Enterprise Solutions Manager / Consultant (L-504)

Enterprise Solutions Manager / Consultant (L-504)

07 nov
|
Arrow Electronics
|
Zaragoza

07 nov

Arrow Electronics

Zaragoza

Position:



Enterprise Solutions Manager / Consultant



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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