? Primary responsibility is to lead demand creation efforts by leveraging technology leaderships, building influential relationships with customers, suppliers and Arrow partners. Understand customer requirements, and propose appropriate engineering and business solutions. Key areas of responsibility are:
? Demand Creation and Relationship Management: Focused on technical needs of complex, emerging, or underpenetrated prospects. Has a fundamental understanding of all of Arrow’s solutions and is able to match those solutions to customer business needs. Will drive/create new opportunities and product selection within their accounts, and create demand activity using other technical resources as needed. Drive supplier and customer engineering relationships at multiple levels. Utilize distribution/rep/supplier knowledge to grow market share and sales. Build strong relationships with suppliers and their reps.
? Opportunity Management: Initiate and schedule regular visits to the customer facility selling Arrow's franchised lines and services. Create selling opportunities through a planned discovery process. Gain solid understanding of customer's needs and how to translate those needs to Arrow requirements or opportunities. Executes on solution selling through a working knowledge of Arrow’s supply chain solutions and design processes. Grow profit and maximize margins by selling value-added, long-term solutions, with emphasis on demand creation and engineering.
? Relationships: Staying current on product knowledge and/or gaining technical certifications. Attend supplier training events to keep up-to-date on product line. Maintains supplier databases and keeps design registration information accurate. Stay updated on current related technologies in customer base, and attend training as needed. Drive relationships internally and externally, and leverage these to achieve expected results.
? Guides others in resolving complex issues in specialized area based on existing solutions and procedures
? Serves as an expert within own discipline
? Serves as a resource for best practices/quality on functional teams or projects
? Trains/mentors junior staff
Experience / Education
Typically requires a minimum of 10 years of related experience with a 4 year BSEE degree (or similar); or 8years and an advanced degree; or equivalent experience.