Key Account Manager

• 28 octobre 2026
• 100%
• Indefinite duration
• Fully

Join Arrow as a Key Account Executive, a key position within the sales team. Enjoy a collaborative environment with competitive benefits.

Tasks ##

• Manage complex and strategic customer accounts with a sales plan.
• Negotiate contracts while ensuring seamless renewal.
• Develop strong relationships with management and key partners.

Skills ##

• Minimum of 12 years of experience or 8 years with an advanced degree.
• Expertise in account management and complex sales.
• Ability to solve complex problems and work autonomously.

Position :

Key Account Manager

Job Description :

What you will do

• A Key Account Manager is the single point of contact (SPOC) for important, multi-site, and complex Arrow customers. As a Global or National Account Manager, this position creates sales opportunities within specified strategic customer accounts by establishing strategic relationships with senior management. Responsible for achieving sales quotas and objectives assigned to strategic accounts.
• Account Management: Creates sales opportunities within critical, important, multi-site, complex, and high-visibility customers assigned to Arrow via a highly strategic sales plan and process. Possesses a deep understanding of customer needs and the customer's decision-making hierarchy in order to proactively, continuously assess, clarify, and validate customer needs. Leads a strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones. Executes solution selling through advanced knowledge of Arrow's supply chain solutions and design processes. Increases profit and maximizes margins by selling value-added and long-term solutions. Coordinates the involvement of Arrow personnel, including sales support, service, and management resources, to meet account objectives and customer expectations. Typically manages an account territory of up to 125 million dollars.
• Quotes and contractual negotiations: Plans, manages, and oversees all validated requests for quotation (RFQ) within assigned customers. Ensures that all RFQ activities and strategies are well established, communicated, processed, and approved in accordance with Arrow's guidelines, policies, and procedures. Participates directly in the review and negotiation of important contracts. Helps review customer requests to ensure that modifications to contract terms and conditions are made. Ensures that all Arrow and customer departments have the necessary information to ensure a smooth contract renewal/negotiation process. Possesses a deep and comprehensive understanding of Arrow's market share in each assigned account, the market share of key competitors in those accounts, and can identify the type of business supported by each competitor and why. Constantly maintains a dominant market position in each assigned account. Adopts an innovative and creative approach to supplier and customer action plans and possesses expert understanding of customer business at all levels and disciplines of the organization.
• Relationships: Develops and builds influential and strategic relationships at the decision-maker manager level, with the goal of building relationships at the senior management and executive/C-level. Uses knowledge of distribution/representatives/suppliers to increase sales and profits within assigned customers. Interacts with suppliers to keep them informed of the progress of demand creation via meetings or reviews. Establishes strong relationships with supplier representatives and managers, leveraging these relationships to receive future information on product development and supply chain solutions. Develops relationships with key personnel in marketing, product development, manufacturing, purchasing, and engineering at customers. Uses key Arrow direction with key customers and suppliers.
• This job profile requires assignment to and participation in a sales compensation plan. A portion of the total target compensation (OTE) will be variable and tied to specific sales-related objectives defined by Arrow.

What we are looking for

• Generally requires a minimum of 12 years of relevant experience with a 4-year degree; or 8 years and an advanced degree; or equivalent experience.
• Recognized as an expert in their field within the organization
• Requires deep and/or broad specialized expertise
• Interprets internal or external business issues and recommends solutions/best practices
• Solves complex problems; adopts a broad perspective to identify solutions
• Works autonomously, with guidance only in the most complex situations
• Progression to this level is generally restricted based on business needs
• Identifies applications of existing functional knowledge and methodologies to complex problems
• Acts as an expert in their function
• Leads functional teams or projects and serves as a resource for best practices/quality

Work organization: Fully remote: Must be able to travel to an Arrow office upon request from Arrow management.

What we offer you :

At Arrow, we recognize that financial rewards and excellent benefits are aspects of im