Supply Chain Services Manager

Arrow Electronics•US-CA-California (Remote Employees), CA

2d•$181,800 - $250,965•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, utilize quantitative and qualitative approaches to support benefit statements, and aim to 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 teams. Additionally, the role includes managing the sales funnel for Arrow’s fee-for-service portfolio, such as in-house semiconductor programming, long-term inventory solutions, third-party value-added services, and strategic buffer stocks. The manager will also become a subject matter expert in the full suite of Arrow enterprise solutions, managing the opportunity funnel for the territory and acting as the primary point of contact for customers from a Services perspective, 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 covers over $2bn in existing sales across all customer types, 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.
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 our EL1PSE & AGSCS propositions are required.
The maintenance of implemented supply chain solutions to be handed-off to a combination of Sales and Business Process Excellence.
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
Become a subject matter expert in the entire suite of solutions that the Arrow enterprise can offer.
Executive team (as required)
Salesforce (daily)
Customer decision-makers (daily)
Subject matter experts within Arrow Business Units
Business Process Excellence & Reporting Team (as required)
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
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 segregated supply chains for large OEMs.
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.
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.
Act as the single pivot point for Arrow (from a Services perspective) with the customer.
Link with the right specialist resources as required.
Regular consultative selling at Director, Vice President level and C-Suite level.