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Case Study

Schneider Electric global account management

By Joseph J. DiStefano and Anne-Valérie Ohlsson

19 pages

November 2000

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Reference: IMD-3-0940

The case discusses Schneider Electric’s shift from local to global account management. The case focuses on the experience of Fritz Keller, International Account Manager in Switzerland. It includes the main challenges a global account manager faces, as portrayed both through internal issues and client examples. Although the story line focuses on Fritz Keller, the action takes place on a global basis. It covers organizational issues, local versus global issues, defining and setting up a global account structure, information management issues, as well as internal buy-in issues. The case ends with the current challenges the Global Account Manager faces when attempting to reconcile local and international priorities.

Keywords

Global Account Management, Electrical Manufacturing, Engineering

Settings

World/global
2000

Type

Field Research

Available Languages

English

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