Account Manager

Avnet•Warrendale, PA

13d

About The Position

The Account Manager is a field sales executive responsible for achieving revenue and margin goals in assigned accounts. The role identifies customer needs and applies Avnet’s value proposition to drive sales growth and improve profitability. It develops strategic customer relationships and aligns customer and business goals through business and execution plans that support shared success among customers, vendor partners, and Avnet. The position serves as the primary customer contact for coordinating company resources and supporting customer satisfaction and loyalty. It develops account strategies, leads planning and engagement, conducts business reviews, manages pipelines and performance metrics, and identifies opportunities to improve growth and profitability. The role also aligns supplier strategies and solutions with customer needs, prioritizes promising opportunities, and manages account profitability. This is a complex sales role requiring developed expertise across a defined portfolio of products, services, or accounts. The Account Manager works independently within broad guidelines, may lead teams or support colleagues, plans account or territory approaches, and has autonomy to set and negotiate product or service terms. The position works with customers and decision makers and may lead negotiations for medium-sized, complex accounts.

Requirements

Typically at least 5 years of experience with a bachelor's degree or equivalent.
Bachelor's degree or equivalent experience providing comparable knowledge and job skills.
Solid understanding of business, financials, products and services, the market, and assigned account needs.
Understanding of emerging market trends and interdependencies affecting customers.
Developed sales expertise across a defined portfolio of products, services, or accounts, including work in a complex sales environment.
Ability to work independently, manage accounts and opportunities, and plan an account or territory approach.
Ability to set and negotiate product or service terms.
Ability to collaborate with teams and leadership and engage clients and decision makers.

Responsibilities

Serve as the primary point of contact for customer interactions with company resources, supporting customer satisfaction and loyalty.
Develop strategic customer relationships to understand business goals, growth strategies, and profit drivers, and deliver suitable sales solutions.
Provide leadership and guidance in critical customer planning and engagement.
Analyze customers and use partner marketing programs to grow their solutions capabilities.
Engage customers in joint planning that integrates company services, programs, and supplier partnerships, securing commitment to strategies that advance market position and financial goals.
Conduct regular business reviews with assigned accounts, track revenue and growth goals, and own execution of the business plan.
Maintain and monitor customer pipelines and metrics, analyze results, and identify opportunities for improvement.
Align supplier strategies and solutions with customer needs to maximize profitable growth and customer expansion.
Prioritize customers and opportunities with the greatest potential for success.
Manage profitability by minimizing profit leaks and maximizing gross profit.
Perform other duties as assigned.