pursuing new agreements, Value-Add/Total Cost of Ownership (TCO) commitments and increasing customer wallet-share.
+ Maintains and manages a pipeline of opportunities including Renewals, Projects, and share improvement opportunities.
+ Engages strategic supplier regional sales and 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.
Qualifications:
+ High School Degree or Equivalent required
+ Bachelor’s Degree – Sales, Business Administration, Engineering, or relevant field preferred
+ 7+ years - sales experience in outside sales or global account management
+ Ability to lead, recruit, train and develop sales associates.
+ History of success maintaining and developing key relationships.
+ Ability to strategically manage large complex 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.
+ 7 years - Experience selling at an executive level as a key account manager/management of large account portfolios.
+ 7 years - Experience in executing in a matrix organization managing multiple stakeholders and projects.
+ Ability to travel 25% - 50%
_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._
_Los Angeles Unincorporated County Candidates Only_ _: Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance and the California Fair Chance Act._
#LI-LJ1
Source : WESCO