profit and maximizes margins by selling value-added, long-term solutions, including the ability to "go wide" within complex organizations.
What You Will Be Doing:
Discover and execute on opportunities for sales of Arrow's Global Supply Chain Solutions to large enterprise accounts.
Manage a territory of accounts approximately greater than $125 million.
Establish funnel of opportunities, being able to articulate status of opportunities at all times, while also being able to identify size and scope of opportunities.
Maintain a thorough understanding of the customer's needs, customer's design and production partners, and the customer'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.
Direct cross-functional of Arrow personnel; including sales support, service, and management resources, to meet account objectives and customers' expectations.
Deliver compelling value-based proposals to C-level/senior management decision makers selling Arrow's value proposition and vast capabilities in global supply chain services.
Utilize relationships within the distribution/rep/supplier community to grow sales and profits within target customers.
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 operations, finance, and supply chain at targeted accounts.
Utilize Arrow's key leadership when working with key customers and suppliers to expand selling process and develop critical relationships.
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 participate in the review and negotiation of significant contracts.
Have 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.
Take 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.
Execute account and territory strategies to meet or exceed annual and quarterly targets, along with major business objectives.
Clearly articulate (and escalate real-time, as needed) customer needs and objectives, along with industry supply chain trends to Arrow leadership.
What we are looking for:
Bachelor's degree in engineering, business, supply chain, finance, marketing, or related field, 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.
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 multi-national cloud, compute, and consumer accounts and decision-making process are required.
Must have proven strategic selling successful experience managing complex multi-national accounts with US, APAC, EMEA locations (OEM and/or ODM/EMS locations).
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.
Ability to travel up to 30%.
What's In It For You:
At Arrow, we are driving innovation and choice by offering employees a variety of benefits designed to keep you and your family physically and financially healthy. Not only do we offer a competitive salary and work-life balance, we offer benefits to match your needs:
Medical, Dental, Vision Insurance
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
Annual Hiring Range/Hourly Rate:
$175,https://100.00 - $240,https://433.38
Actual 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.
US-CO-Colorado (Remote Employees)
Remote work employees may be required to be present at the closest designated Arrow office for work-related purposes, at the Company's request and sole discretion.
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)