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Global Account Manager, Hospitality

Location(s):
United States
Categorie(s):
Sales
Req ID:
006TFH

Job Description

Role Summary:

Develop, manage and implement, on a full-time basis, a global commercial strategy towards a Global Strategic Account (GSA) and its key supply chain members. Functionally manage Key Account Managers (KAMs) associated with his/her account worldwide in order to profitably grow the sales of Schneider Electric products, solutions and services with a strong emphasis on solutions.  Work with all involved Schneider Electric businesses worldwide to ensure consistency of approach and customer satisfaction.

 

Your Mission:

Highly motivated and charismatic Business Leader with a mission to:

  • Develop deep customer relationships and intimacy 
  • Develop and grow profitably Schneider Electric’s share of wallet
  • Identifying new business opportunities and successfully closing deals 
  • Obtain internal alignment across Line of Businesses and country organizations
  • Orchestrate a team of regional Key Account Manager and Sales Specialist

 

Your Responsibilities:

  • Generate profitable growth and increase the share of wallet
  • Gain access with the customer at different levels
  • Define a differentiated Schneider value propositions for the customer
  • Define a clear account strategy that embraces the full portfolio of Schneider
  • Identify and manage the pipeline of opportunities
  • Take ownership of customer issues
  • Management of internal stakeholders to obtain right level of support for delivering the strategy and superior customer satisfaction
  • Build and lead a team of Key Account Managers and Sales Specialists
  • Build and implement annual Strategy-to-action Account Plan to satisfy customer’s needs. Transform this strategy in a comprehensive value proposal for the customer.
  • Decide & communicate the account plan strategy and possible local action plan to Key Account Managers.
  • Grow the business through active management of all investment opportunities and projects worldwide (Capex: i.e. Solutions), and proactively develop the business related to installed base (Opex : Energy Efficiency, Services, Retrofit, MRO,...)
  • Construct, deploy and animate global agreements, if required, utilizing Multi Country Commercial Agreement process
  • Deliver customer satisfaction through timely resolution of major customer quality issues
  • Establish annual revenue targets for his/her account by country.
  • Responsible of the consistency of his/her global sales figures. Report worldwide business development quarterly through sales figures (direct & indirect sales), activity reports, Executive sponsor activity, and C-Level Visits.

Qualifications

  • Education preferred: Engineering and/or Business school degree
  • Experience in Global Key Account Management, preferably within an international environment 
  • Deep Hotel segment expertise; Experience in presenting as a thought leader to key stakeholders / large groups
  • Business leadership presence: Charisma and posture, strong listening skills
  • Accustomed to fast-changing, complex and ambiguous environment
  • Structured, organized individual
  • Business Developer - Proven track record in growing Key Account businesses
  • Solid expertise and exposure to the Segment of the customer
  • Excellent analytical- as well as written and oral communication skills
  • Team Player - passionate and dynamic leader with the energy and ability to obtain alignment and work effectively across a complex, global matrix organization
  • Team Builder - People management experience with a coaching and collaborative team-oriented leadership style is essential
  • Good understanding of industry-specific problems & technology,
  • Good analytical and technical skills
  • Strong communication and interpersonal skills, as well as negotiation and influencing skills in a multicultural & matrix environment – both with internal organizations’ & within the GSA
  • Extensive traveling capacity 

 

#LI-DD3


Schedule: Full-time
Req: 006TFH
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