•  A  Global  Account  Manager  has  to  perform  in  an  mul6na6onal  account  team  

•  Global  Accounts  take  care  of  customers  interna6onally  •  People  working  in  the  same  office  are  from  different  cultural  

backgrounds  •  Quote  requests  and  administra6on  support  is  coming  from  

nearshore  countries  •  proof  of  concepts  are  requested  from  India    •  consul6ng  or  presales  resources  are  oAen  staffed  from  other  

countries  

Multiple  situations  in  a  fiscal  year  are  impacted  by  cultural  differences:  

Intercultural  Sales  for    

Global  Account    Manager  

   

“Culture  is  to  know  the  best  that  has  been  said  and  thought  

in  the  world”      Matthew  Arnold.  

Why   do   we   need   Intercultural  

Competence  in  Sales?  

 

D a i l y   b u s i n e s s   r e q u i r e s  

communication   and   coordination  

between   different   resources   from  

across   the   globe.   Customer   success  

demands  working  across  multiple  lines  

of   businesses,   external   clients   and  

internal   services   from   different  

cultural  backgrounds.    

Having  account  teams  taking  care  of  a  

more   international   customer   base  

with   a   growing   number   of   members  

requires   the   alignment   of   resources  

and   coord ina t ion   o f   ac t ions .  

Disruptions   and   misunderstandings  

have   to   be   minimized   in   order   to  

adjust  to  market  situations  quickly  and  

efficiently.  Due  to  the  global  setup  of    

 

 

 

the   company,   employees   have   to  

interact   with   people   from   different  

cultural   backgrounds   and   individual  

behavior.   Awareness   of   the   different  

styles  and  the  ability  to  adjust  is  key  to  

the   setup   of   successful   customer  

relationships,   account   teams   and  

networks.  Benefits  of  a  training  

§  Fewer  circles  in  communication  

§  Shorter  sales  cycles  

§  Control  risk  of  slipping  deals  

§  Increased  forecast  accuracy  

§  Better  Win  Rate  

 

 

Training  Concept  

Agenda   §  International  behavioral  styles  and  global  mind  mentalities  

§  Assessment  of  your  personal  cultural  profile  

§  Perception  of  own  and  foreign  culture  

§  Challenges  and  Chances  of  virtual  team  work    

§  Theoretical   Basics   for   Culture   Comparisons   and   it’s   application   to   selected  countries  

§  Strengths/Potential  Analysis  of  work  related  cultures  

§  Task   responsibilities   of   account   team   members   according   to   their   cultural  strengths  

§  Application  of  Theory  into  Practice    

-  Selection  of  own  intercultural  work  experience  

-  Evaluating  cause  of  difficulty  

-  Develop  solution  options  for  the  future  Goal   Learn  how  to  effec6vely  perform  in  Global  Account  Teams  and  contribute  to  a  

companies  success  

Dura6on   2  days  

Loca6on   To  be  defined  

Price   EUR  2.500  (for  max.  12  par6cipants  

Includes   Handout,  iOS  App  Access  

“Great   personality,   outstanding   commercial  attitude,   solid   professional   approach,  pristine   communication   skills.   I   met   her  during   an   intense   train   the   trainer   program  and   it  was  a   real  pleasure.  She   is  not  only  a  great   commercial   person,   but   she   would  definitly   do   great   in   any   "people   job",  including  HR  and  Training!”  Andrea  Raimondi    

Cultics  =  Culture  +  Economics  

       

Foundation  

I  used  to  wake  up  every  morning,  looking  at  two  big  red  chinese  characters,  symbolizing  the  words  „Great  Dragon“.  Only  a  street  with  cars  but  mostly  bikes  separated  the  „Great  Dragon  Hotel“  from  the  district  for  expatriates  in  Beijing.  My  parents  decided  to  accept  an  international  assignment  and  I  spent  four  years  in  a  country  full  of  contrasts  to  my  home  culture.  

What  did  I  learn?  That  children  from  diverse  countries  do  find  a  mutual  language  to  play  with  each  other.  That  culture  can  be  experienced  with  all  senses  –  it  feels,  smells,  sounds,  looks  and  tastes  different.  I  find  my  experiences  with  the  eyes  of  a  child  as  the  foundation  of  my  professional  focus.  

 

 

 

 

 

 

 

 

 

 

Professional  background  

The  intercultural  aspect  followed  me  ever  since.  My  professional  career  started  in  a  multinational  mid-­‐sized  company  located  thirty  minutes  from  Manhattan.  I  continued  selling  training  products  from  Dublin  for  Oracle,  a  global  software  company  with  presence  in  over  145  countries  and  over  120.000  employees  worldwide.  After  two  years  the  company  provided  the  possibility  to  move  to  Berlin  to  work  for  an  international  team  selling  into  cross  -­‐  european  accounts.  After  being  responsible  for  the  marketing  of  this  team  I  decided  to  extend  my  experience  to  rather  medium  sized  companies  in  Switzerland.    

Passion  

My  passion  is  to  multiply  my  multicultural  experiences  by  offering  intercultural  trainings  with  the  right  focus  on  cultural  theory  and  it’s  application  into  practice.  

My  sales  &  marketing  background  allows  me  to  apply  intercultural  competence  skills  to  an  economic  perspective  and  support  goals  for  sales,  marketing,  HR  and  entrepreneurs.  

The  Trainer:  •  Multiple  years  in  inside  sales  of  pan-­‐

European  inside  sales  team    •  Business  Development  in  a  global  

software  company  •  Certified  Intercultural  Trainer  •  Certified  Social  Media  Strategist