Senior Global Account Manager

WESCO; Dallas (TX); On-site; USD 110,000 - 170,000; Full time

Job summary

Wesco is seeking a Senior Global Account Manager to maintain executive-level client relationships across multinational organizations and drive consultative selling aligned to global objectives. You will coordinate Wesco resources to maximize growth and expand product sets internationally, managing programs of significant scope and complexity.

You will develop and implement complex supply chain solutions across multiple sites, regions, and theatres, resolving issues and proposing strategic

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.
• 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

• Ensure achievement of global sales revenue targets.
• Elevate and cultivate executive level relationships across countries.
• Negotiate large contracts and understand risk and financial impacts.
• Identify opportunities, lead pursuit, and assemble teams for strong financial performance.
• Develop and execute strategies to attract, grow, and maintain global customer relationships.
• Lead Strategic Account Plans with senior management.
• Provide leadership in opportunity identification and issue resolution.
• Pursue new agreements and increases in customer wallet-share.
• Maintain a pipeline of opportunities including renewals and projects.
• Engage senior sales resources to create solutions aligned with supplier strategy.
• Identify opportunities for related services and lead multi-person sales cycles.
• Collaborate across Wesco to own the building with strategic solutions.
• Communicate progress of accounts and projects to the executive team.
• Lead high-level sales engagements and strategic selling.
• Identify improvements and innovative marketplace solutions.

Skills

Executive-level sales experience

Global account management experience

Negotiation skills

CRM software proficiency

MS Office proficiency

Education

Bachelor’s Degree – Sales, Business Administration, Engineering, or relevant field

High School Degree or Equivalent

Tools

CRM software

Microsoft Office

Job description

As a Senior Global Account Manager, you will maintain executive level client relationships at key large multinational organizations and provide consultative selling to support strategic long-term objectives and profitability of the organization. You will align Wesco’s vast resources to support our clients’ needs on a global scale to maximize our growth opportunity and expand product sets internationally. You will drive profitability through strategic account management and new business development and manage accounts, programs and/or projects of significant scope and complexity. You will develop, implement, and execute complex supply chain solutions across multiple sites, regions, and theatres. You will resolve complex issues and propose strategic solutions.

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.

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.

• 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%.

#LI-BB2

At Wesco, we build, connect, power and protect the world. As a leading provider of business-to-business distribution, logistics services and supply chain solutions, we create a world that you can depend on.

Our Company’s greatest asset is our people. Wesco is committed to fostering a workplace where every individual is respected, valued, and empowered to succeed. We promote a culture that is grounded in teamwork and respect. With a workforce of over 20,000 people worldwide, we embrace the unique perspectives each person brings. Through comprehensive benefits (https://www.wesco.com/us/en/our-company/careers/work-at-wesco.html#benefits) and active community engagement, we create an environment where every team member has the opportunity to thrive.

Learn more about Working at Wesco here (https://www.wesco.com/us/en/our-company/careers/work-at-wesco.html)

Founded in 1922 and headquartered in Pittsburgh, Wesco is a publicly traded (NYSE: WCC) FORTUNE 500® company.

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 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.

This posting is for a current, active vacancy intended for immediate hire.