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Position:Key Account ExecutiveJob Description:
Arrow Electronics is a Fortune 500 company that guides innovation forward for over 175,000 of the world's leading manufacturers of technology used in homes, business, and daily life. A global provider of products, services, and solutions, Arrow aggregates electronic components and enterprise computing solutions for customers and suppliers in industrial and commercial markets. As a global company, headquartered in Centennial, CO, we employ close to 20,000 associates and operate in 90 countries, supporting a marketplace for buyers and sellers as the #1 provider of components and distribution in the world.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, 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. Gross profit and maximizes margins by selling value-added, long-term solutions. Coordinates the involvement of Arrow personnel; including sales support, service, and management resources, 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.
- 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 projects
- Experience working with multi billion dollars solution providers
- Financial acumen and contract management experience preferred
- Typically requires a minimum of 10 years of related experience with a 4 year degree; or 8 years and an advanced degree; or equivalent experience.
- Medical, Dental, Vision Insurance
- 401k, With Matching Contributions
- Paid Time Off
- Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options
- Growth Opportunities
- Short-Term/Long-Term Disability Insurance
- Discounted RTD Passes, with convenient office location off RTD Light Rail (Dry Creek Exit)
- On-site Café with Catering Option for Busy Lifestyles (availability subject to COVID-19 office guidelines)
- 24/7/365 On-site Gym and Lockers, Free for Use to All Employees! (availability subject to COVID-19 office guidelines)
- Bike Racks
- And more!