Business Development Director

# Position:
Business Development Director

Job Description:

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 .

#LI-KK1 #REMOTE

# Location:
DE-Germany - Remote

# Time Type:
Full time
#

# Job Category:
Sales