Business Development Manager

🔥 8 minutes ago

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Arrow Electronics

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1935

🔧 Hardware

🤝 B2B

Hardware • B2B

Arrow Electronics is a global technology distributor and solutions provider that supplies electronic components and enterprise computing products to manufacturers and businesses. It distributes semiconductors, connectors, passives and other electronic hardware, and provides design-chain and supply-chain services, logistics and value-added solutions (including IoT enablement and cloud/enterprise solutions) to OEMs, contract manufacturers and enterprises. Arrow operates primarily in business-to-business channels, focusing on component distribution and technical/enterprise services for electronics and industrial customers worldwide.

📋 Description

• The Business Development Manager in Arrow will be responsible for the management of existing and potential customers. • The primary outcome is to drive profitable growth in the partner landscape through the acquisition of new logos as well as management and growth of existing customers. • They will be required to define Partner and vendor needs and execute against a sales plan to develop and grow the business. • The role will involve relationship management and development across both our partners and vendors to ensure trust and mutual execution of business objectives. • Working with Arrow Account Managers (Internal Sales) and Account Director’s (External Sales), to identify the key reseller partners with good potential to develop sales of the vendor’s products and services. • Working with these partners to ensure they have all the tools necessary to realise their sales potential. • Execute successful business plans with reseller partners, with more focus on distribution managed and mid market partners. • Build and maintain strong relationships within the vendor and within the channel customer base. • Identify new partners and engage and enable accordingly to drive incremental sales. • Support, own and drive activity around campaigns and projects to target specific go to market messaging. • Regular and accurate forecasting of opportunities, providing intel for both short and long term deals. • Maximise margin opportunity by focusing on partners and targets where margin potential is greater. Maximising vendor programmes to ensure back end rebate targets and focus areas are met. • Identify sales scenarios and opportunities to develop business to meet and exceed targets. • Enable partners by providing regular sales training either face to face or via webinar and facilitating the delivery of technical training. • Gain a high level profile and trust within the partner base to ensure Arrow are brought in on larger projects. • Strong focus on distribution managed partners and work closely with the vendor to develop those accounts.

🎯 Requirements

• A few things you're an expert at: Delivering Results • Customer Service Excellence • Influence, networking and relationship building, internally and externally • Business and commercial acumen • Problem Solving • Negotiating • Time Management • Sales/Systems Skills • Communication • Accuracy of forecasting • A few more things you also know: The successful candidate will be a professional sales person who can demonstrate an established career of achievement ideally within an IT sales environment. • Self-motivated with a hardworking and proactive approach. • Natural propensity to adopt a structured approach i.e. Managing time in the office and on the road, determining who key decision makers are and the dynamics of the sales of complex projects. • Ability to learn product benefits and solution sales concepts including working with alliance vendors. • Have a flexible approach with willingness to travel. • Problem solving and capacity to follow through on a task to conclusion.

🏖️ Benefits

• Arrow is an equal opportunity employer and is committed to create a diverse working environment by providing equal employment opportunity for all qualified persons.