Business Development Director (m/w/d)

at  Arrow Electronics Inc

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 needs and objectives, along with industry supply chain trends to Arrow leadership.