Key Account Executive - Arrow Global Supply Chain Services

Arrow Electronics•Santa Clara, CA

14h•Remote

About The Position

Arrow Global Supply Chain Services offers a compelling suite of supply chain services to clients ultimately to optimize, bring back control, and streamline their flow of goods. Supply-Chain-as-a-Service is an entire suite of capabilities brought together and served to customers as a customized solution. Based on Arrow’s track record of managing the world’s largest electronics supply chain for 90 years, Arrow GSCS has built up a competency that is unparalleled. The Key Account Executive will lead account management and business development initiatives for some of the world’s largest companies. Reporting into the Global Sales Director, this person will grow profit and maximizes margins by selling value-added, long-term solutions, including the ability to “go wide” within complex organizations. The target accounts that this KAE will need to manage are the top 100 global companies. The individuals who are successful in this role have 15-20+ years of sales and leadership experience, along with many connections. They must be able to get to the decision-makers in the C-suite at these accounts, and then influence and negotiate. This is a global account management position

Requirements

Bachelor’s degree in Engineering, Business, Finance, Supply Chain, or equivalent with 10-12 years’ experience of Tier 1 and OEM Strategic Account Sales experience in semiconductor, logistics, software, supply chain services, or related industries developing complex and compelling solutions.
Demonstrated experience selling into Top 100 global companies is required.
A thorough knowledge of the electronic components distribution and global supply chain industries is required.
Strong existing relationships deep and wide inside the industry.
The ability to build and leverage relationships and identify key decision makers.
Expert consultative sales skills and the ability to convert leads into opportunities.
Ability to work with a team to develop a customized solution.
Deep, in-depth knowledge of Cloud/Hyperscaler, semiconductor, and consumer accounts and decision-making process are required.
Excellent verbal, written communication, and presentation skills, with demonstrated ability to develop and deliver engaging, complex proposals.
Ability to work cross-functionally in a fast-paced team environment, with excellent relationship and team building skills to develop a customized solution.
Must be able to travel to an Arrow office location as requested by Arrow leadership.
Ability to travel up to 30% required.

Responsibilities

Demonstrated ability to deliver compelling value-based proposals to C-level/senior management decision makers selling Arrow’s value proposition and vast capabilities.
Have an in-depth, comprehensive understanding of Arrow’s market share at the account, the top competitor’s market share in the account, and can identify the type of business each competitor is supporting and why.
Execute account strategies to meet or exceed annual and quarterly targets, along with major business objectives.
Establish funnel of opportunities both with the customer themselves and/or suppliers that are servicing this customer and looking for optimization of flow of goods. Articulate status of opportunities at all times, while also being able to identify size and scope of opportunities.
Have a thorough understanding of the client’s needs, client’s design and production partners, and the client’s decision-making hierarchy to proactively assess, clarify, and validate customer needs on an ongoing basis.
Lead a strategic account planning process that develops and manages mutual performance objectives, financial targets, and critical milestones.
Utilize relationships within distribution/Rep/supplier community to grow sales and profits within assigned account(s).
Build strong relationships with suppliers’ account managers, in orders to best service the OEM client(s).
Develop relationships with key personnel in sourcing, marketing, product development, manufacturing, purchasing, and engineering at the client(s) to uncover additional opportunities to service the client(s) and referenced suppliers.
Plan, manage and oversee all the RFQ’s including delivery of proposal to client(s).
Ensure that 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.
Direct cross-functional Arrow personnel; including sales support, operations, and management resources, to meet account objectives and client’s expectations.
Clearly articulate (and escalate real-time, as needed) client(s) needs and objectives, along with industry supply chain trends to Arrow leadership