Key Account Manager

Avnet•Edina, MN

2d•Hybrid

About The Position

This field sales executive manages assigned customer accounts to achieve revenue and margin goals. The role identifies customer needs and applies the company’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 shared among customers, vendor partners, and the company. The Key Account Manager serves as the primary customer contact for company resources and is responsible for customer satisfaction and loyalty. The role develops account strategy, leads planning and engagement, analyzes customer opportunities, conducts business reviews, manages pipelines and performance metrics, and executes account plans. It supports supplier strategies, prioritizes opportunities, and manages profitability. The position operates with substantial autonomy in a complex sales environment, may lead teams or negotiations for medium-sized complex accounts, and may support the development of colleagues and customers. Avnet describes its total rewards strategy as supporting employee attraction, engagement, development, and reward in an inclusive environment. Compensation is listed as a total compensation range of $110,000–$130,000; actual compensation depends on factors such as responsibilities, location, experience, education, skills, and market and business considerations. The position is open until filled.

Requirements

Typically, at least 5 years of work 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.
Developed sales expertise across a defined portfolio of products, services, or accounts, including the ability to operate in a complex sales environment.
Ability to work independently and manage accounts or opportunities of significant size, strategic importance, or risk of loss.
Ability to set and negotiate product or service terms and plan an account or territory approach.
Ability to lead negotiations on medium-sized, complex accounts.
Ability to collaborate with teams and leadership and to work within broad guidelines and policies to develop business with new and existing customers.

Nice To Haves

May be recognized as an expert in one area.
May lead teams or serve as a team lead.
May act as a resource for less experienced colleagues and help develop colleagues’ and customers’ understanding.

Responsibilities

Serve as the primary point of contact between customers and company resources, supporting customer satisfaction and loyalty.
Develop strategic relationships with customers to understand their business goals, growth strategies, and profit drivers and to deliver appropriate sales solutions.
Provide leadership and guidance in customer planning and engagement.
Analyze customers and leverage partner marketing programs to improve growth in customers’ solution capabilities.
Conduct joint planning that integrates company services, programs, and supplier partnerships, securing customer commitment to strategies that advance market position and financial goals.
Conduct regular business reviews with assigned accounts, track revenue and growth progress, and own execution of the business plan.
Maintain and monitor customer pipelines and metrics, analyze results, and identify improvement opportunities.
Align solutions with supplier strategies to support 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.