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Summary of role
- Strategic Sales Leadership: Develop and implement the strategic sales plan for the global end users and global integration customers in coordination with APAC management and the equivalent EMEA and North American management teams to expand the market share.
- Market Expansion: Identify and pursue new business opportunities, leveraging industry insights and market trends to drive growth.
- Client Relationship Management: It is necessary to develop strong relationships at all levels in a Global Account organisation from central procurement and project management, through to operations and operations management up to Sales Engineering Management.
- Stakeholder Management: The capacity to pull in all necessary resources from Wesco Anixter working as a team with Sales, Product Marketing, Procurement, Services, Executive management is essential. The ability to lead & communicate within our organisation, to and with vendors and within the Global Accounts are necessary to succeed in this fast-growing market.
- Hunter mentality: The candidate spends significant amount of time prospecting and seeking revenue opportunities with new unfamiliar leads with continues focus on margin expansion.
Main responsibilities/Key goals
- Drive Sales & Profitability throughout key Global Accounts in Penang & larger APAC region.
- Build and execute Account plan for assigned clients.
- Build and position Wesco Anixter service strategy across Global Accounts.
- Collaborating closely with the Wesco Anixter Sales team across APAC.
- Working closely with the virtual APAC Global Sales Operations team.
- Driving Monthly internal cadence calls with vendors and channel partners.
- Building rapport with key decision makers within portfolio of Global Accounts.
- Meeting in country key influencers and decision makers.
- Maintaining relationships with end users to understand corporate enterprise space requirements within the Global Accounts and Global Integrators.
Special conditions (e.g. frequent travel, early starts and late finishes)
- Frequent Travel, early starts, late finishes.
- Estimated Utilization of Available Time:
- Customer Visits: Senior and operational Level Sales Calls - 65%
- Vendor Relationship Development and Joint Business Planning -20%
- Reporting, Account Strategy Development, Planning, Global / Regional Coordination – 15%
Necessary skills, knowledge and experience
The successful candidate will have a demonstrable track record of successful customer management, consistent track record of high performance and be capable of leading executive engagements (QBR’s, business alignment).
You will have strong interpersonal and leadership skills and a proven record in building relationships. You will have the ability to deliver sales results through leadership, along with:
- Extensive sales (12+ Years), marketing or account management experience gained within the semicon/manufacturers/Pharma/technology industry.
- A minimum of 3- 5 years of direct selling experience into global enterprise customers vertical.
- Knowledge of Vendor Product Strategy & Product offerings
- Communication & customer management skills
- Project Management & good organisation skills
- Services orientated.
Qualification/ Ideal Skill sets
To perform this job successfully, an individual must possess the following skills and abilities:
1. Executive Maturity: capable to lead executive engagements (Business alignment & reviews)
2. Sales Leadership: capable to exceed Vendor Sales Targets, land agreed execution steps in the organization, drive performance management and action plans where needed to secure success and driving margin improvements through Anixter value added services
3. Teamwork: willing to partner internally and externally to secure the resources needed to win
4. Influencer: Able to influence vendors and Anixter personnel to support the Global Account strategy
5. Communication Skills: Must be an excellent communicator - both written and oral. With excellent customer relationship management skills and ability to interface seamlessly with internal and external staff. Local language proficiency is expected.
6. Project Management Skills: ability to manage a business plan execution across multiple stakeholders (internally and externally at vendor)
7. Passion for Technology: around Innovation, capable to lead technology discussion without having to be the deep expert
8. Travel: this job requires individual to sometimes travel within APAC to attend regional meetings and customer specific events
Skills Required
- High School Degree or Equivalent
- Bachelor's Degree - Sales, Business Administration, Engineering, or relevant field
- 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 projects
- Ability to identify and create opportunities within assigned accounts
- Understanding of business and management principles (strategic planning, resource allocation, leadership)
- Effective communication and interpersonal skills for building strong client relationships
- Ability to network and navigate political landscape of large complex customers
- Negotiation and problem-solving skills
- Proficiency with CRM software and Microsoft Office
- Confident and resilient approach able to withstand significant internal & external pressure
- Ability to navigate across cultures
- 5 years experience selling at an executive level as key account manager/management of large account portfolios
- 5 years experience executing in a matrix organization managing multiple stakeholders and projects
- Ability to travel 25% - 50%
WESCO International Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about WESCO International and has not been reviewed or approved by WESCO International.
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Retirement Support — Feedback suggests the 401(k) with company match is a relative strong point and is consistently part of the package. Retirement offerings are frequently cited as a solid element within the total rewards.
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Leave & Time Off Breadth — Feedback suggests PTO policies are favorable, including self‑managed or generous banks in some roles along with paid holidays. Paid parental leave and related time‑off options add to the perceived strength of leave benefits.
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Flexible Benefits — Feedback suggests employees have meaningful choice through medical plan options with HSA/FSA alongside ancillary programs like EAP, discounts, and supplemental coverages. The breadth of selectable add‑ons supports tailoring benefits to individual needs.
WESCO International Insights
What We Do
At Wesco, we believe life should run smoothly. As a leading provider of business-to-business distribution, logistics services and supply chain solutions, we create a world that you can depend on. Harnessing 100 years of ingenuity and expertise, we increase profitability, improve productivity and mitigate risk for approximately 150,000 customers worldwide. With nearly 1.5 million products and locations in more than 50 countries, Wesco is your partner in progress. Our company’s greatest asset is our people. From our corporate and field offices to our distribution sites, Wesco employs over 20,000 professionals around the globe. We’re committed to fostering diversity and inclusion across our workforce by embracing the unique perspectives, authenticity, and individuality our team members contribute to the company. Headquartered in Pittsburgh, Wesco is a publicly traded (NYSE: WCC) FORTUNE 500® company with 2022 net sales of $21.4 billion.
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