Position: Executive Sales ConsultantJob Title: Executive Solutions Manager / ConsultantChannel Core: Component SalesReporting to: EMEA Supply Chain Solutions DirectorLocation: 1 position - south of Europe, remotely in FR, IT, ES or PTWhat You Will Be Doing at Arrow?In collaboration with the sales teams, take the full suite of Arrow's enterprise solutions, a growth mind-set and a consultative selling approach to both traditional and non-traditional customers. By targeting VP-level+ customer influencers and decision-makers (sometimes autonomously from the sales team), differentiate Arrow from our competitors resulting in sales, margin and fee growth and a leading share of TAM.The Skills That Will Help You to SucceedDifferentiated / Integrated Supply Chain Solutions - Build a detailed knowledge of Arrow's high-end supply chain solutions portfolio. 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. 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. Develop an understanding of Arrow's financial objectives 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.Enterprise Solutions - This portfolio includes the following service models and business units: Arrow Intelligent Solutions, Converge, Arrow Digital, Enterprise Computing Solutions, IoT Foundry & eInfochips, Arrow Capital Solutions, Arrow Supply Assurance, AE Petsche, Richardson RFPD, Silicon Expert, AGSCS (Arrow Global Supply Chain Services), AMSS (Turnkey Manufacturing Services).DimensionsField-based and customer-facingRegular consultative selling at Director, Vice President level and C-Suite levelTerritory will consist of €1bn+ of existing sales to all customer typesInternational travel as requiredKey InterfacesSales Leaders and Regional Sales Managers within territoryExecutive team (as required)Sales force (daily)Customer decision-makers (daily)Subject matter experts within Arrow Business UnitsBusiness Process Excellence & Reporting Team (as required)IT (as required)What Are We Looking For?Knowledge of electronic component industry with relevant supply chain and manufacturing practicesExperience of solution selling and influencing at executive levelProblem solving and creation of winning strategiesFast-learnerProject management and working collaboratively within a teamFirst class English language skills (other languages beneficial)About UsArrow Electronics guides innovation forward for over 180,000 leading technology manufacturers and service providers. With 2020 sales of $29 billion, Arrow develops technology solutions that improve business and daily life. Our broad portfolio that spans the entire technology landscape helps customers create, make and manage forward-thinking products that make the benefits of technology accessible to as many people as possible.
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