Business Development Director

This is a fully remote position, open to applicants in Germany.

📋 Description

• Serve as the primary contact and create sales opportunities within targeted critical, large, multi-location, complex, and high visibility Arrow customers through a strategic sales plan and process.

• Identify and implement sales opportunities for Arrow’s Global Supply Chain Solutions to major enterprise accounts.

• Build a pipeline of opportunities with both the customer and/or suppliers servicing this customer, focusing on optimizing the flow of goods.

• The candidate must consistently articulate the status of opportunities while identifying the size and scope of these prospects.

• Possess a comprehensive understanding of the client’s requirements, design and production partners, and decision-making hierarchy to proactively assess, clarify, and validate customer needs continuously.

• Lead a strategic account planning process that formulates and manages shared performance objectives, financial targets, and key milestones.

• Achieve profitable growth by selling value-added, long-term solutions, including the capability to expand and sell at higher levels within the client’s organization.

• Guide cross-functional Arrow personnel, including sales support, operations, and management resources, to fulfill account objectives and meet client expectations.

• Proven ability to present compelling value-based proposals to C-level and senior management decision-makers, effectively conveying Arrow’s value proposition and extensive capabilities in global supply chain services.

• Leverage relationships within the distribution/Rep/supplier community to enhance sales and profits within assigned accounts.

• Cultivate strong relationships with suppliers’ account managers to optimally serve the OEM clients.

• Establish relationships with key personnel in operations, finance, and supply chain at targeted accounts.

• Oversee all RFQs, including the delivery of proposals to clients.

• Ensure that all RFQ activities and strategies are thoroughly established, communicated, addressed, and aligned with Arrow's guidelines, policies, and procedures.

• Actively participate in the review and negotiation of substantial contracts.

• Maintain a comprehensive understanding of Arrow’s market share within the account, the market share of top competitors, and the business types each competitor supports and their rationale.

• Implement account strategies to achieve or surpass annual and quarterly targets, along with significant business objectives.

• Clearly articulate (and escalate in real-time as needed) client needs and objectives, along with industry supply chain trends to Arrow leadership.

⛳️ Requirements

• Bachelor’s degree in Engineering, Business, Finance, Supply Chain, or a related field, with 10-12 years of successful B2B solution selling to the largest European OEM Strategic Accounts.

• Proven track record in building networks with energy and professionalism, particularly in semiconductors, logistics, software, supply chain services, or related industries that develop complex and compelling solutions.

• A thorough understanding of the electronic components distribution and global supply chain industries is essential.

• Strong existing relationships throughout the industry, both deep and wide.

• Ability to build and leverage relationships while identifying key decision-makers.

• Expert consultative sales skills with the capability to convert leads into opportunities.

• Proficiency in collaborating with a team to create customized solutions.

• Extensive knowledge of multi-national cloud, computer, and consumer accounts and their decision-making processes is required.

• Excellent verbal, written communication, and presentation skills, demonstrated by the ability to develop and deliver engaging, complex proposals.

• Capability to work cross-functionally in a fast-paced team environment, with exceptional relationship and team-building skills to create customized solutions.

• Willingness to travel up to 30%.

🏝️ Benefits

• The Talent Acquisition team will provide additional details regarding the applicable benefits package during the interview process.