Supply Chain Services Manager (Strategic Solution-Selling)

Job description

Position: Supply Chain Services Manager South EMEA (Sales) Job Description: As Arrow Global Components (AGC) , a part of Arrow Electronics, we are a leader in distribution and value-added services related to electronic components. We resell, customize, and distribute electronic components to our clients all over the world. Our business is based on a trusted, long-lasting net of relationships with industry leaders, both on the supplier and customer side. Supply Chain Services Manager South EMEA (SALES) What You Will Be Doing at Arrow? In collaboration with the sales teams, take the full suite of Arrow’s supply chain and date services, 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. Reporting to: EMEA Supply Chain Solutions Director. Differentiated / Integrated Supply Chain Solutions Build a detailed knowledge of Arrow’s high-end supply chain services 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. Non-Core Services Become a subject matter expert in the entire suite of solutions that the full suite of Arrow companies 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, 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 €500m+ 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) What Are We Looking For? 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 English and Italian business proficiency is a must What’s in it for you? Comprehensive training in the newest technologies in the electronics industry. Stable employment based on permanent contract with a base salary and bonus scheme. Company car Chance to work with a wide spectrum of companies and technologies that drive innovation. Real chances to grow inside a global, multicultural environment. Annual Hiring Range On Target Earnings (Base Pay + Target Variable Pay) 56 700 to 100 000 EURO Actual compensation offered to a candidate may vary from the posted hiring range based on factors such as geographic location, work experience, education, and/or skill level. The pay mix between base salary and target incentive (if applicable) will be finalized at the offer stage. This position may include a benefits package tailored to the specific country of employment. Detailed information on applicable benefits, compensation structure, and contractual terms for your location will be provided during the hiring process. Arrow is committed to equal pay for equal work. We provide upfront salary transparency and do not request past salary history from any candidate. Submit CV in English Arrow is an equal opportunity employer. We are committed to providing an accessible, inclusive, open and welcoming workplace environment for people with different abilities, backgrounds, lifestyles, sexual orientation, gender identity, needs and expectations, helping all individuals to make the most of their professional potential. We honor our commitments under articles 1 and 18 of Law No. 68/1999 and give special consideration to candidates in protected categories. Arrow è un datore di lavoro che garantisce le pari opportunità. Ci impegniamo a fornire un ambiente di lavoro accessibile, inclusivo, aperto e accogliente per persone con diverse abilità, background, stili di vita, orientamento sessuale, identità di genere, esigenze e aspettative, aiutando tutti gli individui a sfruttare al meglio il loro potenziale professionale. Onoriamo i nostri impegni ai sensi degli articoli 1 e 18 della legge n. 68/1999 e diamo particolare considerazione ai candidati delle categorie protette. #LI-KA1 Location: IT-Milan, Italy (Viale Piero e Alberto Pirelli) Time Type: Full time Job Category: Sales