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Senior Global Account Manager

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Wesco

19d ago

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

AI generated summary

  • You need a high school degree, 7+ years in sales/global account management, strong relationship-building skills, strategic project management, and a readiness to travel.
  • You will manage global sales targets, cultivate executive relationships, negotiate contracts, develop strategies, lead account plans, and identify opportunities while collaborating across the organization.

Requirements

  • 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
  • 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%

Responsibilities

  • Ensures achievement of global sales revenue targets.
  • Ability to elevate and cultivate executive level relationships across countries (internally and externally).
  • Ability to negotiate large 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.
  • Expert ability to identify opportunities, assemble pursuit plan, lead 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 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.
  • Takes the lead in pursuing 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 Senior Global Account Manager at Wesco?

The primary responsibility is to maintain executive level client relationships at key multinational organizations, provide consultative selling, and manage accounts, programs, and projects of significant scope and complexity to drive profitability and support strategic long-term objectives.

What qualifications are required for this role?

A High School Degree or Equivalent is required, and a Bachelor’s Degree in Sales, Business Administration, Engineering, or a relevant field is preferred. Additionally, candidates should have 7+ years of sales experience in outside sales or global account management.

Is travel required for this position?

Yes, the role requires the ability to travel 25% - 50% of the time.

What is the salary range for this position?

The compensation details for this position range from $104,448 to $156,672 annually, based on factors such as geographic location, education, experience, qualifications, and other relevant criteria.

What are the key skills needed for a Senior Global Account Manager?

Key skills include effective communication and interpersonal skills, negotiation and problem-solving abilities, proficiency with CRM software and Microsoft Office, and strong capabilities in strategic selling and managing complex projects.

What type of benefits does Wesco offer?

Wesco offers a full range of benefits including paid time off, medical/dental/vision insurance, and retirement savings plans for eligible employees.

How important are executive relationships in this role?

Executive relationships are crucial, as the role involves elevating and cultivating these relationships across countries to meet the strategic needs of clients.

Is experience in negotiating contracts important for this position?

Yes, candidates must have the ability to negotiate large contracts and master supply agreements, as well as a good understanding of legal contract terms, risk landscape, and financial impacts.

What kind of work environment does Wesco promote?

Wesco promotes a culture grounded in teamwork and respect, fostering a workplace where every individual is respected, valued, and empowered to succeed.

How does Wesco support professional development?

While specific details on professional development were not mentioned, Wesco's commitment to fostering a supportive workplace and employee empowerment suggests an environment conducive to professional growth.

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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.