Supply Chain Services Manager (Strategic Solution-Selling)

Arrow Enterprise Computing Solutions; Milano; On-site; EUR 57,000 - 120,000; Full time

Benefits offered by this job

Company car

Bonus scheme

Job summary

Arrow Enterprise Computing Solutions in Milano, Italy seeks a Supply Chain Services Manager (Strategic Solution-Selling) to lead consultative supply chain engagements with senior client leaders. You will articulate value, collaborate with sales, and drive high-impact solutions across Arrow's portfolio.

The role requires executive-level solution selling, English and Italian business proficiency, and strong project-management skills.

Qualifications

• 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.
• English and Italian business proficiency is a must.

Responsibilities

• Build knowledge of Arrow's high-end supply chain services portfolio.
• Use consultative questioning to identify pain points and create bespoke solutions.
• Demonstrate success by increasing Arrow's share of the customer's wallet.
• Collaborate with the sales teams using whitespace analysis to spot high-potential customers.
• Develop strategies to connect with influencers and decision-makers.
• Understand Arrow's financial objectives ensuring solutions meet thresholds.
• Maintain implemented supply chain solutions handed off to Sales and Business Process Excellence.

Skills

Executive influence

Consultative selling

Project management

Fast learner

Team collaboration

English/Italian proficiency

Job description

Position:

Supply Chain Services Manager (Strategic Solution-Selling)

Job Description:

As Arrow Global Components (AGC) , a part of Arrow Electronics, we are a leader in distribution and value-added services related to electronic components. We resell, customize, and distribute electronic components to our clients all over the world. Our business is based on a trusted, long-lasting net of relationships with industry leaders, both on the supplier and customer side.

What You Will Be Doing at Arrow?

In collaboration with the sales teams, take the full suite of Arrow's supply chain and date services, a growth mind-set and a consultative selling approach to both traditional and non-traditional customers. By targeting VP-level+ customer influencers and decision-makers (sometimes autonomously from the sales team), differentiate Arrow from our competitors resulting in sales, margin and fee growth and a leading share of TAM. Reporting to: EMEA Supply Chain Solutions Director.

Differentiated / Integrated Supply Chain Solutions

• Build a detailed knowledge of Arrow's high-end supply chain services portfolio.
• Use consultative questioning techniques to isolate the customer pain points. Create compelling bespoke solutions to meet the customer need.
• 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.
• Collaborate with the sales teams, using tools such as whitespace analysis to spotlight high potential customers.
• Build strategies to connect with the customer influencers and decision-makers.
• Develop an understanding of Arrow's financial objectives ensuring that any solution design meets the thresholds within an acceptable period.
• The maintenance of implemented supply chain solutions to be handed-off to a combination of Sales and Business Process Excellence.

Supply Chain-as-a-Service

• In some cases, it may be strategic to charge a consulting fee to customers that would like to engage with Arrow, particularly if there is not a clear path to an increased billing relationship.
• Become the subject matter expert and owner of the sales funnel for Arrow's fee-for-service portfolio, including but not limited to: In-house semiconductor programming services, Long-term inventory solutions, Turnkey Manufacturing Services, Supply Chain Control Tower, Super Critical Buffer Stocks.

Non-Core Services

• Become a subject matter expert in the entire suite of solutions that the full suite of Arrow companies can offer. Manage the funnel of opportunities for the territory, developing interest with traditional and non-traditional customers, including start-ups. Be the single point of contact for Arrow with the customer whilst linking with the right specialist resources as required. This portfolio includes the following service models and business units: Arrow Intelligent Solutions, Converge, Arrow Digital, Enterprise Computing Solutions, eInfochips, Arrow Capital Solutions, Arrow Supply Assurance, AE Petsche, Richardson RFPD, Silicon Expert, AGSCS (Arrow Global Supply Chain Services), AMSS (Turnkey Manufacturing Services).

Dimensions

• Field-based and customer-facing
• Regular consultative selling at Director, Vice President level and C-Suite level
• Territory will consist of €500m+ of existing sales to all customer types
• International travel as required

Key Interfaces

• Sales Leaders and Regional Sales Managers within territory
• Executive team (as required)
• Sales force (daily)
• Customer decision-makers (daily)
• Subject matter experts within Arrow Business Units
• Business Process Excellence & Reporting Team (as required)
• IT (as required)

What Are We Looking For?

• 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
• Fast-learner
• Project management and working collaboratively within a team
• English and Italian business proficiency is a must

What's in it for you?

• Comprehensive training in the newest technologies in the electronics industry.
• Stable employment based on permanent contract with a base salary and bonus scheme.
• Company car
• Chance to work with a wide spectrum of companies and technologies that drive innovation.
• Real chances to grow inside a global, multicultural environment.

Annual Hiring Range (applicable to Italy only)

On Target Earnings (Base Pay + Target Variable Pay)

56 700 to 120 000 EURO

Actual compensation offered to a candidate may vary from the posted hiring range based on factors such as geographic location, work experience, education, and/or skill level. The pay mix between base salary and target incentive (if applicable) will be finalized at the offer stage.

This position may include a benefits package tailored to the specific country of employme