Note: The job is a remote job and is open to candidates in USA. Arrow Electronics is a technology and supply chain solutions company. The Key Account Executive manages large, complex strategic accounts, creates selling opportunities, and achieves sales objectives. The role includes strategic account planning, solutions selling, contract negotiation, supplier coordination, and executive relationship development.
Responsibilities
- Creates selling opportunities within assigned critical, large, multi-location, complex, and high visibility Arrow customers through a very strategic sales plan and process
- Has a thorough understanding of the customer’s needs and the customer’s decision making hierarchy in order to proactively assess, clarify, and validate customer needs on an ongoing basis
- Leads a strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones
- Executes on solutions selling through an advanced knowledge of Arrow’s supply chain solutions and design processes
- Grows profit and maximizes margins by selling value-added, long-term solutions
- Coordinates the involvement of Arrow personnel; including sales support, service, and management resources, in order to meet account objectives and customers’ expectations
- Typically manages a territory of accounts up to $125 million
- 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
- Has an in-depth, comprehensive understanding of Arrow’s market share in each assigned account, the top competitor’s market share in those accounts and can identify the type of business each competitor is supporting and why
- Consistently maintains a dominant market share position at each assigned account
- Takes an innovative and creative approach to supplier and customer action plans and has expert understanding of the customer’s business at all levels and disciplines of the organization
- Develop and build influential and strategic relationships at the manager decision making level, with goal of building relationships at the senior management and C-level/executive level
- Utilize distribution/rep/supplier knowledge to grow sales and profits within assigned customers
- Interface with suppliers to update them on demand creation progress through meetings or 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 at accounts
- Utilize Arrow’s key management with key customers and suppliers
- Leads functional teams or projects and serves as a best practice/quality resource
Skills
- 3-5 years of related experience
- Building influential customer relationships
- Creating selling opportunities within specified strategic customer accounts
- Experience working with distribution in complex major accounts
- Hunter mentality
- Proficiency with data, SFDC, Excel, and PowerPoint required
- Excellent presentation skills are a must
- Experience with Aerospace and Defense customers strongly preferred
- P&L experience preferred
Benefits
- 70/30 commission split; the number posted includes the commission.
- Medical, Dental, Vision Insurance
- 401k, With Matching Contributions
- Short-Term/Long-Term Disability Insurance
- Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options
- Paid Time Off (including sick, holiday, vacation, etc.)
- Tuition Reimbursement
- Growth Opportunities
- Hybrid schedule of 1 day per week in the office (Mondays) and the rest of the week visiting customers and suppliers.
Company Overview
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