Senior Global Account Manager

About the role

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. You will align Wesco’s vast resources to support clients’ needs on a global scale, maximize growth opportunities, and expand product sets internationally. You will drive profitability through strategic account management and new business development, managing 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 markets, resolve complex issues, and propose strategic solutions.

Responsibilities

• Ensure achievement of global sales revenue targets.
• Elevate and cultivate executive-level relationships across countries (internally and externally).
• Negotiate large contracts, master supply agreements, and master contractual agreements; understand legal contract terms, risk landscape, and financial impacts.
• Identify opportunities, assemble pursuit plans, lead 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.
• Lead the development and execution of Strategic Account Plans, reporting to senior management globally.
• Provide tactical and strategic leadership in opportunity identification and issue resolution within assigned accounts and/or business units.
• Pursue new agreements, Value-Add/Total Cost of Ownership (TCO) commitments, and increase 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 aligned with corporate supplier strategy.
• Identify opportunities for related services offered by the company, facilitate introductions, and engage in multi-person sales cycles while retaining customer control.
• Collaborate across the 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.
• Lead high-level sales engagements, identify opportunities for improvement, and recommend internal and external innovative solutions new to the marketplace.

Qualifications

• High school diploma or equivalent required.
• Bachelor’s degree in Sales, Business Administration, Engineering, or a relevant field preferred.
• 7+ years of 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 potential in assigned accounts and 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, focusing on reaching decision-makers regardless of title.
• Strong negotiation and problem-solving skills.
• Proficiency with CRM software and Microsoft Office.
• Confident and relentless approach that can withstand significant internal and external pressure.
• Ability to navigate across cultures.
• 7 years of experience selling at an executive level as a key account manager or managing large account portfolios.
• 7 years of experience executing in a matrix organization, managing multiple stakeholders and projects.
• Ability to travel 25%–50%.

Pay

$117,191 – $146,488 annually. This amount is what Wesco reasonably believes it will pay for the position; actual offer amounts may vary based on factors such as geographic location, relevant education, experience, qualifications, skills, shift, or collective bargaining agreements. For eligible positions, compensation may include participation in a bonus or sales incentive plan, subject to applicable plan documents. For certain sales roles, Wesco also offers a commission structure providing additional compensation based on sales results, as defined by the applicable commission plan.