Field Sales Representative II - IP&E

Arrow Electronics•US-MD-Maryland (Remote Employees), VA

3d•$84,300 - $145,423•Remote

About The Position

Arrow Electronics is hiring a Field Sales Representative II - IP&E to serve an assigned sales territory covering Baltimore and surrounding areas. The representative defines critical markets and new customers, plans sales strategies, and builds key customer relationships to support solution selling. The role maintains relationships with customer contacts involved in design opportunities and existing business challenges, while ensuring customer satisfaction in supply chain management and other value-added services. The position requires experience working with vendors and customers in technical and engineering environments and a comprehensive understanding of electronics-industry pricing programs and models. The representative develops strategic account plans, markets Arrow’s full range of offerings using in-depth knowledge of key supplier lines, and prepares internal quarterly business reviews (iQBRs) with strategic plans and implementation steps for sales growth, demand creation, and customer service improvement. The role also leads regular quarterly business reviews with major customers to identify additional sales opportunities, promotes Arrow’s value-added, supply chain, and full life-cycle programs, uses sales tracking systems including Salesforce.com and Oracle, and builds relationships with key suppliers. This role participates in a sales compensation plan, with a 60/40 split between base and variable compensation tied to sales-related goals. It is fully remote, with travel to an Arrow office when requested by leadership and expected local travel throughout Baltimore and surrounding areas three to four days per week. The work is covered by ITAR; candidates must be eligible for an export license or qualify as a U.S. Person.

Requirements

2–5 years of field sales experience.
Experience interacting with vendors and customers in a technical and engineering environment.
Comprehensive understanding of pricing programs and models within the electronics industry.
Ability to develop strategic plans for assigned accounts.
Ability to articulate complex strategies and execute them.
Proficiency in sales tracking systems, including Salesforce.com and Oracle.
Must be eligible for an export license or qualify as a U.S. Person, because the role performs work covered by ITAR.

Nice To Haves

Understanding of the electronic components industry.
Knowledge of the assigned Baltimore market and territory, including customers and competition.
IP&E experience.

Responsibilities

Define critical markets and identify new customers in the assigned Baltimore-area sales territory.
Plan sales strategies and develop key customer relationships to establish a foundation for solution selling.
Maintain relationships with customer contacts involved in design opportunities and existing business challenges.
Ensure customer satisfaction related to supply chain management and other value-added services.
Develop strategic plans for assigned accounts and sell and market Arrow’s full set of offerings, incorporating knowledge of key supplier lines.
Prepare internal quarterly business reviews with strategic plans and implementation steps to grow sales, create demand, and improve customer service.
Lead regular quarterly business reviews with major customers to uncover additional sales opportunities.
Promote and sell Arrow’s value-added, supply chain, and full life-cycle programs.
Use sales tracking systems, including Salesforce.com and Oracle.
Build relationships with key suppliers.
Travel locally throughout Baltimore and surrounding areas three to four days per week and attend an Arrow office when requested.