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 Industrial & 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.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 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 $125+ million.
- Must be a US Citizen.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!Work Arrangement:
- Hybrid - 1 day in officeApply today!Annual Hiring Range/Hourly Rate:$134,900.00 - $185,432.28Actual 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-Downers Grove, Illinois (Butterfield Rd)Time Type:Full timeJob Category:SalesEEO 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)We anticipate this requisition will be open for a minimum of five days, though it may be open for a longer period of time. We encourage your prompt application. #J-18808-Ljbffr