Global Account Manager

3 days ago

Fremont, California, United States Wesco Full time
Job Title: Global Account Manager

As a Global Account Manager at Wesco, you will be responsible for maintaining executive-level client relationships at key large multinational organizations. Your primary goal will be to provide consultative selling to support strategic long-term objectives and profitability of the organization.

Key Responsibilities:
  • Align Wesco's vast resources to support clients' needs on a global scale to maximize growth opportunities and expand product sets internationally.
  • Drive profitability through strategic account management and new business development, managing accounts, programs, and/or projects of significant scope and complexity.
  • Develop, implement, and execute supply chain solutions across multiple sites, regions, and theatres, resolving complex issues and proposing strategic solutions.
  • Ensure achievement of global sales revenue targets.
  • Cultivate executive-level relationships across countries (internally and externally).
  • Negotiate contracts, master supply agreements, and master contractual agreements, with a good understanding of legal contract terms.
  • Identify opportunities, assemble pursuit plans, facilitate contract negotiations, and assemble execution teams to meet expected program/project financial performance.
  • Develop and execute strategies to attract, grow, and maintain global customer relationships, including executive relationships, customer mapping, and reference selling.
  • Provide tactical and strategic leadership in opportunity identification and issue resolution occurring within assigned accounts and/or business units.
  • Pursue new agreements, Value-Add/Total Cost of Ownership (TCO) commitments, and increasing customer wallet-share.
  • Maintain and manage a pipeline of opportunities at named accounts, including Renewals, Projects, and share improvement opportunities.
  • Engage strategic supplier senior sales and senior management resources to enlist support and create solutions that adhere to corporate supplier strategy implications.
  • Cross-collaborate across the entire Wesco organization to identify strategic solutions that 'own the building.'
  • Communicate Customer Activity, Opportunity Status, Renewal Status, and Strategic Project progress to the executive team.
  • Expert in strategic selling and take the lead in high-level sales engagements.
  • Identify opportunities for improvement and recommend 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.
  • 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 and external pressure.
  • Understanding of 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%.

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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