Anixter Global Account Manager, EMEA in Mörfelden-Wall, Germany

Global Account Manager, EMEA

Date Posted11/26/2018



Job TypeFull-Time Regular

Position IdEB-6125679593

Job Description


Title Global Account Manager, EMEA

Location Frankfurt, Germany


To Jonathan O’Shea

Summary of role


drive and execute a sales plan that aligns with the global strategy for Anixter

Global Account customers across EMEA. Develop a strong business relationship

with key executive influencers in target customers across EMEA. Working closely

with the Anixter teams focused on priority and target clients across EMEA. Understand

key pain points to position and sell Anixter’s full service offering, technical

and global values to meet and exceed financial targets and significantly grow

revenues. Partner with Anixter in-country leaders and Account Managers to

service the Global Account customer set.

Main responsibilities/Keygoals

Execution EMEA Strategy - Develop an EMEA execution plan to meet

specific customer needs and is in line with the global strategy. Make

recommendations on new sales tactics to strengthen Anixter’s position within

the finance sector. Work with the identified internal and external virtual

team, communicate the strategy to the in-country Anixter sales people, and work

with them to differentiate Anixter vs competition in the local markets. It is

critical that the local Anixter sales teams understand, accept, and execute the

strategy that’s shared with them.

Partner Strategy - Work with Anixter’s core manufacturing

partners to develop sales and marketing plans. Coordinate activities with the

customer to leverage at commercial position, sales and marketing activities and

any existing sales plans and strategies. It will also be important to coordination with the global marketing

organization, identify and pursue new vendor relationships as required, when

Anixter’s existing core suppliers have an alternate channel or direct sale

model into some of these accounts. The

vendor strategy should incorporate a “One Anixter” approach since there is a

significant opportunity for selling electrical cabling products as well

security products into this marketplace.

Reporting - Monitor and report sales results for all

business on a monthly basis using established reporting mechanisms and customer

prefixing. Maintain a log of project

activity using the existing Global Program format and participate in a Monthly

Business Review call with the global sales management team for business to

review progress and strategy regarding all aspects of the business.

Special conditions(e.g. frequent travel, early starts and late finishes)


Utilization of Available Time :


Visits and Senior and operational Level Sales Calls - 65%


Relationship Development and Joint Business Planning – 20%


Account Strategy Development, Planning, Global / Regional Coordination – 15%


travel, early starts and late finishes

Tools and equipmentused

· Laptop

· Smart Phone


· Degree Level

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 to lead executive engagements(QBR’s, business


You will have strong interpersonal and leadership skills

and a proven track record in building relationships. You will have the ability

to deliver sales results through leadership, along with:

· Extensive sales,

marketing or account management experience gained within the IT industry

· Knowledge of Vendor

Product Strategy & Product offerings

· Prior people management

experience is essential, along with the ability to drive sales through


· Communication &

customer management skills

· Project Management &

good organisation skills

Attitude and/orparticular aptitude

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)

  1. Sales Leadership: capable to exceed Vendor Sales Targets, land agreed

execution steps in the organization , drive performance management & action

plans where needed to secure success

  1. Teamwork : willing to

partner internally and externally to secure the resources needed to win

  1. Influencer: Able to influence vendors and Anixter personnel to support the global strategy

for each account

  1. 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.

  1. Project Management Skills: ability to manage Business plan execution

across multiple stakeholders(internally and externally at vendor)

  1. Passion for Technology : around new Innovation, capable to lead technology discussion

without having to be the deep expert

  1. Travel: this job requires individual to travel within EMEA 50% of time

Closing date: 31 January 2019

Job GroupSales