Arrow Components

Application Engineer

• Responsible for utilizing an advanced understanding of the customer needs and technical leadership expertise to champion return on engineering investment.
• Participate as technical lead on large, complex customer engagements involving broad, system solutions and identify and drive demand creation by maximizing Arrow content on designs.
• Partner with the sales team across pre-and post-sales activities, providing advanced technical support and consulting to promote demand creation.
• Champion return on engineering investment, design win priorities, initiatives, and promotions by obtaining buy-in and support from sales.
• Provide technical leadership to the branch, customers, and suppliers shaping strategy and guiding technical direction/priorities.
• Demonstrate an advanced understanding of the strengths and weaknesses of supplier technologies and how those technologies relate to market needs, including vertical segmentation.
• Position Arrow’s differential value proposition, supplier technologies, as well as, competitor technologies.
• Possess a complete knowledge of products and full knowledge of entire scope of assigned lines.
• Has sound product knowledge of Arrow's line card.
• Attend supplier trainings.
• Manage supplier and customer expectations by building and developing relationships with senior level decision makers, keeping stakeholders up-to-date on activities, plans, and progressing towards initiatives.
• Deepen and broaden connections with key decision makers within suppliers and customers.
• Attend and actively participate in strategic branch meetings and QBR.
• Use ROI concepts for making strategic business plans and decisions.
• Develop and drive strategic technical plans by supplier line or customer solutions.
• Successfully create, organize and conduct engineering customer events or conference or engineering training.
• Support design services initiatives.

Field Application Engineer

Manager

• Responsible for the day-to-day sales support and customer service activities for assigned accounts, territory, or product(s).
• Focuses on growing and developing new business; proactively calls and engages partners to grow sales for assigned accounts and rebuilding of underpenetrated and neglected relationships with Arrow customers.
• This position will call on customers; provide product information, and follow-up on quotes to close business for Arrow.
• Identifies, enables and develops high-potential and non-repeat partners.
• Determines and understands customers’ requirements for Arrow product offerings and services.
• Translates products and promotions into benefits for a customer.
• Provides alternative products and solutions.
• Serves as a liaison between Arrow’s internal resources (field sales, engineering, supplier marketing, manufacturing facilities, purchasing and other corporate departments), vendor resources and customers.
• Demonstrates a proactive approach and sense of urgency on our customers’ behalf, anticipates our customers’ requirements and communicates efforts in a timely and effective manner.
• Drives sales growth through new customer rebuilding of underpenetrated and neglected relationships.
• Generates leads and follows-up on leads obtained through suppliers and Arrow internal sources.
• Qualifies prospects, analyzes sales potential, and then prioritizes high-return opportunities for further attention/investment.
• Leverages Arrow and vendor programs and promotions to progress a transaction through the sales cycle.
• Manages vendor special pricing programs including; submissions for pricing request and any data or program dependencies, tracking requests for approval, logging of all submissions and results, and notification to the customers of any outstanding or expiring requests.

Activation Channel Manager

Account Executive

• Defining critical markets and new customers in the assigned sales territory, planning strategy, and developing all key relationships to ensure strong foundation for solution selling.
• Maintaining and promoting relationships with customer contacts who may be determining design opportunities and deal with existing business challenges.
• Ensuring customer satisfaction as it pertains to supply chain management and other value-added services.

Field Sales Representative

• Managing the overall account relationship by providing strategic service and support to assigned customer base.
• Maximize margins, gain market share, and drive value added solution selling.
• Working with internal and external resources, provide customer service, often facilitating work of others in quoting, fulfilling demand, ensuring on-time delivery of orders, providing engineering support, and troubleshooting other customer problems.
• Functioning as key liaison between suppliers and customers to build and establish long-term business partnerships for Arrow.
• Responsible for Sales Excellence through the development and management of customer strategy in assigned account territory.
• Sell and drive Solutions Selling within the approved account level strategy.
• Requires knowledge of competitive landscape in the market and the ability to make sales decisions based on that information.
• Responsible for on-going Sales Support activities for the Order to Invoice process.
• Owns the customer interface for backend Quality processes: corrective actions, Field Quality Reports.
• Owns and Maintains Perfect Order Index (POI) and Inventory integrity to minimize write offs/bill backs.
• Owns the customer interface for important Credit and Financial Information as well as coordination of all available resources and support functions.
• As owner of the overall customer Quote to Order sales objectives, set strategy for the quote process, coordinate resources and processing of customer quotations (Quote Center, Quote Cover Sheet, PM Views, Management, FSR, Suppliers, Value Add, and SSG), validate EOL and item class change (NCNR), negotiate pricing and Quote mark up (owns strategy and application) and notify customer of all/any price increases.

Inside Sales Representative

Artificial Intelligence

• Build influential relationships with key decision makers at assigned suppliers
• Grow sales and market share in respective technologies through various programs and marketing communications activities
• Act as liaison between field selling groups and Corporate to resolve questions/issues regarding products and/or suppliers
• Provide guidance to the field on large opportunities
• Develop and execute strategies to grow sales/market share with suppliers and/or technologies
• Implement ease of doing business initiatives with suppliers
• Negotiate and drive bonus agreements, demand creation programs, new product introductions, and network reduction
• Responsible for developing, managing, and creating the relationship between the organization and suppliers, customers and/or vendors

Data/AI Practice Leader

Sales

• Processes quotes and order preparation for specified customers and works with centralized PM’s for Quote and Debit information.
• Works to ensure that Arrow is awarded full margin from suppliers for fieldwork done.
• Thorough knowledge and accountability of supply chain engagements such as: e-Compass (My Arrow), Consignments, CARES (Customer Automated Replenishment System) required.
• Coordinate resources and processing of customer quotations (Quote Center, Quote Cover Sheet, PM Views, Management, FSR, Suppliers, Value Add, and SSG).
• Negotiate pricing (non-contract only), provide quote markup (owns strategy and application of cost-plus markup) and notify customer of related price increases.
• Work with appropriate supplier contacts and internal departments to solve pre-sales and post-sales problems.
• Ensures execution and manages the demand creation activity, applicable contracts, value added programs, returns, invoicing, credit, shipping issues, etc.
• Handles local expediting and assists global opportunities through local escalation.
• Provide proactive notification to customer of changes to delivery status, conduct bond reviews with customer (Shortages & Turns), manage SMI (Slow Moving Inventory) and NCNR (Non-Cancellable, Non-Returnable) customer conversations.
• Own Hard & Planned Order management, PCN (Product Change Notification) Coordination and deliver and maintain the POI (Perfect Order Index). This is comprised of OTD (On-Time Delivery) and E2E (End-to-End Order Quality).
• Support sales team with direct customer contact for Order to Invoice process within Planned Demand.
• Liaison between sales team and Infosys to perform root cause analysis and provide more complex problem solving.
• Manage the interface on e-Compass reports with Infosys, drive closure by managing exceptions (Dropped Part, New Part), manage customer Forecast Response reports after Infosys has taken action and drive closure by managing exceptions.
• Support e-Compass engagements and manage bond requests, identifying unit turn rates that are outside of branch goals and make adjustments to ensure unit turn rates are met.
• Coordinate the contract refresh clause and manual inventory sweep process from IPS (In-Plant Store) or consignment back to PDC (Primary Distribution Center).
• Attend/lead the customer shortage calls and set internal action plan and communicate to appropriate account team members.

Customer Sales Specialist

• 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
• Requires comprehensive ability to develop strategic plans for all assigned accounts, sell and market full set of Arrow offerings incorporating in-depth knowledge of Arrow’s key supplier lines
• 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
• 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

Field Sales Representative – II

• Responsible for the day-to-day sales activities, quoting, order entry, sales support and customer service tasks for large Aerospace and Defense customer.
• Maintains efficiencies in corporate operational processes and procedures.
• Serves as a liaison between Arrow’s internal resources (field sales, engineering, supplier marketing, manufacturing facilities, purchasing and other corporate departments), suppliers, and customers.
• Processes quotes and order preparation for specified customers and works with centralized PM’s for Quote and Debit information.
• Works to ensure that Arrow is awarded full margin from suppliers for fieldwork done.
• Thorough knowledge and accountability of supply chain engagements such as: e-Compass (My Arrow), Consignments, CARES (Customer Automated Replenishment System) required.
• Coordinate resources and processing of customer quotations (Quote Center, Quote Cover Sheet, PM Views, Management, FSR, Suppliers, Value Add, and SSG).
• Negotiate pricing (non-contract only), provide quote markup (owns strategy and application of cost-plus markup) and notify customer of related price increases.
• Work with appropriate supplier contacts and internal departments to solve pre-sales and post-sales problems.
• Ensures execution and manages the demand creation activity, applicable contracts, value added programs, returns, invoicing, credit, shipping issues, etc.
• Handles local expediting and assists global opportunities through local escalation.
• Provide proactive notification to customer of changes to delivery status, conduct bond reviews with customer (Shortages & Turns), manage SMI (Slow Moving Inventory) and NCNR (Non-Cancellable, Non-Returnable) customer conversations, own Hard & Planned Order management, PCN (Product Change Notification) Coordination and deliver and maintain the POI (Perfect Order Index). This is comprised of OTD (On-Time Delivery) and E2E (End-to-End Order Quality).
• Support sales team with direct customer contact for Order to Invoice process within Planned Demand.
• Liaison between sales team and Infosys to perform root cause analysis and provide more complex problem solving.
• Manage the interface on e-Compass reports with Infosys, drive closure by managing exceptions (Dropped Part, New Part), manage customer Forecast Response reports after Infosys has taken action and drive closure by managing exceptions.
• Support e-Compass engagements and manage bond requests, identifying unit turn rates that are outside of branch goals and make adjustments to ensure unit turn rates are met.
• Coordinate the contract refresh clause and manual inventory sweep process from IPS (In-Plant Store) or consignment back to PDC (Primary Distribution Center).
• Attend/lead the customer shortage calls and set internal action plan and communicate to appropriate account team members.

Customer Sales Specialist II

• Managing the overall account relationship by providing strategic service and support to the assigned customer base
• Maximize margins, gain market share, and drive value-added solution selling
• Working with internal and external resources, providing customer service, often facilitating the work of others in quoting, fulfilling demand, ensuring on-time delivery of orders, providing engineering support, and troubleshooting other customer problems
• Functioning as a key liaison between suppliers and customers to build and establish long-term business partnerships for Arrow
• Responsible for Sales Excellence through developing and managing customer strategy in assigned account territory
• Sell and drive Solutions Selling within the approved account level strategy
• Requires knowledge of the competitive landscape in the market and the ability to make sales decisions based on that information
• Responsible for ongoing Sales Support activities for the order-to-invoice process
• Owns the customer interface for backend Quality processes: corrective actions and field Quality Reports
• Owns and Maintains Perfect Order Index (POI) and Inventory integrity to minimize write-offs/billbacks
• Owns the customer interface for important Credit and Financial Information and coordinates all available resources and support functions
• As the owner of the overall customer Quote to Order sales objectives, set strategy for the quote process, coordinate resources and processing of customer quotations (Quote Center, Quote Cover Sheet, PM Views, Management, FSR, Suppliers, Value Add, and SSG), validate EOL and item class change (NCNR), negotiate pricing and Quote mark up (owns strategy and application) and notify the customer of all/any price increases

• Responsible for the day-to-day sales support and customer service activities for assigned accounts, territory, or product(s).
• Focuses on growing and developing new business; proactively calls and engages partners to grow sales for assigned accounts and rebuilding of underpenetrated and neglected relationships with Arrow customers.
• Identifies, enables and develops high-potential and non-repeat partners.
• Determines and understands customers’ requirements for Arrow product offerings and services.
• Provides product information, and follow-up on quotes to close business for Arrow.
• Serves as a liaison between Arrow’s internal resources (field sales, engineering, supplier marketing, manufacturing facilities, purchasing and other corporate departments), vendor resources and customers.
• Drives sales growth through new customer rebuilding of underpenetrated and neglected relationships.
• Generates leads and follows-up on leads obtained through suppliers and Arrow internal sources.
• Qualifies prospects, analyzes sales potential, and then prioritizes high-return opportunities for further attention/investment.
• Leverages Arrow and vendor programs and promotions to progress a transaction through the sales cycle.
• Processes quotes for specified customers and/or quote revisions for mass price changes, program changes or part changes.

Acquisition Channel Manager

Growth Marketing

• Implement global business objectives to ensure growth.
• May include identification and implementation of acquisition targets and/or potential partners.
• Develop strategic relationships with key suppliers for sales growth.
• Responsible for developing, managing, and creating the relationship between the organization and suppliers, customers, and/or vendors.
• Assists with the development and execution of strategy and business development.
• Provides market intelligence; evaluates, develops, and manages market specific sales strategies and new strategic business opportunities.
• Ensures execution to sales growth plans.
• Drives results through demand identification and demand creation opportunities.
• Responsible for implementing business development initiatives.
• This job profile requires the assignment and participation in a sales compensation plan.

Director, Supplier Activation – Growth

Director

• Manage business unit inventory to achieve established metrics meeting all annual SLAs.
• Develop the product management and pricing initiatives and supplier negotiations to ensure profitable sales dollars for the business unit and maintaining strong relationships with our strategic suppliers.
• Provide direction, leadership, and management to asset and product management business unit team.
• Oversee the analysis and execution of the business unit and financial inventory plan.
• Maintain accountability for analyzing risk for emerging products / markets.
• Ownership of SMI and all relative activities to reduce Business Unit SMI.
• Ensure business unit performance as measured by sales, gross profit, inventory turns and other goals as established quarterly and annually.
• Responsible for establishing and maintaining strategic supplier relationships to drive positive inventory arrangements including scrap, rotations, terms, and other supplier programs.

Supplier Director

• Partner with sales representatives to identify business opportunities and qualify leads.
• Understand customers’ requirements and recommend appropriate Citrix solutions such as Virtualization, Networking, Cloud, and Endpoint management.
• Present and demonstrate Citrix solutions and technical capabilities to customers and partners.
• Customize solutions to meet the customers’ business and technical needs.
• Offer technical consultation to customers by discussing Citrix products' features, benefits, and implementation processes.
• Conduct product demos, POCs (Proof of Concepts), and workshops for clients in Denmark and Norway to showcase the capabilities of Citrix offerings.
• Provide insight and guidance on solution design, configurations, and deployments.
• Develop and deliver technical presentations and webinars for prospective customers and partners.
• Assist in crafting RFPs (Request for Proposals) and technical documentation for bids.
• Conduct system analysis to ensure proposed Citrix solutions meet customer specifications.
• Collaborate with internal teams (sales, support, marketing, etc.) to deliver the best solution to customers.
• Maintain up-to-date knowledge of Citrix product offerings, competitive landscape, and industry trends.
• Work with product managers and engineers to convey customer and partner feedback and suggest product improvements.
• Provide ongoing support to customers (in face to face and remotely) during the pre-sales phase and assist in troubleshooting any technical queries.
• Help customers with initial setup, configuration, and integration of Citrix solutions into their environment.
• Regularly update knowledge on Citrix products through training sessions, certifications, and continuous learning.
• Keep customers informed about new Citrix features, product updates, and best practices.

Technical Sales Manager – Citrix Solutions

Financial Planning and Analysis

• Conduct thorough research and analysis to identify potential acquisition targets, strategic partners, and investment opportunities in the technology solutions and electronic components sectors that align with our growth objectives.
• Evaluate and assess the financial and strategic viability of strategic opportunities through financial modeling and comprehensive due diligence.
• Develop detailed financial models, valuation analyses, and investment memoranda to support decision-making processes.
• Collaborate with cross-functional teams, including Legal, Finance, and Operations, to develop and execute M&A strategies that align with our corporate goals.
• Participate in the end-to-end deal execution process, including negotiation, structuring, and documentation, in collaboration with internal and external stakeholders.
• Support integration planning and execution in collaboration with key stakeholders.
• Monitor industry trends and competitive landscape within relevant sectors to identify emerging opportunities and risks.
• Prepare and present regular updates to senior leadership on corporate development activities and progress.
• Build and maintain relationships with advisors and prospective strategic partners and acquisition targets to enhance deal sourcing and market intelligence.

Senior Financial Analyst, Mergers & Acquisitions

• Build influential relationships with key decision makers at assigned suppliers
• Grow sales and market share in respective technologies
• Act as liaison between field selling groups and Corporate
• Provide guidance to the field on large opportunities
• Work as a resource for the sales team to enable navigation throughout SSG
• Identify specific market segments and customers to market specific suppliers and technologies
• Participate in developing and executing strategies to grow sales/market share
• Implement ease of doing business initiatives with suppliers
• Coordinate and own supplier reviews

Field Application Engineer

Activation Channel Manager

Field Sales Representative

Inside Sales Representative

Data/AI Practice Leader

Customer Sales Specialist

Field Sales Representative – II

Customer Sales Specialist II

Inside Sales Representative

Acquisition Channel Manager

Director, Supplier Activation – Growth

Supplier Director

Technical Sales Manager – Citrix Solutions

Senior Financial Analyst, Mergers & Acquisitions

Supplier Development Manager