Sales Operations Associate IV
Position:Sales Operations Associate IV
Summary: The main purpose of this job is to manage the overall account relationship by providing strategic service and support to assigned customer base, consisting of large, complex accounts/engagements. This position will maximize margins, gain market share, and drive value added solution selling through an advanced knowledge and understanding of the business, products, and market. Working with internal and external resources, the SMR must provide customer service often facilitating work of others in quoting, fulfilling demand, ensuring on time delivery of orders, providing engineering support and trouble shooting other customer problems. Function as key liaison between suppliers and customers to build and establish long-term business partnerships for Arrow. Responsibilities: Responsible for Sales Excellence through the development and management of customer strategy in assigned account territory through an advanced and more complete understanding of Arrow's products and solutions, driving sales strategy, broader internal and external relationships with more senior level resources, and an advanced knowledge of competitive and market information: Thorough knowledge and accountability of supply chain engagements such as: e-Compass, Consignments, CARES (Customer Automated Replenishment System) Proactively identify and act upon opportunities through Synergistic Selling with a strong focus on commodity products (White Space Report, PEMCO Mix) Proactively identify and act upon opportunities for Reverse Logistics, GBC (Global Business Conversion) & ITAD (Information Technology Asset Disposition) Understand and recognize SDB (Small Disadvantage Business) engagements Liaison and point of contact to other Arrow entities Set and drive Solution Selling and account level strategy Advanced knowledge of competitive landscape in the market and makes decisions based on that information. Proactively coordinates the involvement of all available resources and support functions, including Management, FSR (Field Sales Representative), FAE (Field Application Engineer), CSR (Customer Service Representative), SSG (Supplier Services Group), Suppliers, Manufacturers, FSG, Product Management, Quote Specialist and Business Process Outsourcing Implement Third Box strategic selling into assigned account base (knows customer's customers needs) Manage and understand information within Salesforce.com to enhance customer relationship, leads and opportunities Advanced knowledge and application of all the tools and services within Arrow Search, identify, and act upon opportunities for AMSS (Advanced Manufacturing Support Services), ACES (Arrow Consulting Engineering Services) and Value Added services within assigned account base Use internal and external resources to expand penetration into Vertical segments Actively seeks out resources with SSG and Regional Profit Manager to enhance margin levels throughout assigned account base Responsible and accountable for implementing Arrow's ecommerce strategy (MyArrow) Set and drive account margin strategy Identify, build, and maintain influential customer relationships within assigned account base Manage all customer contact (phone & electronic) Participate and interact in account visits, when appropriate Responsible for coordinating all support functions (CSR, SSG, FSG, Product Management, Quote Specialist, and Business Process Outsourcing) Drive continuous improvement through Process Discipline . Owner of overall customer Quote to Order objectives through a higher level of knowledge and understanding of the quote process, more advanced negotiation skills, in-depth interface and resolution of missing customer information: Setting strategy for quote process Coordinate resources and processing of customer quotations (Quote Center, Quote Cover Sheet, PM Views, Management, FSR, Suppliers, Value Add, and SSG) Negotiate pricing Quote mark up (owns strategy and application) Notify customer of price increases Validation of EOL, and item class change (NCNR) Own the Value Added processes such as: Programming, Tape and Reel, Power Supplies, EOL (End of Life) Negotiate Special Handling & Lot Codes requests Own PRCE 2 through 6 pricing and margin targets Peer Pricing Adoption Processing Programming First Articles & revisions Gather missing information on quotes and communicate directly with customer Ensure all military requirements are met at the time of quote/order (DPAS/Government rating) SQM (Strategic Quote Management) interface including review of drawings in QDRF (Qualified Drawing Review Form) to validate part numbers Responsible and accountable for on-going Sales Support activities for the Order to Invoice process by identifying, troubleshooting, and resolution of service issues in order to minimize potential risks; including, but not limited to; RMA (Return Material Authorization) – Initial negotiation with customer and determine win-win solutions Perform a Continuous Process Improvement (CPI) on recurring shortage issues, determine root cause, develop an action plan, track the results, and make adjustments based on results, if necessary Analyze price increase notices, determine impact to Arrow's profitability, prepare a business offer strategy for the customer, and present and negotiate a win-win solution Proactive notification to customer of changes to delivery status (changes in Arrow commit) Bond Reviews with customer (Shortages & Turns) and able to make resolution recommendations Manage SMI (Slow Moving Inventory) and NCNR (Non-Cancellable, Non-Returnable) customer conversations and make recommendations Responsible for Hard & Planned Order management and able to recommend supply chain solutions to optimize engagement Work with third party value added providers Manage DCMA (Defense Contract Management Agency) relationship Manage PCN (Product Change Notification) to customers by suggesting and negotiating alternative parts/prices in order to retain business Back up coverage for other Sales and Marketing Representatives Responsible for customer interface for backend Quality processes through an advanced understanding of the quality issues, resolution parameters and options, and based on that understanding, makes recommendations, as needed: Owner of escalated quality issues such as: CAR (Corrective Action Report), FQR (Field Quality Report), Branch Services Request) and ensure issues are resolved Own & Maintain POI (Perfect Order Index) with an understanding of the levers that impact POI performance. This is comprised of OTD (On Time Delivery) and E2E (End to End Order Quality) Maintain and drive Inventory Integrity to minimize write offs, bill backs, and SMI Responsible for customer interface for important Credit and Financial information through an advanced knowledge and more thorough understanding of the financial and credit documents, processes, and terms and will resolve issues and present recommendations: Requests for financial documents (P&L, Balance Sheets) Negotiates credit lines & terms (Internal & External) First point of escalation for credit related issues from CSR This position requires a minimum of 5% travel per year. Experience: High school diploma plus 8 – 10 years of sales experience. Technical training and/or Associates degree are preferred plus 4 – 6 years of sales experience, or an equivalent combination of education, training, and experience. Minimum of 1 year of Arrow sales or product management experience is preferred. Strong negotiation, presentation, verbal, and written communication skills are essential. Must have a proven track record of sales performance and meeting quotas. Must have strong interpersonal, organizational, problem solving, and customer service skills. Must be able to multitask, prioritize, and deal with ambiguity. Must be highly proficient in Microsoft Office, specifically, Excel, Word, Outlook. Experience with Salesforce.com is a plus. >Excellent communication & interpersonal skills are required to interact with internal and external customers What is in it for you? Training Skills development Performance coaching Medical, dental, vision, paid time off, 401k domestic partners program and more. Community involvement opportunities FUNCTION:Sales At Arrow, we are driving innovation and choice by offering employees a variety of benefits designed to keep you and your family physically and financially healthy. Our comprehensive, competitive benefits program is an important part of your total compensation package. We offer a variety of plans and coverage including health and welfare, retirement, paid time off, and voluntary benefits as well as resources to help you make cost-effective decisions for you and your family. Everyone counts at Arrow, and our benefits enable you to achieve and maintain better health and plan for your future as we work together toward smarter solutions in tomorrow's technology. Arrow offers competitive time off for you, which includes accrued vacation time, personal and floating holidays, in addition to other observed holidays. These are granted based on the date you join the company in any given year. http://benefits.arrow.com EOE Minorities/Females/Protected Veterans/Disabled Arrow Electronics, Inc. is committed to working with and providing reasonable accommodation to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the employment process, please refer to our Hiring Process & Accommodations Request Instructions on our Career Site to let us know the nature of your request and your contact information.
Time Type:Full time
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