Enterprise Solutions Manager / Consultant
Arrow Electronics
Sesto Fiorentino
20
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Azienda: Arrow Electronics Sesto Fiorentino
Esperienza: Esperienza nel settore delle soluzioni aziendali
* 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 &e Infochips, 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 &Power Point) * 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) #LI-KC1 * Location:* IT- Milan, Italy ( Viale dell' Innovazione) * Time Type:* Full time * Job Category:* Supply Chain Services
✔ Arrow Electronics