Field Sales Representative I

Arrow Electronics•US-TX-Texas (Remote Employees), TX

13d•$65,000 - $125,128•Remote

About The Position

This dedicated hunter role focuses exclusively on the Aerospace & Defense segment. The representative is responsible for developing new and underpenetrated accounts, identifying and converting venture-capital-backed companies, and following up on qualified supplier and Arrow 360 campaign leads. The role develops sales opportunities, guides product selection, and aligns Arrow’s solutions with customer needs to grow revenue and profit while maximizing margins. The representative builds prospecting and follow-up practices, uses market and territory knowledge and supplier relationships to uncover customer needs, and creates demand for Arrow’s portfolio of solutions, products, and services. The role also coordinates global transactions across regions, develops strategic customer sales and marketing plans, and builds relationships with customers, suppliers, and decision-makers, including management and C-level executives. The position has a 60/40 compensation split, and the posted compensation is an on-target earnings (OTE) figure that includes commission. The role involves work covered by International Traffic in Arms Regulations (ITAR); candidates must be eligible for an export license or be a U.S. Person. The work arrangement requires attendance at the Austin office on Mondays, with the rest of the week spent on the road visiting clients and suppliers. The listed location is Texas, with remote employees in the Central Time Zone; remote employees may be required to report to the closest designated Arrow office for work-related purposes at the company’s discretion.

Requirements

Sales experience required.
Knowledge of the assigned market or territory, including customers and competition.
Ability to promote and sell Arrow’s value-add, supply chain, and full life-cycle programs.
Ability to develop strategic plans for assigned accounts and sell and market Arrow’s full set of offerings, incorporating in-depth knowledge of key supplier lines.
Proven ability to articulate complex strategies and execute them.
Ability to prepare comprehensive internal quarterly business reviews (iQBRs) and present strategic plans and implementation steps.
Ability to lead regular QBRs with major customers.
Candidates must be eligible for an export license or be a U.S. Person because the position performs work covered by ITAR.
Willingness to work from the Austin office on Mondays and travel on the road during the rest of the week to visit clients and suppliers.

Nice To Haves

Bachelor’s degree preferred.
Understanding of the electronic components industry preferred.
Experience interacting with vendors and customers in a technical and engineering environment preferred.
Proficiency in sales tracking systems, SalesForce.com, and Oracle preferred.
Innovative self-starters who are willing to challenge the status quo.

Responsibilities

Drive new-account acquisition and expand underpenetrated Aerospace & Defense accounts.
Proactively pursue venture-capital-backed companies and qualified supplier and Arrow 360 campaign leads, prioritizing opportunities with strong growth, profitability, and margin potential.
Build a disciplined prospecting and follow-up cadence to convert leads into qualified opportunities and new business.
Use market and territory knowledge, supplier relationships, and Arrow resources to uncover customer needs, solve business challenges, and create demand for Arrow’s full portfolio of solutions, products, and services.
Generate sales by developing new opportunities and guiding product selection.
Align Arrow’s capabilities with customer business needs to grow revenue and profit and maximize margins.
Coordinate global transactions across regions to improve business capture.
Develop strategic customer sales and marketing plans.
Build influential relationships with customers and suppliers and stay current on Aerospace & Defense market trends, competitive products, and technology.
Develop relationships with decision-makers, including management and C-level executives, to identify future opportunities and accelerate account development.
Prepare comprehensive internal quarterly business reviews (iQBRs), presenting strategic plans and implementation steps to grow sales, create demand, and improve customer service.
Lead regular QBRs with major customers to unlock additional sales opportunities.