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Arrow Components · 2 months ago

Business Development Director - Arrow Global Supply Chain Services

Greater Lansing

Full-time

Onsite

Director/Executive

$191K/yr - $259K/yr

10+ years exp

Arrow Components is a leader in supply chain services, providing customized solutions to optimize the flow of goods. The Business Development Director will spearhead account management and business development for major automotive clients, focusing on delivering value-added solutions and maximizing profits.

Computer Software

Responsibilities

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

Qualification

Strategic Account SalesSupply Chain ServicesConsultative Sales SkillsElectronic Components KnowledgeProposal DevelopmentRelationship BuildingTeam CollaborationCommunication SkillsNegotiation Skills

Required

Bachelor's degree in Engineering, Business, Finance, Supply Chain, or equivalent with 10-12 years' experience of Tier 1 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 Top 100 global companies is required

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 automotive, semiconductor, 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 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%