Key Account Manager

Avnet•San Diego, CA

1d•$120,000 - $140,000•Hybrid

About The Position

The Key Account Manager is a field sales executive responsible for achieving revenue and margin goals in assigned accounts. 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 by creating and managing an execution plan for shared success among customers, vendor partners, and the company. The position has a high level of complexity across territories or accounts, products and services, and sales or account-management processes. It requires developed sales expertise across a defined portfolio and the ability to work independently, lead teams, plan an account or territory approach, and negotiate product or service terms. The Key Account Manager works with customers, decision makers, colleagues, and leadership, and may serve as a resource or team lead for less-experienced colleagues. The role typically requires at least five years of experience with a bachelor’s degree or equivalent. A bachelor’s degree or comparable experience is required. The stated total compensation range is $120,000–$140,000. The posting notes that actual compensation depends on factors including responsibilities, location, experience, education, skills, and market and business considerations. The position is open until filled.

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.
Ability to manage complex sales environments and work independently on large or strategically important accounts and opportunities.
Ability to plan an account or territory approach and negotiate product or service terms.
Ability to collaborate with teams and leadership and engage directly with clients and decision makers.

Responsibilities

Serve as the primary point of contact between assigned customers and company resources to support customer satisfaction and loyalty.
Develop strategic customer relationships and use customers’ business goals, growth strategies, and profit drivers to shape sales solutions and value propositions.
Provide leadership and guidance in critical customer planning and engagement.
Analyze customers and use partner marketing programs to strengthen customers’ solutions capabilities and support growth.
Engage customers in joint planning that incorporates 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 improvement opportunities.
Align solutions with customer needs and supplier strategies 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.
Lead negotiations on medium-sized, complex accounts and develop business with new and existing customers.
Perform other duties as assigned.