? Define critical markets and new customers in the assigned sales territory, plan strategy and develop all key relationships to ensure strong foundation for solution selling. Maintain and promote relationships with customer contacts who may be determining design opportunities and deal with existing business challenges. Ensure customer satisfaction as it pertains to supply chain management and other value added services. Requires experience interacting with vendors and customers in a technical and engineering environment. Extensive understanding of pricing programs and models within the electronics industry.
? Must be able to prepare comprehensive internal quarterly business reviews (iQBR), presenting strategic plans and implementation steps to grow sales, demand creation and improve customer service. Ability to lead regular QBRs with major customers that unlock additional sales opportunities.
? Experience creating demand for Arrow products and services. Ability to work with engineers and designers to specify, select and resolve electronic board designs with Arrow franchised suppliers.
? Must be able to promote and sell the value add, supply chain, and full life cycle programs offered by Arrow. Requires proficiency in sales tracking systems, SalesForce.com, Oracle Establish and build relationships with key suppliers.
? Drive Sales growth through new customer acquisition and rebuilding of underpenetrated and neglected relationships. Responsible to both build and maintain influential customer and supplier business relationships.
? Act strategically to identify and target emerging areas for high growth, profit, and differentiation (e.g., fast growing, small to mid-size businesses) through knowledge of the market, territory, and relationships with suppliers and customers. Responsible for identifying issues related to the emerging customer and market needs and generating leads and follows-ups obtained through suppliers and Arrow internal sources. Through evaluation of qualified leads and analysis prioritizes high-return opportunities to solve customer problems and create demand for Arrow’s full range of solutions, products, and services.
? Responsible for Sales Generation through driving and creating new opportunities and product selection within their territory using their solid understanding of all of Arrow’s solutions and matching those solutions to customer business needs. Grows profits and maximizes margins by solving the customer’s business problems with value-added Arrow solutions. Coordinates global transactions locally and across regions to maximize business capture rates. Develop strategic customer sales/marketing plans.
? Build and maintain influential customer and supplier business relationships by staying abreast of current and future industry and competitor’s products, trends, technology and information. Develops and builds relationships with decision making management and C-level/executive level to proactively forecast future demands and provide solutions.
? Has limited discretion to vary from established procedures
? Works under general supervision
? Beginning to solve some straightforward problems
? Has limited work experience involving basic concepts and procedures but requires formal training in theories/concepts in own function
Demand Creation: Drive rapid sales growth within an assigned territory. Acts strategically to identify and target emerging areas for high growth, profit and differentiation (e.g. vertical, cross-sell, technical expertise, professional services, etc.).
Sales Generation: Proactively identifies opportunities within assigned territory, to help partners deliver the best solutions to their customers. Leverages Arrow’s full range of solutions, products and services, along with expertise from the supplier-focused teams. Grows profits and optimizes margins through relationship- and solution-selling, while maximizing quarterly quota achievement. Negotiates skillfully in tough situations and win concessions while maintaining excellent partnerships.
Relationships: Develops and builds solid relationships with key influences and decision makers – a trusted advisor. Also, develops and maintains broad, influential relationships with Arrow colleagues and suppliers. Must have the ability to profile, influence, persuade, negotiate, manage and close deals (transactions and share-of-wallet) within assigned territory.
Forecasting: Build and maintain an accurate forecast of open opportunities. Have ability to speak intelligently about any transaction in the territory.
Experience / Education
Typically requires a 4 yeardegree and 2–4 years of related experience; or an advanced degree without experience; or equivalent work experience.