Key Account Executive

Arrow Electronics; San Jose (CA); Hybrid; USD 152,000 - 220,000; 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 seeks a highly capable Global/ National Accounts Manager to serve as the single point of contact for top customers. You will drive strategic selling, manage RFQs and complex contracts, and build executive-level relationships across diversified accounts in a hybrid work setting.

You will leverage Arrow’s supply chain solutions, design processes, and cross-functional resources to grow profits and maximize margins while meeting annual quotas and geographic coverage requirements.

Qualifications

• 3–5 years of related experience with strategic accounts and complex multi-location customers.
• Experience with Aerospace and Defense customers strongly preferred.
• Experience working with distribution in complex major accounts.
• Hunter mentality with ability to create selling opportunities and drive revenue.
• Proficiency with data, SFDC, Excel, and PowerPoint; excellent presentation skills.

Responsibilities

• Owns account management for large, multi-location Arrow customers and develops strategic plans to meet objectives.
• Leads RFQ management, contract negotiations, and renewal processes across assigned accounts.
• Builds senior-level relationships with executives and key decision-makers.
• Coordinates cross-functional resources to ensure customer satisfaction and maximize margins.
• Maintains knowledge of market share and competition within each account; drives long-term partnerships.

Skills

Relationship building

Strategic account mgmt

A&D experience

Distribution experience

Hunter mentality

Data proficiency

SFDC

Excel

PowerPoint

Presentation skills

P&L experience

Travel up to 30%

Tools

SFDC

Excel

PowerPoint

Job description

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.

Position

Key Account Executive

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. Utilise 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

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!

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.

Location

US-CA-San Jose, California (Metro Dr)

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.

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.