Enterprise Solutions Manager / Consultant

Arrow Electronics Published: September 16, 2021
Location
Sesto Fiorentino, Italy
Job Type

Description

Job Description:

Job Title: Enterprise Solutions Manager / Consultant

Channel Core: Component Sales

Reporting to: EMEA Supply Chain Solutions Director

Main Purpose of the role

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.

Key Tasks / Responsibilities

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)

Measurable Performance Standards

  • Funnel of opportunities
  • Building case studies of market-share gaining solutions
  • Growth high potential, non-traditional or start-up customers
  • Growth in sales and margin and fee business from connected customers

Critical Competencies

  • Proven consultative selling skills
  • Rapport building & influencing at customer executive level
  • Executive level communication (verbal & PowerPoint)
  • Problem solving & creativity
  • Joint strategy setting (with sales force and other Arrow Business Units)
  • Comfort with fiscal modelling
  • Fast learner

Experience / Skills

  • 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)

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