Global Accounts Director - South Germany

at  UL Solutions

POSIITON MUST BE BASED IN SOUTH GERMANY

As Global Account Director (GAD) you’ll be responsible for creating, leading, and executing a revenue strategy for 1-2 of our largest global customers based in Germany. The role of the GAD includes both new business growth motions (cross-sell, expansion, upsell) as well as customer retention. You’ll work collaboratively with a cross-functional account team to meet and exceed quota targets. A successful candidate will identify and understand future trends deeply impacting industries, accounts, and UL Solutions businesses and lead global growth initiatives.. You will further grow and maintain senior level relationships with key decision makers and influencers within large account and have regular engagement with UL Solutions’ executive team.

• Develop and drive global, integrated, 3-5-year account strategy plans for 1-2 accounts with the support of a broad account team
• Embrace the Strategic Account Management Association (SAMA) methodology in your customer approach and maintain account management tool Valkre
• Be a trusted advisor and be able to provide solutions to business challenges that are mutually beneficial
• Identify broader trends in customer needs and opportunities across the global footprint of customers and reflect them up to UL solutions senior leadership, influencing the development and execution of UL Solutions strategy
• Build high touch relationships, earn trusted advisor status and loyalty from executive-level customer leadership
• Leverage high-level executive relationships to understand customers’ highly complex and strategic opportunities and pain points, and tap the identified centers of influence within multi-national customer organizations
• Oversee UL Solutions relationship with Global customer buying centers, with the support of an extensive and highly dedicated account team
• Maintain industry ties/connections to understand market trends and anticipate tailwinds and headwinds across all markets served globally
• Coach global account managers to build on customer relationships to ensure successful renewals and identify future sales opportunities
• Identify opportunities and lead sales of large, complex, and integrated solutions to assigned Global tier customer accounts (particularly multi-product and multi-national sales)
• Guide global account team to recognize account growth opportunities (cross-sell and up-sell) and develop solutions for customers across a highly diverse portfolio of product and service offerings
• Drive sales plays in coordination with Commercial Operations and members of the Global account team, coordinate with regional sales and marketing to drive sales for relevant regions, subsidiaries, and/or branches of Global account
• Lead a fully dedicated and broad team to effectively sell a complex and diverse portfolio of products and services
• Develop the full global account team and make effective utilization of the sales professional network and capabilities
• Marshal internal resources required to execute the strategic plan (e.g., commercial resources, fulfillment operations, etc.)
• Make commercial decisions around pricing, discounting, upselling, and cross-selling to maximize efficiency, profitability, and value for UL Solutions and its customers.
• Bachelor’s degree in business, engineering, or related field
• 10+ years of related senior account management experience
• Established business leader with the ability to motivate our sales team providing testing/inspection/certification services, software solutions, and advisory offerings
• Proven account ownership experience and track record for account growth
• Experience with complex Account Management and New Business sales motions (Cross-sell/expansion, upsell) with a heavy emphasis on developing new business while maintaining existing run-rate.
• Experience in executive communications and selling to senior executives and delivering strong business cases, QBR/EBRs and success plans.
• Location Germany (Bavaria)
• Experience with Siemens’s portfolio and prove
• Bilingual - German and English
• Customer obsession
• Good communication skills
• Influencer
• Singular focus on growth
• P&L orientation and commercial mindset
• Bias for action
• Curiosity, learning, and sharing
• Collaborative
• Ownership mindset