Position: Executive Sales Consultant
Job Title: Executive Solutions Manager / Consultant
Channel Core: Component Sales
Reporting to: EMEA Supply Chain Solutions Director
Location: 1 position - south of Europe, remotely in FR, IT, ES or PT
What 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 Succeed
Differentiated / 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).
Dimensions
Field-based and customer-facing
Regular consultative selling at Director, Vice President level and C-Suite level
Territory will consist of €1bn+ of existing sales to all customer types
International travel as required
Key Interfaces
Sales Leaders and Regional Sales Managers within territory
Executive team (as required)
Sales force (daily)
Customer decision-makers (daily)
Subject matter experts within Arrow Business Units
Business 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 practices
Experience of solution selling and influencing at executive level
Problem solving and creation of winning strategies
Fast-learner
Project management and working collaboratively within a team
First class English language skills (other languages beneficial)
About Us: Arrow 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.
Location: IT-Milan, Italy (Viale dell'Innovazione)
Time Type: Full time
Job Category: Supply Chain Services
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