Job DescriptionAs 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%
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This amount is what we reasonably believe we will pay for the position; however, offer amounts may vary based on factors such as geographic location, relevant education, experience, qualifications, skills, shift, or any collective bargaining agreements.
For eligible positions, compensation may include participation in a bonus or sales incentive plan, subject to the terms and conditions of the applicable plan documents. For certain sales roles, Wesco also offers a commission structure that provides additional compensation based on sales results, as defined by the applicable commission plan.
In addition, Wesco offers a benefits program for eligible employees, which may include paid time off, medical, dental, and vision coverage, and retirement savings plans. Additional details about benefits are available here.
