Key Account Executive

Arrow•Downers Grove, IL

3d•Hybrid

About The Position

Arrow’s Key Account Executive is the single point of contact for large, complex customers. This position will create opportunities by establishing strategic relationships with high level decision makers at various organizations. This person will be responsible for achieving sales quotas set forth by Arrow and developing processes that ensure mutual performance objectives at met. This person will execute solution-based selling through advanced knowledge of Arrow’s supply chain solutions and design processes. This person will be responsible for increasing sales and maximizing margins by selling value-added, long-term solutions.

Requirements

Has a thorough understanding of the customer’s needs and the customer’s decision-making hierarchy to proactively assess, clarify, and validate customer needs on an ongoing basis
8-10 years of key account manager experience or general or field sales management experience in the electronic distribution industry
Ability to build influential relationships with customers
Experience with Aerospace and Defense customers strongly preferred
Experience working with distribution and complex major accounts
Hunter mentality
Proficiency with data, SFDC, Excel, and PowerPoint presentations required.
Excellent presentation skills are a must.
P&L experience preferred
Has previously managed a territory or accounts up to $125 million
Viable candidates for this position must be eligible for an export license or be a U.S. Person (which includes but is not limited to U.S. citizens or nationals, lawful permanent residents, refugees, and asylees).

Responsibilities

Quotations and contract negotiations: plan, manage, and oversee all the RFQ’s signed off within their assigned customers.
Ensure that all RFQ activities and strategies are well established, communicated, addressed, and agreed upon within Arrow guidelines, policies, and procedures.
Directly participates in the review and negotiation of significant contracts.
Assist in reviewing customer requests to ensure amendments to the terms and conditions in contracts are carried out.
Ensure that all Arrow departments and customer departments have the necessary information to ensure a seamless contract renewal/negotiation process.
Have an in-depth, comprehensive understanding of Arrow’s market share in each assigned territory as well as the top competitor’s market share in that area; Ability to identify the type of business each competitor is supporting and why.
Consistently maintain and grow share within each assigned account.
Take an innovative and creative approach to supplier and customer action plans
Have an expert understanding of the customer’s business at all levels and disciplines of the organization.
Develop and build influential and strategic relationships at the highest level of organizations
Utilize distribution/rep/supplier knowledge to grow sales and profits within assigned territory.
Interface with suppliers to update them on demand creation progress through meetings and reviews.
Build strong relationships with suppliers’ reps and managers, leveraging these relationships to receive future product development and supply chain solution information.
Develop relationships with key personnel in marketing, product development, manufacturing, purchasing, and engineering
Leads functional teams and projects and serves as best practice/quality resource.