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)#LI-KC1 *Location : * IT-Milan, Italy (Viale dell'Innovazione) *Time Type : * Full time *Job Category : * Supply Chain Services