Schneider Electric global account management
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.
2000
Cranfield University
Wharley End Beds MK43 0JR, UK
Tel +44 (0)1234 750903
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Harvard Business School Publishing
60 Harvard Way, Boston MA 02163, USA
Tel (800) 545-7685 Tel (617)-783-7600
Fax (617) 783-7666
Email [email protected]
NUCB Business School
1-3-1 Nishiki Naka
Nagoya Aichi, Japan 460-0003
Tel +81 52 20 38 111
Email [email protected]
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