Key Account Executive

Arrow Enterprise Computing Solutions; San Jose (CA); Hybrid; USD 152,000 - 220,000; Full time

Benefits offered by this job

Medical Insurance

Dental Insurance

Vision Insurance

401k with company match

Disability Insurance

HSA/HRA Options

Paid Time Off

Tuition Reimbursement

Growth Opportunities

Job summary

Arrow's Global Account Manager is the SPOC for large, multi-location Arrow customers. Serving as a Global or National Accounts Manager, this role creates selling opportunities within strategic accounts by building relationships with top management and by driving value‑added, long‑term solutions.

You'll lead a strategic account plan, coordinate across Arrow teams, manage RFQs and major contracts, travel up to 30%, and operate in a hybrid schedule with one day per week in the office.

Qualifications

• 3-5 years of related experience including building influential customer relationships.
• Experience with strategic account management in aerospace/defense and distribution in complex major accounts.
• Strong data analysis and proficiency with SFDC, Excel, PowerPoint.
• Hunter mentality with quota attainment.

Responsibilities

• Manage large, multi-location Arrow accounts with strategic sales plans.
• Lead strategic account planning with objectives, targets, milestones.
• Negotiate RFQs and significant contracts within Arrow guidelines.
• Coordinate cross-functional teams to meet account objectives and customer expectations.
• Maintain market share knowledge and monitor competitors at each account.

Skills

Relationship building

Strategic account sales

A&D experience

Channel/Distribution experience

Hunter mentality

Data tools (SFDC, Excel, PowerPoint)

Presentation skills

P&L experience

Tools

SFDC

Excel

PowerPoint

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 (Mondays) and the rest of the week meeting with customers and suppliers.

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!

#LI-KO1

Annual Hiring Range/Hourly Rate:

$151,600.00 - $220,224.40

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.