Business Development Director
vor 3 Wochen
**Position**:
Business Development Director - Arrow Global Supply Chain Services
**After years of disruption in the world of semiconductors, leading OEMs are looking for strategic, established programs that will bring their supply chains visibility, control, and resilience. Arrow's Global Supply Chain Services division is the leading team at the center of this transformation. We are looking for the following key role**:
**Business Development Director**
**What we are looking for**:
- Bachelor's degree in Engineering, Business, Supply Chain, Finance, Marketing, or equivalents, with 10-12 years of success B2B solution selling to the largest European Tier 1 and OEM Strategic Accounts.
- Automotive decision maker network at OEMs a plus.
- Proven ability to be able to build network with energy and professionalism. Most important areas are semiconductors, logistics, software, supply chain services, or related industries developing complex and compelling solutions.
- Thorough knowledge of key account selling, 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, compute, and consumer accounts and decision-making process are required, including strong knowledge of the European Automotive OEM's and top regional accounts.
- Must have proven strategic selling successful experience managing complex multi-national accounts with EMEA, US, APAC locations (OEM and/or ODM/EMS locations).
- Need to possess excellent verbal, written communication, and presentation skills, with demonstrated abilities to develop and deliver engaging, complex proposals.
- Ability to travel up to 30%
**What You Will Be Doing**:
- Act as a single point of contact and create selling opportunities within targeted critical, large, multi-location, complex, and high visibility Arrow customers through a very strategic sales plan and process.
- Discover and execute on opportunities for sales of Arrow's Global Supply Chain Solutions to large enterprise accounts.
- Establish funnel of opportunities, being able to always articulate status of opportunities, while also being able to identify size and scope of opportunities.
- Have a thorough understanding of the customer's needs, customer's design and production partners, and the customer'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 and maximizes margins by selling value-added, long-term solutions, including the ability to "go wide" within complex organizations.
- Direct cross-functional of Arrow personnel; including sales support, service, and management resources, to meet account objectives and customers' expectations. Typically manages a territory of accounts greater than $125 million.
- 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 distribution/rep/supplier community to grow sales and profits within target customers.
- Build strong relationships with suppliers' reps and managers, leveraging these relationships to receive future product development and supply chain solution information.
- Develop relationships with key personnel in operations, finance, and supply chain at targeted accounts.
- Utilize Arrow's key leadership when working with key customers and suppliers to expand selling process and develop critical relationships.
- Plan, manage and oversee all the RFQ's signed off within their assigned customers.
- 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 each assigned account, the top competitor's market share in those accounts and can identify the type of business each competitor is supporting and why.
- Consistently maintains a dominant market share position at each assigned account.
- Take an innovative and creative approach to supplier and customer action plans and has expert understanding of the customer's business at all levels and disciplines of the organization.
- Execute account and territory strategies to meet or exceed annual and quarterly targets, along with major business objectives.
- Clearly articulate (and escalate real-time, as needed) customer need
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