Job Description:

Requires a minimum of 12 years of related experience with a 4 year degree; or 8 years and an advanced degree; or equivalent related experience.

The Global Account Manager is responsible for the overall leadership (direct and matrixed reports), management, maintenance and expansion of global customer relationships.  This individual will be responsible for developing and executing the global account plan through executive and operational relationships within the customer organization. Accountable for working with Arrow business units to establish sales targets for the customer to meet company objectives, and will also be responsible for providing the leadership and coordination essential to maintaining a superior level of growth. Leverages Arrow’s full line of products and services, global expertise and organization to deliver solutions that address the customer’s needs and grow Arrow’s share of wallet. This individual will partner with leaders and teams within the organization to provide a unified approach across geographies and act as the leader for a unified campaign and sales motion.

Principal Accountabilities
● 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, 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 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.

Job Complexity
● Is recognized as an expert in own area within the organization
● Requires specialized depth and/or breadth of expertise
● Interprets internal or external business issues and recommends solutions/best practices
● Solves complex problems; takes a broad perspective to identify solutions
● Works independently, with guidance in only the most complex situations
● Progression to this level is typically restricted on the basis of business requirement
● Identifies applications of functional knowledge and existing methodologies to complex problems
● Serves as an expert within own function
● Leads functional teams or projects and serves as a best practice/quality resource

Experience / Education
Typically requires a minimum of 12 years of related experience with a 4 year degree; or 8 years and an advanced degree; or equivalent related experience.