Key Account Executive

Arrow Electronics; Plymouth (MI); Hybrid; USD 139,000 - 190,000; Full time

Benefits offered by this job

Medical Insurance

Dental Insurance

Vision Insurance

401k Program

Disability Insurance

HSA/HRA

Paid Time Off

Tuition Reimbursement

Growth Opportunities

Job summary

Arrow Electronics is seeking a Key Account Executive in Michigan to manage large, multi-location accounts and drive strategic selling programs. This SPOC role focuses on building senior-level relationships and delivering value-added solutions to complex customers.

You will lead account planning, negotiate contracts, and coordinate cross-functional teams to meet revenue targets. Travel up to 30% and a hybrid schedule are expected in this sales-focused position.

Qualifications

• 3-5 years of related experience including building influential customer relationships
• Creating selling opportunities within specified strategic customer accounts
• Experience with Aerospace and Defense customers strongly preferred
• Experience working with distribution in complex major accounts
• Hunter mentality and ability to travel up to 30%

Responsibilities

• Account Management: Develops strategic plans to create selling opportunities for large, multi-location Arrow customers.
• Quotations and Contract Negotiations: Manages RFQ processes and contract terms per Arrow guidelines.
• Reviews and negotiates significant contracts; assists with amendments to terms and conditions.
• Maintains market share knowledge and develops action plans with customers and suppliers.
• Leads cross-functional teams to meet account objectives and customer expectations.

Skills

Relationship building

Strategic selling

A&D experience

Distributor channel

Hunter mentality

CRM Salesforce

Excel

PowerPoint

Presentation skills

P&L experience

Travel up to 30%

Job description

Position:

Key Account Executive

Job Description:

Arrow’s Global Account 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.

What You Will Be Doing:

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

What We’re Looking For:

• 3-5 years of related experience including, but not limited to:
• Building influential customer relationships
• Creating selling opportunities within specified strategic customer accounts
• Experience with Aerospace and Defense customers strongly preferred
• Experience working with distribution in complex major accounts
• Hunter mentality
• Proficiency with data, SFDC, Excel, and PowerPoint required
• Excellent presentation skills are a must
• P&L experience preferred
• This position is a 70/30 split-the number posted includes the commission.
• Must be able to travel up to 30%

Work Arrangement:

This position will follow a hybrid schedule of 1 day per week in the office (Monday's) and the rest of the week visiting customers and suppliers.

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!

#LI-KO1

Annual Hiring Range/Hourly Rate:

$138,900.00 - $190,193.78

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-MI-Michigan (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) (https://cdn.phenompeople.com/CareerConnectResources/ARELUS/documents/EqualEmploymentOpportunityPolicy_UnitedStates_2024-1713302215740.pdf)

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.