The challenge
“In an environment marked by steadily mounting competition, our customers have to focus increasingly limited resources on those opportunities with the greatest potential for raising profits. One of those opportunities is to optimize sourcing for electrical equipment, both the equipment used in their production facilities and the equipment they offer their own customers in the form of products and services.
“Our desire to meet those needs and deliver integrated, end-to-end, competitive solutions to our customers was what prompted Sonepar Ibérica to create a Major Accounts Department.
The team
“One of my main reasons for joining Sonepar Ibérica Major Accounts was that it involved teamwork. The substantial efforts already accomplished in this area offered us an ideal starting point for pushing attractive projects further, whether by prospecting for new markets, identifying prospective customers or seeking out new opportunities to deliver customer improvements. Basically, I saw this as a chance to work with a multi-disciplinary team spanning sales, engineering and logistics – not to mention the customers themselves.
The customers
“No two customers are alike. Each one has unique characteristics and needs. That’s why we have to show the utmost flexibility and creativity in devising solutions. A lot of customers are unaware of how to handle central sourcing for electrical equipment, so it’s our job to take the first step and reach out to them, working together to explore what they buy, how they buy it, how to standardize equipment to make maintenance easier, etc.”
