Arrow Electronics Account Manager in United States
Sales w/ Sales bolt-on’s
Work in line with Arrow’s vision and values
Fulfil the competency criteria and goals for identified CLEAR category
Main Purpose of the Role:
Take ownership of assigned accounts
Develop relationships and be able to negotiate at all levels within the customer
Be visible on sight – frequent customer visits
Develop the business on assigned accounts to:
Maximize Arrows share
Maximize overall profitability
Manage all resources to grow the business with Field Application Engineers, Field Marketing, Asset, Business Process Excellence (BPE), Assignees, customers, suppliers (bolt-on for CE)
Customer satisfaction (bolt-on for SE)
Keep an up to date account profile ( agreed Customer Sheet ) Customer data – Short/Mid-term actions with ownership – White Space – Customer Contacts - ROWC/EBIT
Keep a record of all visits (agreed Visit Template )
Through fact-based analysis and in-depth customer knowledge work out account strategies and plans based on greatest opportunities for growth
Pro-actively promote Arrow’s top 42 suppliers, whilst selling across the breadth of Arrow’s line card
Quarterly meetings with Sales Manager to agree appropriate actions and execute on these
Prioritise time on the largest growth opportunities within the account base
Communicate proactively and use all available resources to maximize the return and to ensure smooth operations in regards to speed, accuracy and cost effectiveness
Have a clear understanding of competition activity in the account base
Support the company credit policy (bolt-on for SE)
Drive agreed supplier initiatives
Have a clear record of what development projects each customer has and what stage they are at
Co-ordinate both manufacturer support and Arrow FAE support appropriately to maximise new design opportunity for Arrow
Nominate and drive BIRA/GPC (Central Europe) initiative in the largest OEM DTAM customers
Become ATSR qualified and refresh qualification annually
Have a clear understanding of Arrow’s supply chain solutions
Manage an appropriate level of stock through buffer, forecast, backlog that is line with customers turnover and Arrow’s stock turn expectation and at the same time ensure supply continuity for the customer.
Have a clear understanding of customer priorities - stock turns, stock availability and be able to recommend supply chain solutions that will support customer objectives.
Sales Manager / Branch manager
Internal Account Manager / Internal Sales Executive
Product asset management (bolt-on for SE)
Competencies – CLEAR:
Influencing & Relationship Building
Dealing With Ambiguity
Sales System skills
Account territory management
Competencies – Other :
Experience/ Skills /Knowledge:
Commercial bonus flair
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AGC United Kingdom
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