Key Account Executive

Arrow Electronics, Inc.; New York (NY); Remote; USD 167,000 - 202,000; Full time

Benefits offered by this job

Medical, Dental, Vision Insurance

401k with matching contributions

Short-Term/Long-Term Disability

Health Savings Account (HSA) / Health

Health Reimbursement Account (HRA)

Paid Time Off

Tuition Reimbursement

Growth Opportunities

And more!

Job summary

Arrow Electronics is seeking a Key Account Executive to serve as SPOC for large, multi-location customers, driving strategic relationships with top management and achieving sales quotas. The role emphasizes strategic account planning, solutions selling, and coordinating internal resources to exceed account objectives.

You will manage RFQs, participate in contract negotiations, and build senior-level relationships while navigating Arrow’s supply chain solutions and value-driven offerings.

Qualifications

• Minimum of 12 years related experience with a 4 year degree; or 8 years with advanced degree.
• Expert in own area within the organization.
• Requires specialized depth and/or breadth of expertise.
• Interprets business issues and recommends solutions/best practices.
• Solves complex problems; takes a broad perspective to identify solutions.
• Works independently, with guidance in only the most complex situations.
• Leads functional teams or projects and serves as a best practice/quality resource.

Responsibilities

• Single point of contact for large Arrow customers; global or national scope.
• Create strategic relationships with top management and achieve sales quotas.
• Lead strategic account planning and solutions selling; manage RFQs and contracts.
• Develop influential relationships at senior levels and coordinate cross-functional teams.
• Contribute to compensation plans and strive for target incentives within Arrow guidelines.

Skills

Strategic account management

Solutions selling

Contract negotiations

Relationship building

RFQ management

Territory management

Top management relationships

Education

Bachelor's degree

Advanced degree

Job description

Position: Key Account Executive

Job Description

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.

What We Are Looking For

• Typically requires a minimum of 12 years of related experience with a 4 year degree; or 8 years and an advanced degree; or equivalent related experience.
• Is recognized as an expert in own area within the organization
• Requires specialized depth and/or breadth of expertise
• Interprets internal or external business issues and recommends solutions/best practices
• Solves complex problems; takes a broad perspective to identify solutions
• Works independently, with guidance in only the most complex situations
• Progression to this level is typically restricted on the basis of business requirement
• Identifies applications of functional knowledge and existing methodologies to complex problems
• Serves as an expert within own function
• Leads functional teams or projects and serves as a best practice/quality resource

Work Arrangement

Fully Remote: Must be able to travel to an Arrow office location as requested by Arrow leadership.

What’s In It For You

• 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!

Annual Hiring Range/Hourly Rate

$166,700.00 - $201,670.74 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-MA-Massachusetts (Remote Employees) 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

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)

All Arrow job postings are for existing job vacancies. 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.