Note: The job is a remote job and is open to candidates in USA. Arrow Electronics is a leading provider of supply chain services, offering a comprehensive suite of solutions to optimize the flow of goods for clients. The Business Development Director will spearhead account management and business development initiatives for major electronic OEM and Supplier companies, focusing on delivering value-added solutions and driving profitability.

Responsibilities

• 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

Skills

• 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 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

• Medical, Dental, Vision Insurance
• 401k, With Matching Contributions
• Paid Time Off
• Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options
• Growth Opportunities
• Short-Term/Long-Term Disability Insurance

Company Overview

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