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Case
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Reference no. IMD-3-0940-ES
Spanish language
Published by: Institute for Management Development (IMD)
Originally published in: 2007
Version: 20.05.2007
Length: 21 pages
Data source: Field research

Abstract

This is a Spanish translation of the case ''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 organisational 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.
Location:
Size:
67,000 employees, USD8.4 million revenues in 1999
Other setting(s):
2000

About

Abstract

This is a Spanish translation of the case ''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 organisational 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.

Settings

Location:
Size:
67,000 employees, USD8.4 million revenues in 1999
Other setting(s):
2000

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