Arrow Components

Business Development Director

Arrow Components

full-time

Posted on:

Location Type: Remote

Location: Germany

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Job Level

Lead

Tech Stack

Cloud

About the role

  • Act as a single point of contact and create selling opportunities within targeted critical, large, multi-location, complex, and high visibility to Arrow customers through a very strategic sales plan and process.
  • Discover and execute opportunities for sales of Arrow’s Global Supply Chain Solutions to large enterprise accounts.
  • 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 profit ably 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 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 order to best service the OEM client(s).
  • Develop relationships with key personnel in operations, finance, and supply chain at targeted accounts.
  • Plan, manage and oversee all the RFQs 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 in 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.

Requirements

  • Bachelor's degree in engineering , Business, Finance, Supply Chain, or equivalent with 10-12 years of success B2B solution selling to the largest European OEM Strategic Account
  • Proven ability to be able to build networks with energy and professionalism.
  • Most important areas are semiconductors, logistics , software, supply chain services, or related industries developing complex and compelling solutions.
  • A 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, computer , and consumer accounts and decision-making processes are required .
  • 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%
Benefits
  • Please note that the total rewards offering , including benefits, is country-specific and will be aligned to local market practices and statutory requirements . The Talent Acquisition team will share further details on the applicable benefits package during the interview process.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
B2B solution sellingconsultative salesproposal developmentcontract negotiationaccount planningsupply chain optimizationRFQ managementmarket analysisfinancial target managementrelationship management
Soft Skills
communication skillspresentation skillsteam buildingnetworkingrelationship buildingstrategic thinkingproblem-solvingleadershipcollaborationprofessionalism
Certifications
Bachelor's degree in engineeringBachelor's degree in BusinessBachelor's degree in FinanceBachelor's degree in Supply Chain