Arrow Electronics Strategic Account Manager in San Jose, California
Strategic Account Manager
Location: Anywhere US
The Business Development Manager is responsible for actively identifying, developing, designing and executing case specific reverse logistics and supply chain solution sales within Value Added Reseller (VAR) market segments. This position will focus on creating and developing strategic relationships with Executive level management within these accounts with a specific focus on post-distribution life-cycle services. This position requires executive level presentation skills and the ability to influence decision outcomes at all levels within an organization. Keen negotiation skills and the innate ability to recognize opportunities is a must for this role. This position has responsibility for selling and helping on-board programmatic solutions and predictable revenue streams within net-new accounts. The Business Development Manager II is also responsible for achieving account development objectives, account acquisition goals and revenue and gross profit production performance levels.
KEY RESPONSIBILITIES: While working closely with the leadership team, the Business Development Manager will engage and develop a defined set of large strategic target accounts focusing on long-term, programmatic solution sales in reverse supply chain and life-cycle services. Forecast and achieve revenues from net-new accounts. Collaborate with leadership and staff, Marketing, Operations and IT to assist in developing the services needed to grow account revenues. Develop strong domain knowledge of service offerings to enable consultative selling approaches into the customer account base. Identify and develop new accounts or new prospects within existing accounts that represent long-term programmatic engagement potential. Support training and preparation of clients to insure smooth launch and ongoing use of Arrow’s services. Arrange and conduct in-depth presentations to qualified decision-makers within named accounts and build influential and strategic relationships with C-level decision makers. Leads and participates in customer/vendor/affiliate contract negotiations in order to maximize business opportunities. Influences continuous improvement efforts designed to maximize results of the business development and account penetration process. Through collaboration with leadership, other BDM’s and Account Managers closely map and monitor business models of large top-tier targets in order to continuously develop matching supply-chain solutions. Make recommendations for supply-chain solutions improvements. Must consistently update CRM and other data tools. Perform additional duties as assigned.
BA or BS in business, marketing or engineering.
Exceptions to education may be made based on a minimum ten years related work experience and proven track record of success in a similar role.
At least ten years of recent experience in selling complex supply chain solutions.
Advanced data-analysis and financial modeling skills. Exceptional verbal and written communication skills including strong presentation skills to C-level executives.
Advanced financial modeling and ROI analysis skills.
Track record of recently penetrating and growing business from defined accounts.
Advanced problem solving and issue management skills.
Must have a successful track record of selling at a strategic level.
Must have advanced negotiation and presentation skills.
Proven ability to be successful in a highly matrixed, complex global organization.
RELATIONSHIPS: Internal Contacts: Works with members of leadership and support teams throughout the organization. PHYSICAL DEMANDS AND WORKING CONDITIONS: This position involves sitting and/or walking for considerable lengths of time. Travel of up to 75% is required.
Most people live in the present. But a handful of us live in a world that doesn’t exist yet — the world of Five Years Out. Five Years Out is the tangible future. And it’s a way of thinking at Arrow that serves as a springboard for innovators, helping them see what’s coming and stay ahead of what’s ahead.
We are much more than products and services. We’re a community of designers, engineers, builders and visionaries who navigate the path between possibility and practicality, across the complete lifecycle of electronics, in some of the fastest-growing commercial and industrial markets on the planet.
The work we do is everywhere, from things you’ve never seen to things you can’t live without. A Fortune 119 company with more than 18,700 employees in over 90 countries, and 2016 sales of $23.8 billion, we guide innovation forward for the world’s leading technologies used in homes, businesses and daily life. If it takes a charge, chances are we helped design it, build it and get it to market.
Are you Five Years Out? Then chances are, you’ll enjoy working with us.
Arrow is an equal opportunity employer. It does not discriminate based upon race, national origin, religion, gender, sexual orientation, gender identity, age, disability, genetic information, protected veteran status or any other characteristic protected by law. Arrow will make reasonable accommodations that enable qualified individuals to perform the essential functions of their jobs so long as the accommodation does not create an undue hardship.