The global account manager as multidimensional leader: skills required to master leadership challenges
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Date
2011
Authors
Veyhl, U.
Thoma, A.
Wilkinson, J.
Editors
Advisors
Journal Title
Journal ISSN
Volume Title
Type:
Conference paper
Citation
Proceedings of the future of work and organisations: 25th annual Australian and New Zealand Academy of Management conference, ANZAM 2011, 2011, pp.1-18
Statement of Responsibility
Conference Name
25th Annual Australian and New Zealand Academy of Management Conference, ANZAM 2011 (7 Dec 2011 - 9 Dec 2011 : Wellington, New Zealand)
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−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).