Supply Chain Services Manager

Arrow Electronics•New York, NY

1d•Remote

About The Position

This role involves building a deep understanding of Arrow’s supply chain solutions and using consultative questioning to identify customer pain points. The manager will create bespoke solutions, leverage quantitative and qualitative approaches to demonstrate benefits, and increase Arrow’s share of the customer’s wallet. A key focus will be on large OEMs requiring segregated supply chains for transparency and control, requiring expertise in EL1PSE & AGSCS propositions. The role also involves collaborating with sales teams, using whitespace analysis to identify high-potential customers, and developing strategies to engage with decision-makers to achieve significant share of their component spend. Understanding Arrow’s financial objectives (EBIT and RoWC) is crucial to ensure solutions meet required thresholds. The maintenance of implemented solutions will be handed off to Sales and Business Process Excellence. Additionally, the manager will become the subject matter expert and owner of the sales funnel for Arrow’s fee-for-service portfolio, including semiconductor programming, long-term inventory solutions, third-party value-added services, and strategic buffer stocks. The role also requires becoming a subject matter expert in the entire suite of Arrow enterprise solutions, managing the funnel of opportunities for the territory, and acting as the single pivot point for Arrow (from a Services perspective) with the customer, linking with specialist resources as needed. The position is field-based and customer-facing, involving regular consultative selling at Director, Vice President, and C-Suite levels. The territory will consist of over $2bn in existing sales, with regular travel within the region and exceptional international travel. Key interfaces include sales leaders, branch teams, executive teams, Salesforce, customer decision-makers, subject matter experts within Arrow Business Units, and the Business Process Excellence & Reporting 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.
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.

Nice To Haves

Subject matter expertise in EL1PSE & AGSCS propositions are required.
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 customer pain points.
Create compelling bespoke solutions to meet customer needs.
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.
Develop expertise in EL1PSE & AGSCS propositions for large OEMs requiring segregated supply chains.
Collaborate with sales teams, using tools such as whitespace analysis to spotlight high potential customers.
Build strategies to connect with customer influencers and decision-makers to achieve 50%+ share of their component spend.
Develop an understanding of Arrow’s financial objectives (EBIT and RoWC) ensuring solution designs meet thresholds.
Oversee the maintenance of implemented supply chain solutions, handing them off to Sales and Business Process Excellence.
Become the subject matter expert and owner of the sales funnel for Arrow’s fee-for-service portfolio (e.g., semiconductor programming, long-term inventory solutions, third-party value-added services, strategic buffer stocks).
Become a subject matter expert in the entire suite of Arrow enterprise solutions.
Manage the funnel of opportunities for the territory, developing interest with traditional and non-traditional customers.
Act as the single pivot point for Arrow (from a Services perspective) with the customer, linking with the right specialist resources as required.