Key Account Executive

Jobtailor; Arizona; On-site; USD 90,000 - 130,000; Full time

Job summary

Arrow Electronics in the United States is seeking a Senior Key Account Manager to serve as the primary contact for large, complex customers and to establish strategic relationships with high-level decision makers. The role aims to achieve sales quotas while developing processes for mutual performance objectives and long-term, value-added solutions.

You will execute solution-based selling within Arrow’s supply chain framework, increase margins, and oversee RFQs and contract negotiations.

Qualifications

• 5+ years of key account management or sales leadership experience in electronics distribution or related field.
• Experience building relationships with distribution and major accounts.
• Hunter mentality with proven quota attainment.
• Proficiency with data analysis and presentations (SFDC, Excel, PowerPoint).

Responsibilities

• Serve as the single point of contact for large, complex customers.
• Establish strategic relationships with high-level decision makers.
• Achieve sales quotas and develop processes ensuring mutual performance objectives are met.
• Execute solution-based selling using Arrow’s supply chain solutions and design processes.
• Increase sales and maximize margins through long-term, value-added solutions.
• Plan, manage, and oversee RFQs within assigned customers.
• Establish, communicate, address, and secure agreement on RFQ activities and strategies within Arrow guidelines.
• Participate in reviewing and negotiating significant contracts.
• Review customer requests and ensure contract amendments are carried out.
• Coordinate information between Arrow and customer departments for contract renewal and negotiation.
• Analyze Arrow’s and competitors’ market share in assigned territories.
• Maintain and grow share within assigned accounts.
• Develop supplier and customer action plans.
• Build influential relationships at the highest organizational levels.
• Grow sales and profits within assigned territory using distribution, representative, and supplier knowledge.
• Interface with suppliers on demand creation progress.
• Build relationships with supplier representatives and managers.
• Develop relationships with marketing, product development, manufacturing, purchasing, and engineering personnel.
• Lead functional teams and projects and serve as a best-practice and quality resource.

Skills

Key Account Management

Solution-Based Selling

Sales Quota Achievement

Contract Negotiation

Data Proficiency

Tools

SFDC

Excel

PowerPoint

Job description

• Serve as the single point of contact for large, complex customers


• Establish strategic relationships with high-level decision makers


• Achieve sales quotas and develop processes ensuring mutual performance objectives are met


• Execute solution-based selling using Arrow’s supply chain solutions and design processes


• Increase sales and maximize margins through value-added, long-term solutions


• Plan, manage, and oversee RFQs within assigned customers


• Establish, communicate, address, and secure agreement on RFQ activities and strategies within Arrow guidelines


• Participate in reviewing and negotiating significant contracts


• Review customer requests and ensure contract amendments are carried out


• Coordinate information between Arrow and customer departments for contract renewal and negotiation


• Analyze Arrow’s and competitors’ market share in assigned territories


• Maintain and grow share within assigned accounts


• Develop supplier and customer action plans


• Build influential relationships at the highest organizational levels


• Grow sales and profits within assigned territory using distribution, representative, and supplier knowledge


• Interface with suppliers on demand creation progress


• Build relationships with supplier representatives and managers


• Develop relationships with marketing, product development, manufacturing, purchasing, and engineering personnel


• Lead functional teams and projects and serve as a best-practice and quality resource

Requirements

• 5 years of key account manager experience or general or field sales management experience in the electronic distribution industry


• Ability to build influential relationships with customers


• Experience working with distribution and complex major accounts


• Hunter mentality


• Proficiency with data, SFDC, Excel, and PowerPoint presentations required


• Excellent presentation skills are a must


• P&L experience preferred


• Previously managed a territory or accounts up to $125 million


• Must be eligible for an export license or be a U.S. Person under International Traffic in Arms Regulations


• Eligible U.S. Persons include U.S. citizens or nationals, lawful permanent residents, refugees, and asylees

Core Competencies

Demonstrates expertise in key account management and solution-based selling within the electronic distribution industry, with a strong focus on building influential relationships and achieving sales quotas. Proficient in data analysis and contract negotiation, ensuring alignment with organizational objectives.

Highest-signal resume keywords

• Key Account Management


• Solution-Based Selling


• Sales Quota Achievement


• Contract Negotiation


• Data Proficiency

ATS Optimization Keywords

Hard Skills

• Key Account Management


• Sales Management


• Data Analysis


• Contract Review


• P&L Management

Soft Skills

• Relationship Building


• Presentation Skills


• Influential Communication

Certifications & Qualifications

• Export License Eligibility

Industry Keywords

• Electronic Distribution


• RFQ Management


• Market Share Analysis


• Demand Creation


• Territory Management

Tools & Technologies

• SFDC


• Excel


• PowerPoint