Key Account Manager

Avnet•San Diego, CA

2d•$120,000 - $140,000

About The Position

The Key Account Manager is a field sales executive responsible for achieving revenue and margin goals within 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 through a business and execution plan supporting shared success among the customer, vendor partners, and the company. The manager serves as the primary point of contact connecting customers with company resources, with a focus on customer satisfaction and loyalty. The position requires strong sales expertise across a defined portfolio of products, services, or accounts; strategic planning; account analysis; pipeline management; and the ability to lead negotiations for medium-sized, complex accounts. The role operates independently within broad guidelines and policies, collaborates with teams and leadership, and may guide colleagues with less experience. The position typically requires at least five years of experience with a bachelor’s degree or equivalent. A bachelor’s degree or equivalent experience providing comparable knowledge and job skills is required. Total compensation is listed as $120,000–$140,000; 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 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 experience in a complex sales environment.
Ability to understand emerging market trends and interdependencies affecting customers and use that knowledge to expand customer relationships.
Ability to work independently, plan an account or territory approach, and develop business with new and existing customers within broad guidelines and policies.
Ability to set and negotiate product or service terms.
Ability to lead negotiations on medium-sized, complex accounts and participate in team sales for major accounts.
Ability to collaborate with teams and leadership and communicate directly with clients and decision makers.

Responsibilities

Serve as the primary point of contact for the customer interface to company resources, supporting customer satisfaction and loyalty.
Develop strategic customer relationships to understand customer business goals, growth strategies, and profit drivers, and deliver appropriate sales solutions.
Provide leadership and guidance in critical customer planning and engagement.
Analyze customers and leverage partner marketing programs to grow customers’ solutions 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, track progress toward revenue and growth goals, and own execution of the business plan.
Maintain and monitor customer pipelines and metrics, analyze performance, 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.