Key Account Executive

Position : * Key Account Executive *Job Description : * Principal Accountabilities A Key Accounts Manager is the single point of contact (SPOC) for large, multi-location, complex Arrow customers in the Systems Integration and Large Service Provider space.

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 in the Systems Integration and Large Service Provider space at the 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.Job Complexity Guides others in resolving complex issues in specialized area based on existing solutions and procedures Serves as an expert within own discipline Serves as a resource for best practices / quality on functional teams or projectsExperience / EducationDue to the strategic nature of this position, previous experience in managing large complex Systems Integrators and Service Providers is highly preferred but not mandatory.

Typically requires a minimum of 15-20 years of related experience with a 4 year degree; or 8 years and an advanced degree.

Annual Hiring Range / Hourly Rate : * $225,004.50 - $275,005.50Actual 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-CO-Colorado (Remote Employees) *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) (