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Arrow Electronics

Key Account Executive

Columbia, MD

Position:

Key Account Executive

Job Description:

Key Account Executive

Arrow's Key Account Manager is the single point of contact (SPOC) for large, complex customers. Serving as a Key Account Executive, this position creates selling opportunities within strategic Aerospace and Defense customer accounts by creating strategic relationships with top management. Responsible for achieving sales quota and assigned strategic account objectives. In this role as a Key Account Executive, you will sell within a very strategic sales plan and process. Leads a strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones. Executes solutions selling through advanced knowledge of Arrow's supply chain solutions and design processes. Responsible to grow profit and maximizing margins by selling value-added, long-term solutions.

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What You'll Be Doing:

  • 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 and 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 an expert understanding of the customer's business at all levels and disciplines of the organization.
  • Develop and build influential and strategic relationships at the management decision-making level, with the 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.

We're Looking For:

  • 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.
  • 8-10 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 -added.
  • Typically, has previously managed a territory of accounts up to $125 million.
  • Must be a US Citizen.

What's In It For You:

At Arrow, we are driving innovation and choice by offering employees a variety of benefits designed to keep you and your family physically and financially healthy.

Not only do we offer a competitive salary and work-life balance, but we also offer benefits to match your needs:

  • Medical, Dental, and Vision Insurance
  • 401k, With Matching Contributions
  • Paid Time Off
  • Tuition Reimbursement
  • Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options
  • Growth Opportunities
  • Short-Term/Long-Term Disability Insurance

Annual Hiring Range/Hourly Rate:

$138,800.00 - $229,433.16

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-IL-Chicago, Illinois (Spring Lake 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)

Client-provided location(s): Columbia, MD, USA; Peabody, MA, USA; Itasca, IL, USA; Arlington, TX, USA
Job ID: Arrow_Electronics-R212881
Employment Type: Other

Perks and Benefits

  • Health and Wellness

    • Health Insurance
    • Health Reimbursement Account
    • Dental Insurance
    • Vision Insurance
    • Life Insurance
    • Short-Term Disability
    • Long-Term Disability
    • FSA
    • FSA With Employer Contribution
    • HSA
    • HSA With Employer Contribution
    • Fitness Subsidies
    • On-Site Gym
  • Work Flexibility

    • Flexible Work Hours
    • Remote Work Opportunities
  • Office Life and Perks

    • Casual Dress
    • Snacks
    • Company Outings
  • Vacation and Time Off

    • Paid Vacation
    • Unlimited Paid Time Off
    • Paid Holidays
    • Personal/Sick Days
    • Sabbatical
    • Leave of Absence
  • Financial and Retirement

    • 401(K)
    • 401(K) With Company Matching
  • Diversity and Inclusion

    • Diversity, Equity, and Inclusion Program

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