Business Development Director

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

Job Description:

Arrow Global Supply Chain Services offers a compelling suite of supply chain services to clientsultimately tooptimize, 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’strack recordof managingthe world’s largest electronics supply chain for90years,Arrow GSCShas built up a competency that is unparalleled.

TheBusiness Development Directorwilllead account management and business development initiatives for some of the world’s largestOEMs.Reporting into theGlobal Sales Director, this person will grow profit andmaximizemargins by selling value-added, long-term solutions, including the ability to “go wide” within complex organizations.

This is an individual contributor role.

WhatYou’llBe Doing

• Act as a single point of contact and create selling opportunities within targeted critical, large, multi-location, complex, andhigh visibilityto Arrowcustomers through a very strategic sales plan and process.

• Discover andexecuteopportunities for sales of Arrow’s Global Supply Chain Solutions to large enterprise accounts.

• Establish funnel of opportunitiesboth with the customer themselves and/or suppliers that are servicing this customer and looking for optimization of flow of goods. Candidate needs tobe abletoarticulate status of opportunitiesat all times, while also being able toidentifysize 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, andvalidatecustomer needs on an ongoing basis.

• Lead a strategic account planning process that develops and manages mutual performanceobjectives, financial targets, and critical milestones.

• Grow profitablyby selling value-added, long-term solutions, including the ability to “go wide”and sell highwithin the client’s organization.

• Direct cross-functional Arrowpersonnel;including sales support, operations, and management resources, to meet accountobjectivesandclient’sexpectations.

• 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 withindistribution/Rep/suppliercommunity to grow sales and profits within assigned account(s).

• Build strong relationships with suppliers’ account managers,inordertobest 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. Directlyparticipatein the review and negotiation of significant contracts.

• Have an in-depth, comprehensive understanding of Arrow’s market shareinthe account, the top competitor’s market share in the account, and canidentifythe type of business each competitor is supporting and why.

• Execute account strategies to meet or exceed annual and quarterly targets, along with major businessobjectives.

• Clearly articulate (and escalate real-time, as needed)client(s)needs andobjectives, 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 10-12yearsof success B2B solution selling to the largest EuropeanOEMStrategic Account

• Proven ability to be able to buildnetworkswith energy and professionalism. Mostimportant areasare semiconductors,logistics, software, supply chain services, or related industries developing complex and compelling solutions.

• A thoroughknowledge of the electroniccomponentsdistribution and global supply chain industries isrequired.

• Strong existing relationships deep and wide inside the industry.

• The ability to build andleveragerelationships andidentifykey 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-nationalcloud,computer,andconsumer accounts and decision-makingprocessesarerequired.

• Excellent verbal, written communication, and presentation skills, withdemonstratedabilityto develop and deliver engaging, complex proposals.

• Ability to work cross-functionally in a fast-paced team environment, with excellentrelationshipand team building skills to develop a customized solution.

• Ability to travel up to 30%

What’s In ItForYou:

Please note that the total rewardsoffering, 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.