The Global Account Manager as Multidimensional Leader: Skills Required to Master Leadership Challenges
Type
conference paper
Date Issued
2011-12-07
Author(s)
Abstract
International companies are increasingly adopting Global Account Management (GAM) to serve their global customers. The global account manager plays an important role at the customer and supplier interface. Some facets of the global account manager's function and related commercial skills have been discussed in the extant literature. However, the leadership skills required of a global account manager deserve further study. Based on in-depth observation of global account managers participating in a certification and development program, we find that these sales executives face leadership challenges on multiple levels (self, team and organizational). We also identify the skills required to master those challenges (personal brand management, personal energy and drive, global team management, influence without authority, intrapreneurial behaviour, and change management).
Language
English
Keywords
Business-to-Business Marketing
Global Account Management
Global Account Manager
International Management
Leadership
HSG Classification
contribution to scientific community
Refereed
Yes
Book title
ANZAM 2011 Proceedings
Publisher
ANZAM
Publisher place
Southport, Australia
Event Title
25th Australia And New Zealand Academy of Management Conference (ANZAM)
Event Location
Wellington, New Zealand
Event Date
07.-09.12.2011
Subject(s)
Division(s)
Eprints ID
206156