$181K – $251KMidFull Time
What You’ll Be Doing:
Differentiated/Integrated Supply Chain Solutions:
Build a detailed knowledge of Arrow’s supply chain solutions portfolio and relevant case studies. Use consultative questioning techniques to isolate the customer pain points. Create compelling bespoke solutions to meet the customer need. Develop a deep understanding and comfort in the use of quantitative and qualitative approaches to support the benefits statement. Demonstrate success by increasing Arrow’s share of the customer’s wallet.
Large OEMs (especially those that have complex EMS networks) require segregated supply chains for enhanced transparency and control. This is a trending topic and subject matter expertise in our EL1PSE & AGSCS propositions are required.
Collaborate with the sales teams, using tools such as whitespace analysis to spotlight high potential customers. Build strategies to connect with the customer influencers and decision-makers with the objective of achieving 50%+ share of their component spend.
Develop an understanding of Arrow’s financial objectives (EBIT and RoWC) ensuring that any solution design meets the thresholds within an acceptable period.
The maintenance of implemented supply chain solutions to be handed-off to a combination of Sales and Business Process Excellence.
Supply Chain-as-a-Service
In some cases, it may be strategic to charge a consulting fee to customers that would like to engage with Arrow, particularly if there is not a clear path to an increased billing relationship
Become the subject matter expert and owner of the sales funnel for Arrow’s fee-for-service portfolio, including but not limited to:
In-house semiconductor programming services
Long-term inventory solutions, including nitrogen storage and component leasing
Third party value-added services
Strategic Buffer Stocks & Inventory programs
Enterprise Solutions
Become a subject matter expert in the entire suite of solutions that the Arrow enterprise can offer. Manage the funnel of opportunities for the territory, developing interest with traditional and non-traditional customers. Be the single pivot point for Arrow (from a Services perspective) with the customer whilst linking with the right specialist resources as required.
Dimensions
Field-based and customer-facing
Regular consultative selling at Director, Vice President level and C-Suite level
Territory will consist of $2bn+ of existing sales to all customer types
Regular travel within region as required. International travel will be exceptional
Key Interfaces
Sales leaders and Branch teams within territory
Executive team (as required)
Salesforce (daily)
Customer decision-makers (daily)
Subject matter experts within Arrow Business Units
Business Process Excellence & Reporting Team (as required)
Measurable Performance Standards
Funnel of opportunities
Building case studies of market-share gaining solutions
Component NSB and NSB Growth within engaged customers
Fee NSB and margin contribution from engaged customers
Global engagements and One Arrow collaborations
Critical Competencies
Proven consultative selling skills
Rapport building & influencing at customer executive level
Executive level communication (verbal & PowerPoint)
Problem solving & creativity
Joint strategy setting (with sales force and other Arrow BU’s)
Comfort with fiscal modelling
Fast learner
Experience / Skills
Knowledge of electronic component industry with relevant supply chain and manufacturing practices
Experience of solution-selling and influencing at executive level
Problem solving and creation of winning strategies
Project management and working collaboratively within a team
What We Are Looking For:
Typically requires a minimum of 12 years of related experience with a 4 year degree; or 8 years and an advanced degree; or equivalent related experience.
Knowledge of electronic component industry with relevant supply chain and manufacturing practices
Experience of solution selling and influencing at executive level
Problem solving and creation of winning strategies
Project management and working collaboratively within a team
Is recognized as an expert in own area within the organization
Requires specialized depth and/or breadth of expertise
Interprets internal or external business issues and recommends solutions/best practices
Solves complex problems; takes a broad perspective to identify solutions
Works independently, with guidance in only the most complex situations
Progression to this level is typically restricted on the basis of business requirement
Identifies applications of functional knowledge and existing methodologies to complex problems
Serves as an expert within own function
Leads functional teams or projects and serves as a best practice/quality resource
Work Arrangement:
Fully Remote: Must be able to travel to an Arrow office location as requested by Arrow leadership.
What’s In It For You:
At Arrow, we recognize that financial rewards and great benefits are important aspects of an ideal job. That’s why we offer competitive financial compensation, including various compensation plans and a solid benefits package.
Medical, Dental, Vision Insurance
401k, With Matching Contributions
Short-Term/Long-Term Disability Insurance
Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options
Paid Time Off (including sick, holiday, vacation, etc.)
Tuition Reimbursement
Growth Opportunities
And more!
Are you being referred to one of our roles? If so, ask your connection at Arrow about our Employee Referral Process!
$181,100.00 - $250,965.00
Actual compensation offer to candidate may vary from posted hiring range based upon geographic location, work experience, education, and/or skill level. The pay ratio between base pay and target incentive (if applicable) will be finalized at offer.
Arrow is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, gender, age, sexual orientation, gender identity, national origin, veteran or disability status. (Arrow EEO/AAP policy)
All Arrow job postings are for existing job vacancies. We anticipate this requisition will be open for a minimum of five days, though it may be open for a longer period of time. We encourage your prompt application.
In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.
