Executive Sales Consultant
Arrow Electronics
RM Roma RM, Italy
1 min fa

Job Description :

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.

Become the subject matter expert and owner of the sales funnel for Arrow’s fee-for-service portfolio, including but not limited to : In-house semiconductor programming services, Long-term inventory solutions, Turnkey Manufacturing Services, Supply Chain Control Tower, Super Critical Buffer Stocks.

Enterprise Solutions

Become a subject matter expert in the entire suite of solutions that the Arrow enterprise can offer. Manage the funnel of opportunities for the territory, developing interest with traditional and non-traditional customers, including start-ups.

Be the single point of contact for Arrow with the customer whilst linking with the right specialist resources as required.

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.

Learn more at FiveYearsOut.com

Location :

IT-Milan, Italy (Viale dell'Innovazione)

Time Type : Full time

Job Category :

Supply Chain Services

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