Key Account Executive at Arrow Electronics

Downers Grove, Illinois, United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Electronics DistributionIndustries

Requirements

Thorough understanding of the customer’s needs and decision-making hierarchy to proactively assess, clarify, and validate customer needs on an ongoing basis
8-10 years of key account manager experience or general or field sales management experience in the electronic distribution industry
Ability to build influential relationships with customers
Experience with Aerospace and Defense customers strongly preferred
Experience working with distribution and complex major accounts
Hunter mentality
Proficiency with data, SFDC, Excel, and PowerPoint presentations required
Excellent presentation skills
P&L experience preferred
Has previously managed a territory or accounts up to $125 million
Willingness to follow hybrid work schedule (3 days in office, 2 days remote) if located in Downers Grove, Denver, or Peabody, or fully remote if in New York or Texas, with ability to travel to Arrow office as requested

Responsibilities

Serve as the single point of contact for large, complex customers
Create opportunities by establishing strategic relationships with high-level decision makers at various organizations
Achieve sales quotas set forth by Arrow
Develop processes that ensure mutual performance objectives are met
Execute solution-based selling through advanced knowledge of Arrow’s supply chain solutions and design processes
Increase sales and maximize margins by selling value-added, long-term solutions
Plan, manage, and oversee all RFQs signed off within assigned customers
Ensure all RFQ activities and strategies are well established, communicated, addressed, and agreed upon within Arrow guidelines, policies, and procedures
Directly participate in the review and negotiation of significant contracts
Assist in reviewing customer requests to ensure amendments to terms and conditions in contracts are carried out
Ensure all Arrow departments and customer departments have necessary information for seamless contract renewal/negotiation process
Have in-depth understanding of Arrow’s market share in each assigned territory and top competitors’ market share, including type of business supported and why
Consistently maintain and grow share within each assigned account
Take innovative and creative approach to supplier and customer action plans
Have expert understanding of the customer’s business at all levels and disciplines
Develop and build influential and strategic relationships at the highest level of organizations
Utilize distribution/rep/supplier knowledge to grow sales and profits within assigned territory
Interface with suppliers to update on demand creation progress through meetings and reviews
Build strong relationships with suppliers’ reps and managers to receive future product development and supply chain solution information
Develop relationships with key personnel in marketing, product development, manufacturing, purchasing, and engineering
Lead functional teams and projects and serve as best practice/quality resource

Skills

Key technologies and capabilities for this role

account managementsales quotascontract negotiationRFQ managementsolution sellingsupply chain solutionsstrategic relationshipsmarket share analysiscompetitor analysisvalue-added selling

Questions & Answers

Common questions about this position

What experience level is required for the Key Account Executive role?

The position requires 8-10 years of key account manager experience or general or field sales management experience in the electronic distribution industry.

Is experience with Aerospace and Defense customers preferred?

Yes, experience with Aerospace and Defense customers is strongly preferred.

What is the salary or compensation for this position?

This information is not specified in the job description.

Is this a remote position or does it require office work?

This information is not specified in the job description.

What skills make a strong candidate for this role?

Strong candidates have a thorough understanding of customer needs and decision-making hierarchies, the ability to build influential relationships, and expertise in quotations, contract negotiations, and strategic sales in the electronic distribution industry.

Arrow Electronics

Global provider of technology solutions and services

About Arrow Electronics

Arrow Electronics provides technology solutions that support innovation for technology manufacturers and service providers. The company develops and delivers high-tech solutions that improve business operations and everyday life. Its offerings include computing, power management, and Internet of Things (IoT) applications. Arrow collaborates with clients to create complex technology systems, such as smart battery ecosystems for electric motorbikes and wearable health monitoring devices for firefighters. Unlike many competitors, Arrow not only sells technology products but also offers consulting and engineering services to help clients design and implement customized systems. The goal of Arrow Electronics is to drive innovation and enhance efficiency and quality of life through its comprehensive technology solutions.

Englewood, ColoradoHeadquarters

1935Year Founded

IPOCompany Stage

Hardware, Enterprise Software, AI & Machine LearningIndustries

10,001+Employees

Risks

Increased competition in cloud services could impact Arrow's growth.

Rapid technological changes in IoT may challenge Arrow's innovation pace.

Supply chain vulnerabilities, especially in semiconductors, could disrupt product delivery.

Differentiation

Arrow Electronics offers comprehensive technology solutions across multiple industries.

The company collaborates with clients to engineer complex technology systems.

Arrow's business model includes consulting and engineering services for customized solutions.

Upsides

Growing demand for IoT security solutions presents expansion opportunities for Arrow.

Increased investment in smart city projects boosts demand for Arrow's integrated systems.

Rising interest in sustainable tech aligns with Arrow's electric motorbike technologies.

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