WHAT DOES A GLOBAL ACCOUNT DIRECTOR DO?

Published: Apr 17, 2025 - The Global Account Director is responsible for managing client relationships and providing services in Global Mobility, Expatriate Tax, Compensation, and Relocation while continuously improving processes. This position involves conducting client reviews, participating in sales presentations, and developing global strategies to enhance client engagement and satisfaction. Additionally, the role involves overseeing team performance, optimizing international marketing plans, and ensuring revenue and profitability goals are met.

A Review of Professional Skills and Functions for Global Account Director

1. Global Account Director Details

  • Customer Issue Resolution: Lead organization in resolving customer issues in a professional manner.
  • Regional Strategy Development: Develop regional customer strategies in alignment with the Global strategy.
  • Global Strategy Support: Support the development of the global customer strategy, highlighting regional interests.
  • Customer Strategy Execution: Execute the customer strategy, aligned with product line strategies.
  • Opportunity Capitalization: Proactively seek ways to capitalize on opportunities to sell the value of GKN Automotive’s product range, technical and service capabilities.
  • Strategic Differentiation: Leverage global customer management as a strategic differentiator.
  • Performance Feedback: Ensure account teams receive feedback on Business performance.
  • Resource Prioritization: Work with Global Customer teams to establish resource priorities with Global Leadership Teams.
  • Objective Delivery: Deliver growth, margin, and ROIC objectives.
  • Quotation Oversight: Oversee and check formal quotation submissions to the customer.

2. Global Account Director Responsibilities

  • Pricing Strategy Development: Lead, track, and oversee the development of customer pricing strategies for the Account Team within the Region.
  • Customer Timing Management: Actively engage with Program Directors to ensure customer timing is met.
  • Product Selection Adherence: Ensure account teams adhere to product selection procedures.
  • VA/VE Promotion: Promote the generation and delivery of VA/VE opportunities to provide value to customers and GKN Automotive.
  • Financial Tracking Development: Work with account teams and other Driveline functions to develop appropriate and responsive financial tracking tools and processes.
  • Global Practice Implementation: Ensure implementation of global practices and standards for all critical contracts, agreements, and licenses.
  • Matrix Environment Support: Work in a matrix environment supporting both regional and global customer objectives.
  • Objective Achievement: Develop and achieve individual and team objectives that are aligned with Driveline business objectives.
  • Strategic Marketing Insight: Provide strategic insight to clients’ international marketing programs.
  • Client Communication: Communicate with clients daily for deliverables, to ensure satisfaction and maintain schedules.

3. Global Account Director Job Summary

  • Revenue and Engagement Growth: Increase revenue and architectural engagement with a strategic, large market cap customer (Amazon).
  • Executive Presentation: Present quarterly to executive leadership/management board (high visibility).
  • Process and Strategy Creation: Create highly productive processes, strategies, collaboration, and focus - across the entire portfolio of Infineon products.
  • Technology Partnership Development: Secure high share and establish intimate technology partnerships in several critical growth areas (HMI, datacenter/hyper-scale, edge computing, smart assistants, security, AI, ADAS, 5G, connectivity, etc.).
  • Revenue Opportunity Addressing: Address indirect revenue opportunities within customer eco-systems ($1B SAM) - by clarifying priorities, arranging appropriate support, and securing executive sponsorship.
  • Account Plan Development: Design, develop, communicate, and implement optimal strategic account plan(s).
  • Go-to-Market Leadership: Lead team go-to-market activities for assigned account.
  • Strategy Execution: Ensure execution of strategies, manage the matrix account team across multiple customer divisions (AWS, Lab 126, Ring, Blink, etc.).
  • Global Team Structuring: Structure the virtual global account team, establish priorities, clarify requirements to win, and increase executive relationships with customers.
  • Cross-functional Collaboration: Effective collaboration across functional groups and many product lines internally.

4. Global Account Director Accountabilities

  • Account and Team Management: Day-to-day management of the Network global account and team and matrix management of the relevant regional commercial teams.
  • Strategic Relationship Development: Develop and maintain close, strategic relationships with appropriate contacts.
  • Global Strategy Implementation: Support formulation and lead implementation of global strategic account plans.
  • Line Management: Line management of the Global Account Manager and the regional EMEA team.
  • Commercial Awareness: Maintain a strong commercial awareness and understanding of commercial strategy, market intelligence, and competitor insight.
  • Competitive Challenge Response: Anticipate, understand, and respond to the competitive challenges and market issues that may impact the client’s business.
  • Product Expertise Development: Develop in-depth expertise of complex technical products and help align the product roadmap with the client.
  • Matrix Management: Effective matrix management of global regional commercial teams including training and delegation of appropriate activities and direction of regional account activities.
  • Regional Strategy Collaboration: Collaborate with regional Commercial Directors to ensure aligned regional/local strategy and management of matrix reports.
  • Operations Strategy Oversight: Understand and oversee account operations strategy at global and regional level ensuring alignment of operations with contractual agreements and commercial strategy.

5. Global Account Director Functions

  • Account Management: Manage the relationship of client accounts and services provided to those accounts including Global Mobility, Expatriate Tax, Compensation, and Relocation.
  • Process Improvement: Conduct client reviews, redesign processes, and continuously make improvements.
  • Sales Support: Participate in sales presentations, RFI, and RFP processes.
  • Strategy Development: Develop global strategies that meet the evolving needs of the client and increase engagement.
  • Service Sales: Up-sell and cross-sell services across accounts including Tax, Compensation, Relocation, Destination Services, and Visa and Immigration.
  • Policy Facilitation: Facilitate policy review and benchmarking on new and existing accounts, being the primary resource and reference expert for industry news, best practice procedures, and operating practices.
  • Client Relations: Maintain client satisfaction whilst developing strong client relationships.
  • Performance Review: Review account performance, ensuring they are meeting revenue and profitability goals.
  • Team Guidance: Monitor team performance and give guidance.
  • Marketing Optimization: Oversee the execution, analysis, and optimization of international marketing plans.
  • Talent Communication: Maintain rapport and communication with Tower 28 network's talent.