Position:Key Account Executive
Job Description:

Arrow’s Key Account Manager is the single point of contact (SPOC) for large, complex customers. Serving as a Key Account Executive, this position creates selling opportunities within strategic Industrial & Aerospace and Defense customer accounts by creating strategic relationships with top management.

Responsible for achieving sales quota and assigned strategic account objectives. In this role as a Key Account Executive, you will sell within a very strategic sales plan and process. Leads a strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones.

Executes solutions selling through advanced knowledge of Arrow’s supply chain solutions and design processes. Responsible to grow profit and maximizing margins by selling value-added, long-term solutions.

What You’ll Be Doing:

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 up to $125 million.

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 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.

This job profile requires the assignment and participation in a sales compensation plan.  A portion of OTE will be variable and tied to specific sales-related goals as set forth by Arrow.

We’re Looking For:

Must have a minimum of 8-10 years of electronic distribution experience at a Field Sales Manager/General Manager level

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.

Building influential executive level relationships

Creating selling opportunities within specified strategic customer accounts.

Experience working with distribution in complex major accounts.

Hunter mentality

Proficiency with data, Excel, and PowerPoint required.

Excellent written and verbal communication skills are a must.

P&L experience preferred

Previous experience managing a territory of $100+ million.

25% Travel required

Job Complexity:

Guides others in resolving complex issues in specialized area based on existing solutions and procedures

Serves as an expert within own discipline

Serves as a resource for best practices/quality on functional teams or projects

Experience / Education:
Typically requires a minimum of 10 years of related work experience

#LI-SH1

Annual Hiring Range/Hourly Rate:$151,600.00 - $204,289.80

Actual compensation offer to candidate may vary from posted hiring range based upon geographic location, work experience, education, and/or skill level. The pay ratio between base pay and target incentive (if applicable) will be finalized at offer. 

Location:US-CA-Foothill Ranch, California (Towne Centre)

 

Time Type:Full time
Job Category:Sales

EEO Statement:

Arrow is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, gender, age, sexual orientation, gender identity, national origin, veteran or disability status. (Arrow EEO/AAP policy)

We anticipate this requisition will be open for a minimum of five days, though it may be open for a longer period of time. We encourage your prompt application.

In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.