Note: The job is a remote job and is open to candidates in USA. Arrow Electronics is hiring a Key Account Executive to manage large, complex strategic accounts as their primary point of contact. The role focuses on account growth, sales quota achievement, contract and RFQ management, and building relationships with senior customer and supplier stakeholders.
Responsibilities
- A Key Accounts Manager is the single point of contact (SPOC) for large, multi-location, complex Arrow customers. Serving as a Global or National Accounts Manager, this position creates selling opportunities within specified strategic customer accounts by creating strategic relationships with top management. Responsible for achieving sales quota and assigned strategic account objectives
- Account Management: 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 averaging $150M+
- Quotations and Contract Negotiations: 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
- Relationships: Develop and build influential and strategic relationships in the enterprise account space at the 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
Skills
- Typically requires a minimum of 8-12 years of related experience with a 4 year degree; or 8 years and an advanced degree
- Strong understanding of the IT Channel Ecosystem and how it brings value to partners in a solution selling manner
- Demonstrated success developing trusted relationships with senior stakeholders up to and including C-suite, and using those relationships to drive mutual business outcomes
- Consistent record of strong performance against goals in a senior/strategic sales capacity, with the competitiveness and “go-getter” mindset to keep raising the bar
- Comfortable operating in a highly matrixed environment; able to align cross-functional teams and partners and drive accountability without direct authority by building trust with internal and external customers
- Ability to recruit, influence, and grow business within both existing and new accounts through disciplined pipeline creation, stakeholder mapping, and opportunity qualification
- Experience selling IT services with the ability to translate technical capabilities into customer outcomes
- Established relationships and credibility on the OEM and broader partner side, with a track record of collaborating to create and win opportunities
Benefits
- 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
- Fully Remote
Company Overview
Company H1B Sponsorship