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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 mindset, and a consultative selling approach to both traditional and non-traditional customers. Target VP-level+ customer influencers and decision-makers (sometimes autonomously from the sales team), differentiate Arrow from 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 detailed knowledge of Arrow's high-end supply chain solutions portfolio. Use consultative questioning techniques to identify customer pain points. Create bespoke solutions to meet customer needs. Develop understanding and comfort in quantitative and qualitative approaches to support benefits statements. Demonstrate success by increasing Arrow's share of the customer's wallet. Collaborate with sales teams using tools like whitespace analysis to identify high potential customers. Build strategies to connect with customer influencers and decision-makers. Understand Arrow's financial objectives to ensure solutions meet thresholds within acceptable periods. Maintain implemented supply chain solutions through hand-offs to Sales and Business Process Excellence.
* Supply Chain-as-a-Service: In some cases, it may be strategic to charge consulting fees to customers engaging with Arrow, especially when there's no clear path to increased billing relationships.
* Enterprise Solutions: Portfolio includes 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, AMSS.
Dimensions
* Field-based and customer-facing
* Regular consultative selling at Director, Vice President, and C-Suite levels
* Territory includes €1bn+ of existing sales across 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 in solution selling and influencing at executive level
* Problem-solving and strategic creation skills
* Fast learner
* Project management and teamwork skills
* First-class English language skills (other languages beneficial)
About Us
Arrow Electronics has guided innovation for over 180,000 technology manufacturers and service providers. With 2020 sales of $29 billion, Arrow develops technology solutions that improve business and daily life. Our broad portfolio spans the entire technology landscape, helping customers create, make, and manage products that make technology benefits accessible to many.
Location
IT-Milan, Italy (Viale dell'Innovazione)
Time Type
Full time
Job Category
Supply Chain Services
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