Business Development Director

Role Overview

• 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%

Tech Stack

• Cloud

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.