Supply Chain Services Manager

Arrow Electronics•Town of Huntington, NY

2d•Remote

About The Position

What You’ll Be Doing: Differentiated/Integrated Supply Chain Solutions: Build a detailed knowledge of Arrow’s supply chain solutions portfolio and relevant case studies. 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. Large OEMs (especially those that have complex EMS networks) require segregated supply chains for enhanced transparency and control. This is a trending topic and subject matter expertise in our EL1PSE & AGSCS propositions are required. 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 with the objective of achieving 50%+ share of their component spend. Develop an understanding of Arrow’s financial objectives (EBIT and RoWC) 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, including nitrogen storage and component leasing Third party value-added services Strategic Buffer Stocks & Inventory programs 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. Be the single pivot point for Arrow (from a Services perspective) with the customer whilst linking with the right specialist resources as required. Dimensions Field-based and customer-facing Regular consultative selling at Director, Vice President level and C-Suite level Territory will consist of $2bn+ of existing sales to all customer types Regular travel within region as required. International travel will be exceptional Key Interfaces Sales leaders and Branch teams within territory Executive team (as required) Salesforce (daily) Customer decision-makers (daily) Subject matter experts within Arrow Business Units Business Process Excellence & Reporting Team (as required) Measurable Performance Standards Funnel of opportunities Building case studies of market-share gaining solutions Component NSB and NSB Growth within engaged customers Fee NSB and margin contribution from engaged customers Global engagements and One Arrow collaborations 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 BU’s) 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 Project management and working collaboratively within a team

Requirements

Typically requires a minimum of 12 years of related experience with a 4 year degree; or 8 years and an advanced degree; or equivalent related experience.
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
Project management and working collaboratively within a team
Is recognized as an expert in own area within the organization
Requires specialized depth and/or breadth of expertise
Interprets internal or external business issues and recommends solutions/best practices
Solves complex problems; takes a broad perspective to identify solutions
Works independently, with guidance in only the most complex situations
Progression to this level is typically restricted on the basis of business requirement
Identifies applications of functional knowledge and existing methodologies to complex problems
Serves as an expert within own function
Leads functional teams or projects and serves as a best practice/quality resource
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 BU’s)
Comfort with fiscal modelling
Fast learner

Responsibilities

Build a detailed knowledge of Arrow’s supply chain solutions portfolio and relevant case studies.
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 with the objective of achieving 50%+ share of their component spend.
Develop an understanding of Arrow’s financial objectives (EBIT and RoWC) 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.
Become the subject matter expert and owner of the sales funnel for Arrow’s fee-for-service portfolio
Manage the funnel of opportunities for the territory, developing interest with traditional and non-traditional customers.
Be the single pivot point for Arrow (from a Services perspective) with the customer whilst linking with the right specialist resources as required.