Business Development Director

Title: Business Development Director I (IC), Global Supply Chain Services 

Job Description: 

Arrow 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. Based on Arrow’s track record of managing the world’s largest electronics supply chain for 90 years, Arrow GSCS has built up a competency that is unparalleled. 
 

The Business Development Director will lead account management and business development initiatives for some of the world’s largest OEMs. Reporting into the Global Sales Director, this person will grow profit and maximize margins by selling value-added, long-term solutions, including the ability to “go wide” within complex organizations. 

This is an individual contributor role. 
 

What You’ll Be Doing 

• Act as a single point of contact and create selling opportunities within targeted critical, large, multi-location, complex, and high visibility to Arrow customers through a very strategic sales plan and process. 

• Discover and execute opportunities for sales of Arrow’s Global Supply Chain Solutions to large enterprise accounts. 

• Establish 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 opportunities. 

• Have 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 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 services. 

• Utilize 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 operations, finance, and supply chain at targeted accounts. 

• Plan, manage and oversee all the RFQs 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 in 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 escalate real-time, as needed) client(s) needs and objectives, along with industry supply chain trends to Arrow leadership. 

What we are looking for: 

• Bachelor's degree in engineering, Business, Finance, Supply Chain, or equivalent with 10-12 years of success B2B solution selling to the largest European OEM Strategic Account 

• Proven ability to be able to build networks with energy and professionalism. Most important areas are semiconductors, logistics, software, supply chain services, or related industries developing complex and compelling solutions. 

• A 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, computer, and consumer accounts and decision-making processes are required. 

• Excellent verbal, written communication, and presentation skills, with demonstrated ability to develop and deliver engaging, complex proposals. 

• Ability to work cross-functionally in a fast-paced team environment, with excellent relationship and team building skills to develop a customized solution. 

• Ability to travel up to 30% 

 
What’s In It For You: 

Please note that the total rewards offering, including benefits, is country-specific and will be aligned to local market practices and statutory requirements. 

The Talent Acquisition team will share further details on the applicable benefits package during the interview process.