Key Account Executive

Arrow Electronics; Santa Clara (CA); 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

HSA/HRA Options

Paid Time Off

Tuition Reimbursement

Growth Opportunities

Job summary

Arrow Electronics seeks a high‑energy Key Account Executive to act as the single point of contact for large, multi-location customers. You will lead strategic account plans, manage complex opportunities, and negotiate significant contracts to drive quota attainment and long-term value.

You will build executive relationships, coordinate with internal teams, and leverage Arrow’s supply chain solutions to grow revenue across strategic accounts.

Qualifications

• Minimum 12 years of related experience with a 4-year degree.
• 8 years with an advanced degree or equivalent.
• Expert in own area within the organization.
• Solves complex problems with broad perspective.
• Leads functional teams or projects.

Responsibilities

• SPOC for large Arrow customers; develop strategic relationships with top management.
• Manage accounts with strategic sales plan; meet quotas and objectives.
• Plan RFQ reviews and negotiate significant contracts; ensure renewals.
• Build relationships at senior management/exec level; coordinate with suppliers.
• Participate in sales compensation plans; meet OTE targets.

Skills

Strategic account management

Complex sales

Relationship building

Negotiation

Leadership

Education

Bachelor's degree

Advanced degree

Job description

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

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

$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.

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.