Key Account Executive

Arrow Electronics; Florida; Hybrid; USD 139,000 - 225,000; Full time

Benefits offered by this job

Medical, Dental, Vision Insurance

401k with matching

Short-Term/Long-Term Disability

HSA/HRA Options

Paid Time Off

Tuition Reimbursement

Growth Opportunities

Job summary

Arrow Electronics is seeking a high-energy Key Account Executive to manage large, complex customers, develop strategic relationships with senior decision-makers, and drive solution-based selling to increase margins. This role involves negotiating quotes, reviewing contracts, and coordinating across Arrow’s teams to meet revenue targets.

In a hybrid setup, you’ll be expected to travel up to 30% and maintain strong relationships, expand share in assigned territories, and lead cross-functional

Qualifications

• Thoroughly understand customer needs and decision-making hierarchy.
• 5+ years of key account or major sales management experience in electronics distribution.
• Ability to build influential relationships with customers across organizations.
• Experience working with distribution and complex major accounts.
• Hunter mentality and track record in growing share within accounts.

Responsibilities

• Quotations and contract negotiations: plan, manage, and oversee all RFQs for assigned customers.
• Ensure RFQ activities align with Arrow guidelines and are communicated across teams.
• Negotiate significant contracts and review customer requests for T&Cs amendments.
• Provide information to ensure seamless contract renewals and negotiations.
• Maintain knowledge of market share and competitor activity within assigned territories.

Skills

Key account management

Sales

SFDC

Excel

PowerPoint

Presentation skills

Negotiation

Travel readiness

Tools

Salesforce (SFDC)

Job description

Position:

Key Account Executive

Job Description:

Arrow's Key Account Executive is the single point of contact for large, complex customers. This position will create opportunities by establishing strategic relationships with high level decision makers at various organizations. This person will be responsible for achieving sales quotas set forth by Arrow and developing processes that ensure mutual performance objectives at met. This person will execute solution-based selling through advanced knowledge of Arrow's supply chain solutions and design processes. This person will be responsible for increasing sales and maximizing margins by selling value-added, long-term solutions.

What You'll Be Doing:

• 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.

• Have an in-depth, comprehensive understanding of Arrow's market share in each assigned territory as well as the top competitor's market share in that area; Ability to identify the type of business each competitor is supporting and why.

• Consistently maintain and grow share within each assigned account.

• Take an innovative and creative approach to supplier and customer action plans; Have an expert understanding of the customer’s business at all levels and disciplines of the organization.

• Develop and build influential and strategic relationships at the highest level of organizations

• Utilize distribution/rep/supplier knowledge to grow sales and profits within assigned territory. Interface with suppliers to update them on demand creation progress through meetings and 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

• Leads functional teams and projects and serves as best practice/quality resource.

What We Are Looking For:

• Has a thorough understanding of the customer's needs and the customer's decision-making hierarchy to proactively assess, clarify, and validate customer needs on an ongoing basis

• 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

• Has previously managed a territory or accounts up to $125 million

• This position is a 70/30 split-the number posted includes the commission.

• Must be able to travel at least 30%

Work Arrangement:

You will follow a hybrid work schedule of 3 days per week in office and 2 days per week remote.

What's In It For You:

At Arrow, we recognize that financial rewards and great benefits are important aspects of an ideal job. That's why we offer competitive financial compensation, including various compensation plans and a solid benefits package.

• 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

• And more!

This role will perform work covered by International Traffic in Arms Regulations. Viable candidates for this position must be eligible for an export license or be a U.S. Person (which includes but is not limited to U.S. citizens or nationals, lawful permanent residents, refugees, and asylees).

#LI-KO1

Annual Hiring Range/Hourly Rate:

$138,900.00 - $225,229.49

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-IL-Downers Grove, Illinois (Butterfield Rd)

Remote work employees may be required to be present at the closest designated Arrow office for work-related purposes, at the Company’s request and sole discretion.

Time Type:

Full time

Job Category:

Sales

All Arrow job postings are for existing job vacancies.

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) (https://arrowelectronic.navexone.com/content/docview/?docid=516&app=pt&source=unspecified&public=true)

Arrow Electronics, Inc.'s policy is to provide equal employment opportunities to all qualified employees and applicants without regard to race, color, religion, age, sex, marital status, gender identity or expression, sexual orientation, national origin, disability, citizenship, veran status, genetic information, or any other characteristics protected by applicable state, federal or local laws. Our policy of equal employment opportunity and affirmative action applies to all employment decisions personnel policies and practices, or programs.

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.