Field Sales Representative II - IP&E

Arrow Electronics; Parsippany-Troy Hills (NJ); Remote; USD 92,000 - 150,000; Full time

Benefits offered by this job

Medical, Dental, Vision Insurance

401k with matching

Short-Term/Long-Term Disability

HSA/HRA options

Paid Time Off

Tuition Reimbursement

Growth Opportunities

Job summary

Arrow Electronics in New Jersey is seeking a senior sales professional to define markets, identify new customers within the territory, plan strategies and build key relationships to enable solution selling across Arrow’s portfolio.

You will manage iQBRs and regular QBRs with major customers, promote value-added supply chain programs, and leverage Salesforce.com and Oracle to track progress while traveling 3-4 days a week as needed.

Qualifications

• Typically requires a 4 year degree and a minimum of 5 years of related experience.
• Experience interacting with vendors and customers in a technical environment.
• Ability to develop strategic plans for all assigned accounts and sell Arrow offerings.
• Ability to lead QBRs with major customers to unlock opportunities.
• Understanding of pricing programs/models in the electronics industry.

Responsibilities

• Define critical markets and new customers in the assigned sales territory and plan strategy.
• Develop strategic plans for all assigned accounts and market Arrow’s offerings.
• Prepare internal quarterly business reviews (iQBR) and lead regular QBRs with major customers.
• Promote Arrow value-add, supply chain and life-cycle programs; use Salesforce/Oracle for tracking.
• Travel as required; participate in the sales compensation plan (60/40 split).

Skills

Electronics industry knowledge

Strategic account planning

QBR facilitation

CRM proficiency (Salesforce, Oracle)

Vendor/customer relationship mgmt

Territory sales experience

Education

Bachelor's degree or higher

Tools

Salesforce.com

Oracle

Job description

Position

• Define critical markets and new customers in the assigned sales territory, plan strategy and develop all key relationships to ensure strong foundation for solution selling. Maintain and promote relationships with customer contacts who may be determining design opportunities and deal with existing business challenges. Ensure customer satisfaction as it pertains to supply chain management and other value added services. Requires experience interacting with vendors and customers in a technical and engineering environment. Extensive understanding of pricing programs and models within the electronics industry.
• Requires comprehensive ability to develop strategic plans for all assigned accounts, sell and market full set of Arrow offerings incorporating in-depth knowledge of Arrow’s key supplier lines.
• Must be able to prepare comprehensive internal quarterly business reviews (iQBR), presenting strategic plans and implementation steps to grow sales, demand creation and improve customer service. Ability to lead regular QBRs with major customers that unlock additional sales opportunities.
• Must be able to promote and sell the value add, supply chain, and full life cycle programs offered by Arrow. Requires proficiency in sales tracking systems, SalesForce.com, Oracle Establish and ability to build relationships with key suppliers.
• This job profile requires the assignment and participation in a sales compensation plan. A portion of OTE will be variable and tied to specific sales-related goals as set forth by Arrow (60/40 split)

Job Description

• Define critical markets and new customers in the assigned sales territory, plan strategy and develop all key relationships to ensure strong foundation for solution selling. Maintain and promote relationships with customer contacts who may be determining design opportunities and deal with existing business challenges. Ensure customer satisfaction as it pertains to supply chain management and other value added services. Requires experience interacting with vendors and customers in a technical and engineering environment. Extensive understanding of pricing programs and models within the electronics industry.
• Requires comprehensive ability to develop strategic plans for all assigned accounts, sell and market full set of Arrow offerings incorporating in-depth knowledge of Arrow’s key supplier lines.
• Must be able to prepare comprehensive internal quarterly business reviews (iQBR), presenting strategic plans and implementation steps to grow sales, demand creation and improve customer service. Ability to lead regular QBRs with major customers that unlock additional sales opportunities.
• Must be able to promote and sell the value add, supply chain, and full life cycle programs offered by Arrow. Requires proficiency in sales tracking systems, SalesForce.com, Oracle Establish and ability to build relationships with key suppliers.
• This job profile requires the assignment and participation in a sales compensation plan. A portion of OTE will be variable and tied to specific sales-related goals as set forth by Arrow (60/40 split)

What You’ll Be Doing

• Define critical markets and new customers in the assigned sales territory, plan strategy and develop all key relationships to ensure strong foundation for solution selling. Maintain and promote relationships with customer contacts who may be determining design opportunities and deal with existing business challenges. Ensure customer satisfaction as it pertains to supply chain management and other value added services. Requires experience interacting with vendors and customers in a technical and engineering environment. Extensive understanding of pricing programs and models within the electronics industry.
• Requires comprehensive ability to develop strategic plans for all assigned accounts, sell and market full set of Arrow offerings incorporating in-depth knowledge of Arrow’s key supplier lines.
• Must be able to prepare comprehensive internal quarterly business reviews (iQBR), presenting strategic plans and implementation steps to grow sales, demand creation and improve customer service. Ability to lead regular QBRs with major customers that unlock additional sales opportunities.
• Must be able to promote and sell the value add, supply chain, and full life cycle programs offered by Arrow. Requires proficiency in sales tracking systems, SalesForce.com, Oracle Establish and ability to build relationships with key suppliers.
• This job profile requires the assignment and participation in a sales compensation plan. A portion of OTE will be variable and tied to specific sales-related goals as set forth by Arrow (60/40 split)

What We Are Looking For

• In-depth understanding of the electronic components industry
• Knowledge of the assigned market/territory (e.g., customers, competition)
• Recent industry experience is required (IP&E or interconnect, passive, and electromechanical components)
• Ability to promote and sell the value add, supply chain, and full life cycle programs offered by Arrow
• Ability to develop strategic plans for all assigned accounts, sell and market the full set of Arrow offerings incorporating in-depth knowledge of Arrow’s key supplier lines
• Experience dealing with contract manufacturers
• Proven ability to articulate complex strategies and able to execute on them
• Extensive understanding of pricing programs and models within the electronics industry
• Experience interacting with vendors and customers in a technical and engineering environment
• Ability to prepare comprehensive internal quarterly business reviews (iQBR), presenting strategic plans and implementation steps to grow sales, demand creation and improve customer service, and ability to lead regular QBRs with major customers that unlock additional sales opportunities.
• Proficiency in sales tracking systems, SalesForce.com, Oracle
• Brings enthusiasm and a resilient, can-do attitude to the workplace; approaches obstacles with optimism and determination

Work Arrangement

• Fully Remote: Must be able to travel to an Arrow office location as requested by Arrow leadership.
• Expected travel throughout territory 3-4 days a week

Education/Experience

• Typically requires a 4 year degree and a minimum of 5 years of related experience; or an advanced degree without experience; or equivalent work experience.

At Arrow, we recognize that financial rewards and great benefits are important aspects of an ideal job. That’s why we offer competitive financial compensation, including various compensation plans and a solid benefits package.

What’s In It For You

• Medical, Dental, Vision Insurance
• 401k, With Matching Contributions
• Short-Term/Long-Term Disability Insurance
• Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options
• Paid Time Off (including sick, holiday, vacation, etc.)
• Tuition Reimbursement
• Growth Opportunities
• And more!

Annual Hiring Range/Hourly Rate

$91,900.00 - $150,262.99

Actual compensation offer to candidate may vary from posted hiring range based upon geographic location, work experience, education, and/or skill level. The pay ratio between base pay and target incentive (if applicable) will be finalized at offer.

Location

US-NJ-New Jersey (Remote Employees)

Remote work employees may be required to be present at the closest designated Arrow office for work-related purposes, at the Company’s request and sole discretion.

Time Type

Full time

Job Category

Sales

EEO Statement

Arrow is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, gender, age, sexual orientation, gender identity, national origin, veteran or disability status. (Arrow EEO/AAP policy)

All Arrow job postings are for existing job vacancies. We anticipate this requisition will be open for a minimum of five days, though it may be open for a longer period of time.

In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.