Business Development Director

Title:  Business Development Director I ( IC ) ,  Global  Supply Chain Services  

Job Description:  

Arrow Global Supply Chain Services offers a compelling suite of supply chain services to clients  ultimately to   optimize , bring back control, and streamline their flow of goods. Supply-Chain-as-a-Service is an entire suite of capabilities brought together and served to customers as a customized solution.  Based on Arrow’s  track record   of managing   the world’s largest electronics supply chain for  90   years,  Arrow GSCS   has built up a competency that is unparalleled.  
 

The  Business Development Director   will  lead account management and business development initiatives for some of the world’s largest  OEMs .  Reporting into the  Global Sales Director , this person will grow profit and  maximize   margins by selling value-added, long-term solutions, including the ability to “go wide” within complex organizations.  

This is an individual contributor role.  
 

What  You’ll   Be Doing  

• 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  c lient ’ 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)  c lient (s)   needs and  objectives , along with industry supply chain trends to Arrow leadership .  

What we are looking for:  

• 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 Accoun t  

• 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 .  

• E xcellent verbal, written communication, and presentation skills, with  demonstrated   abilit y   to develop and deliver engaging, complex proposals .  

• A bility 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%  

 
What’s In It  For   You:  

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.  

Arrow is an equal opportunity employer and is committed to creating a diverse working environment by  providing equal employment  opportunity   for all qualified  persons .  
 

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