Business Development Director - Arrow Global Supply Chain Services at Arrow Electronics, Inc.

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Position
Business Development Director - Arrow Global Supply Chain Services

Job Description
Arrow Global Supply Chain Services offers a compelling suite of supply chain services to clients ultimately to optimize, bring back control, and streamline their flow of goods. Supply-Chain-as-a-Service is an entire suite of capabilities brought together and served to customers as a customized solution. Because Arrow has managed the world’s largest electronics supply chain for 85 years, Arrow GSCS has built up a competency that is unparalleled.

The Business Development Director will lead account management and business development initiatives for some of the world’s largest electronic OEM and Supplier companies across key industries, such as; Cloud Computing, Server OEM, Semiconductor and Healthcare. Reporting into the Director of Sales, Americas, this person will grow profit and maximizes margins by selling value-added, long-term solutions, including the ability to “go wide” within complex organizations.

What You’ll Be Doing
• Establish funnel of opportunities both with the customer themselves and/or suppliers that are servicing this customer and looking for optimization of flow of goods. Candidate needs to be able to articulate status of opportunities at all times, while also being able to identify size and scope of opportunities
• Have a thorough understanding of the client’s needs, client’s design and production partners, and the client’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.
• Grow profitably by selling value-added, long-term solutions, including the ability to “go wide” and sell high within the client’s organization.
• Direct cross-functional Arrow personnel; including sales support, operations, and management resources, to meet account objectives and client’s (whether OEM customer or supplier as client) expectations.
• Demonstrated ability to 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 distribution/Rep/supplier community to grow sales and profits within assigned account(s).
• Build strong relationships with suppliers’ account managers, in orders to best service the OEM client(s).
• Develop relationships with key personnel in sourcing, marketing, product development, manufacturing, purchasing, and engineering at the client(s) to uncover additional opportunities to service the client(s) and referenced suppliers.
• Plan, manage and oversee all the RFQ’s including delivery of proposal to client(s).
• 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 at the account, the top competitor’s market share in the account, and can identify the type of business each competitor is supporting and why.
• Execute account strategies to meet or exceed annual and quarterly targets, along with major business objectives.
• Clearly articulate (and escalate real-time, as needed) client(s) needs and objectives, along with industry supply chain trends to Arrow leadership

What We Are Looking For
• Bachelor’s degree in Engineering, Business, Finance, Supply Chain, or equivalents 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.
• Demonstrated experience selling into Top 100 global companies is required.
• 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.
• Excellent verbal, written communication, and presentation skills, with demonstrated ability to develop and deliver engagin

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