Lead regional sales to meet revenue and profit goals, design sales and marketing programs, forecast sales, manage and coach a sales team, maintain customer and supplier relationships, coordinate with internal departments, and travel to customer sites as needed.
As a Global Account Sales Manager Hyperscale EMEA, you will maintain executive level client relationships at key large multinational Hyperscale 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 Hyperscale 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:
- Ensure achievement of global sales revenue targets by positioning and selling Wesco Anixter’s Data Center solutions. Solutions to be positioned: structured cabling and accessories, physical security solutions, electrical solutions, high density liquid cooling and power, networking solutions, IoT and Pro-AV.
- Positioning of Wesco Anixter’s services for design, end-to-end project deployment, product enhancement and rack & roll.
- Cultivate executive level relationships across countries (internally and externally).
- Negotiate 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.
- 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 together with the account leaders in other geographic theatres
- 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 Hyperscale 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 opportunities with other strategic business units or strategic initiatives.
- 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
- Prior professional sales experience in related industry/3+ years
- Prior experience with managing a sales team or sales programs/1+ year
- Working knowledge of business and management principles in strategic planning, resource allocation and coordination of people and resources
- Demonstrated verbal, written, analytical, persuasion and interpersonal skills
- Knowledge of principles and processes for providing customer and personal services, including customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction
- Ability to exercise teamwork, leadership, and flexibility
- Excellent time management and computer skills
- 5 years related industry professional sales
- 2 years managing staff and programs at national, district or regional level
- Ability to travel up to 25%
Working Environment: Outside Sales – Work is generally performed in an office environment, but employee may need to travel to customer sites or warehouse facilities. Driving may be required for an extended period of time with frequent stops and starts. Can be exposed to outdoor weather conditions.
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About the TeamAt 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. This posting is for a current, active vacancy intended for immediate hire.
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