The Account Development Representative will drive sales growth through new customer acquisition and rebuilding of underpenetrated and neglected relationships with Arrow customers. This role is focused both on building and maintaining influential customer and supplier business relationships by staying abreast of current and future industry and competitor's products, trends, technology and information. This position will generate leads and follow-up on leads obtained through suppliers and Arrow internal sources. This position will call on customers; provide product information, and follow-up on quotes to close business for Arrow. The ADR seeks to provide an appropriate solution by understanding what the customer is trying to accomplish. This role also spends time in a needs analysis process to determine a prospect's fit with Arrow's products and services. The ADR coordinates resources to provide solutions and close sales opportunities. Develops and maintains broad, influential relationships with customers, suppliers, and Arrow colleagues.
Demand Creation: Drives sales growth through new customer acquisition and rebuilding of underpenetrated and neglected relationships. Identifies and targets emerging areas for high growth, profit, and differentiation (e.g., fast growing, small to mid-size businesses). Generates leads and follows-up on leads obtained through suppliers and Arrow internal sources. Qualifies prospects, analyzes sales potential, and then prioritizes high-return opportunities for further attention/investment. Proactively surfaces opportunities at assigned accounts to solve problems and create demand for Arrow's full range of solutions, products, and services.
Sales Generation: Drives and creates their own opportunities and product selection within their territory by having a fundamental understanding of all of Arrow's solutions, matching those solutions to customer business needs. Grows profits and maximizes margins by solving the customer's business problems with value-added Arrow solutions. Negotiates skillfully in tough situations with customers and is able to win concessions while maintaining good customer relationships. Presents a persuasive rationale for recommendations and solutions that support the sale. Understands the Arrow resources available and focuses those resources at the appropriate time to close opportunities. Coordinates global transactions locally and across regions to maximize business capture rates. Develops strategic customer sales/marketing plans.
Relationships: Builds and maintains influential customer and supplier business relationships by staying abreast of current and future industry and competitor's products, trends, technology and information. Must be able to converse with senior management and C-level/executive level personnel. Becomes embedded in assigned accounts, develops deep customer relationships vertically and horizontally. Develops and maintains broad, influential relationships with customers, suppliers, and Arrow colleagues. Goal is to become a trusted advisor to the customer.
Must have the ability to sell, persuade, influence and negotiate. Must have demonstrated ability to build relationships at all levels of customers and suppliers. Proven ability to originate new business and convert a lead into a qualified prospect.
Competence to evaluate customer's potential based on application and segments.
Technical education or Job experience with electronic or electrical background. Alternatively, commercial background with electronic / electrical interest.
Minimum of 5 years working experience, preferable Sales
Must be able to prioritize, multitask, and deal with pressure.
- Interacts with various personnel levels both internally and externally.
- Excellent communication skills are required to present, sell, and negotiate with all levels of personnel
- Familiarity with and ability to calculate basic business analysis equations
- English reading and writing
- Microsoft Office, especially Excel & Powerpoint
- Presentation skills
- Electronic component knowledge
- Driver license
One Office day per week
Customer visits / calls
Visit Reports updates in BRM
Frequent interaction with ISR / FAE / RPS / AM / TSE / RSM
Development of New Customer
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
Time Type:Full time
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