Business Development Director - Arrow Global Supply Chain Services

Business Development Director – Arrow Global Supply Chain ServicesArrow 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. Because Arrow has managed the world's largest electronics supply chain for 85 years, Arrow GSCS has built up a competency that is unparalleled.What You'll Be DoingEstablish 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 opportunitiesHave 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 profitably 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 client's (whether OEM customer or supplier as client) 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 servicesUtilize 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 sourcing, marketing, product development, manufacturing, purchasing, and engineering at the client(s) to uncover additional opportunities to service the client(s) and referenced suppliers.Plan, manage and oversee all the RFQ's 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 at 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 elevate real-time, as needed) client(s) needs and objectives, along with industry supply chain trends to Arrow leadershipWhat We Are Looking ForBachelor's degree in Engineering, Business, Finance, Supply Chain, or equivalents with 10-12 years' experience of Tier1 and OEM Strategic Account Sales experience in semiconductor, logistics, software, supply chain services, or related industries developing complex and compelling solutions.Demonstrated experience selling into Top100 global companies is required.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, compute, and consumer accounts and decision-making process are required.Excellent verbal, written communication, and presentation skills, with demonstrated ability to develop and deliver engaging, complex proposalsAbility to work cross-functionally in a fast-paced team environment, with excellent relationship and team building skills to develop a customized solutionAbility to travel up to 30%Work ArrangementFully Remote: Must be able to travel to an Arrow office location as requested by Arrow leadership.What's In It For YouAt Arrow, we recognize that financial rewards and great benefits are important aspects of an ideal job. That's why we offer competitive financial compensation, including various compensation plans, and a solid benefits package.Medical, Dental, Vision Insurance401k, With Matching ContributionsPaid Time OffHealth Savings Account (HSA)/Health Reimbursement Account (HRA) OptionsGrowth OpportunitiesShort-Term/Long-Term Disability InsuranceAnd more!Annual Hiring Range/Hourly Rate$208,700.00 – $259,290.90Actual compensation offer to candidate may vary from posted hiring range based upon geographic location, work experience, education, and/or skill level. The pay ratio between base pay and target incentive (if applicable) will be finalized at offer.LocationUS-CA-California (Remote Employees)Remote work employees may be required to be present at the closest designated Arrow office for work-related purposes, at the Company's request and sole discretion.Time TypeFull timeJob CategorySalesEEO StatementArrow is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, gender, age, sexual orientation, gender identity, national origin, veteran or disability status. (Arrow EEO/AAP policy)J-18808-Ljbffr