Account Manager

Position:Account Manager

Job Description:

JOB DESCRIPTION

JOB TITLE:

Account Manager

CHANNEL:

Sales

CLEAR CATEGORY:

Sales w/ Sales bolt-on's

REPORTING TO:

General Manager

Overall Responsibilities:

  • Work in line with Arrow's vision and values
  • Fulfil the competency criteria and goals for identified CLEAR category

Main Purpose of the Role:

  • Take ownership of assigned accounts
  • Develop relationships and be able to negotiate at all levels within the customer
  • Be visible on sight – frequent customer visits
  • Develop the business on assigned accounts to:
  • Maximize Arrows share
  • Maximize overall profitability
  • Manage all resources to grow the business with Field Application Engineers, Field Marketing, Asset, Business Process Excellence (BPE), Assignees, customers, suppliers (bolt-on for CE)
  • Customer satisfaction (bolt-on for SE)

Key Tasks/Responsibilities:

Commercial

  • Keep an up to date account profile (agreed Customer Sheet) Customer data – Short/Mid-term actions with ownership – White Space – Customer Contacts - ROWC/EBIT
  • Keep a record of all visits (agreed Visit Template)
  • Through fact-based analysis and in-depth customer knowledge work out account strategies and plans based on greatest opportunities for growth
  • Pro-actively promote Arrow's top 42 suppliers, whilst selling across the breadth of Arrow's line card
  • Quarterly meetings with Sales Manager to agree appropriate actions and execute on these
  • Prioritise time on the largest growth opportunities within the account base
  • Communicate proactively and use all available resources to maximize the return and to ensure smooth operations in regards to speed, accuracy and cost effectiveness
  • Have a clear understanding of competition activity in the account base
  • Support the company credit policy (bolt-on for SE)

Demand Creation

  • Drive agreed supplier initiatives
  • Have a clear record of what development projects each customer has and what stage they are at
  • Co-ordinate both manufacturer support and Arrow FAE support appropriately to maximise new design opportunity for Arrow
  • Nominate and drive BIRA/GPC (Central Europe) initiative in the largest OEM DTAM customers
  • Become ATSR qualified and refresh qualification annually

Supply Chain

  • Have a clear understanding of Arrow's supply chain solutions
  • Manage an appropriate level of stock through buffer, forecast, backlog that is line with customers turnover and Arrow's stock turn expectation and at the same time ensure supply continuity for the customer.
  • Have a clear understanding of customer priorities - stock turns, stock availability and be able to recommend supply chain solutions that will support customer objectives.

Key Interfaces:

  • Customers
  • Suppliers
  • Engineering
  • Sales Manager / Branch manager
  • Internal Account Manager / Internal Sales Executive
  • Marketing RLM
  • Product asset management (bolt-on for SE)

Competencies – CLEAR:

  • Delivers Result
  • Customer Service
  • Influencing & Relationship Building
  • Business Acumen
  • Problem Solving
  • Dealing With Ambiguity
  • Negotiating
  • Time Management
  • Sales System skills
  • Account territory management

Competencies – Other :

Experience/ Skills /Knowledge:

  • Industry knowledge
  • Analytical skills
  • Planning skills
  • Commercial bonus flair
  • Creativity
  • Accountability

Data Privacy Statement

When submitting your application at Arrow within EMEA, the responsible entity for the collection of your personal data, to which you have applied, is the Arrow Group Company specified below:

AGC United Kingdom

Kao 1, Kao Park, Hockham Way, Harlow, Essex, CM17 9NA

Location:Reading

Time Type:Full time


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