Key Account Executive

Arrow Electronics•New York, MA

1d•$166,700 - $201,671•Remote

About The Position

The Key Account Executive serves as the single point of contact for large, complex, multi-location Arrow customers, functioning as a Global or National Accounts Manager. The role creates sales opportunities within strategic accounts by developing relationships with top management, achieving sales quotas, and meeting assigned strategic account objectives. It typically manages a territory of accounts worth up to $125 million. The position develops strategic account plans based on a thorough understanding of customer needs and decision-making structures. It sells Arrow supply-chain solutions, grows profit and margins through value-added long-term solutions, and coordinates Arrow sales support, service, and management resources to meet account objectives and customer expectations. The role oversees customer RFQs, establishes and communicates RFQ strategies, participates in significant contract reviews and negotiations, and supports contract amendments and renewals. It maintains a detailed understanding of market share and competitors in assigned accounts, and develops innovative supplier and customer action plans. The Key Account Executive builds strategic relationships with decision-makers, senior management, and C-level executives, as well as contacts in customer marketing, product development, manufacturing, purchasing, and engineering. The role works with suppliers and their representatives to advance demand creation, sales, profits, and access to product-development and supply-chain information. A portion of on-target earnings is variable and tied to sales-related goals under Arrow’s sales compensation plan. This is a fully remote position. The employee must be able to travel to an Arrow office when requested by Arrow leadership and may be required to visit the closest designated office for work-related purposes.

Requirements

Typically requires at least 12 years of related experience with a four-year degree, or 8 years of related experience with an advanced degree, or equivalent related experience.
Recognized as an expert in the relevant area and requires specialized depth and/or breadth of expertise.
Interprets business issues and recommends solutions or best practices.
Solves complex problems using a broad perspective to identify solutions.
Works independently, seeking guidance only in the most complex situations.
Applies functional knowledge and existing methodologies to complex problems.
Serves as an expert within the function and leads functional teams or projects as a best-practice and quality resource.
Must be able to travel to an Arrow office location as requested by Arrow leadership.

Responsibilities

Create selling opportunities within assigned large, complex, multi-location, high-visibility strategic accounts.
Achieve sales quota and assigned strategic account objectives.
Develop strategic account plans, including mutual performance objectives, financial targets, and critical milestones.
Assess, clarify, and validate customer needs and understand customer decision-making hierarchies.
Sell Arrow supply-chain solutions and grow profit and margins through value-added, long-term solutions.
Coordinate Arrow sales support, service, and management resources to meet account objectives and customer expectations.
Plan, manage, and oversee RFQs within assigned customers, ensuring activities and strategies are established and communicated in accordance with Arrow guidelines and procedures.
Participate in reviewing and negotiating significant contracts; assist with customer-requested contract amendments and coordinate contract renewals and negotiations.
Monitor market share and competitors in assigned accounts and maintain a dominant market-share position.
Develop customer and supplier action plans and leverage distribution, representative, and supplier knowledge to grow sales and profits.
Build influential relationships with customer decision-makers, senior management, and C-level executives.
Interface with suppliers on demand-creation progress and build relationships with supplier representatives and managers.
Develop relationships with customer personnel in marketing, product development, manufacturing, purchasing, and engineering.
Coordinate with Arrow management in support of key customers and suppliers.