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Global Account Manager

WESCO

Newport News, VA

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JOB DETAILS
SKILLS
Business Administration, Business Development, Business Strategy, Business-to-Business (B2B), Communication Skills, Consultative Sales, Contract Negotiation, Customer Relations, Customer Relationship Management (CRM) Systems, Customer Retention/Renewal, Customer Support/Service, Develop and Maintain Customers, Distribution Services, Executive Relationships, Field Sales, Financial Projections, Fortune 500 Customers, High School Diploma, Identify Issues, International Sales, Interpersonal Skills, Leadership, Legal, Logistics, Long-Term Profit, Management Strategy, Matrix Management, Microsoft Office, Negotiation Skills, OEM (Original Equipment Manufacturer), Problem Solving Skills, Profit & Loss, Resource Management, Revenue Planning, Risk, Sales, Sales Administration, Sales Cycle, Sales Management, Sales Pipeline, Sales Strategy, Sales Support, Strategic Accounts, Strategic Planning, Supply Chain, Sustainability, Total Cost of Ownership, Trade Shows, United States Coast Guard (USCG), United States Marine Corps (USMC), United States Navy (USN), Vendor/Supplier Planning, Willing to Travel
LOCATION
Newport News, VA
POSTED
2 days ago
As a Global Account Manager – US Marine, you will maintain executive level client relationships at key large and small shipyard organizations along with Marine specific OEMs & contractors and provide consultative selling to support strategic short term & long-term objectives and profitability of the organizations. 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 supply chain solutions across multiple sites, regions, and theatres. You will resolve complex issues and propose strategic solutions (i.e. sustainability model, supply chain – forward provisioning, supply chain interruptions).


Responsibilities:


+ Ensures achievement of global sales revenue targets.

+ Ability to cultivate executive level relationships across countries (internally and externally).

+ Ability to negotiate governmental program & commercial 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.

+ Ability to identify opportunities, assemble pursuit plan, facilitate contract negotiation, and assemble execution team to meet expected program/project financial performance.

+ Ability to develop and execute strategies to attract, grow, and maintain customer relationships, including executive relationships, customer mapping, and reference selling. This includes as well relationships with end users such as vessel operators – US Navy, US Coast Guard and other commercial vessel operators.

+ 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.

+ Pursues 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 opportunities 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 ship & shipyard(s)as a whole”.

+ 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.

+ Represent WESCO at Marine & Shipbuilding industry conference and tradeshows, growing your network and expanding the knowledge about WESCO’s capabilities to the market.

+ 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

+ 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 & complex marine new build or refit programs.

+ 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

+ 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%


#LI-AH1


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) and apply online today!​


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._

About the Company

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WESCO