Arrow Electronics

• Managing the overall account relationship by providing strategic service and support to the assigned customer base. Maximize margins, gain market share, and drive value-added solution selling. • Working with internal and external resources, provide customer service, often facilitating work of others in quoting, fulfilling demand, ensuring on-time delivery of orders, providing engineering support, and troubleshooting other customer problems. • Functioning as key liaison between suppliers and customers to build and establish long-term business partnerships for Arrow. • Responsible for Sales Excellence through the development and management of customer strategy in assigned account territory. • Sell and drive Solutions Selling within the approved account level strategy. Requires knowledge of the competitive landscape in the market and the ability to make sales decisions based on that information. • Responsible for on-going Sales Support activities for the Order to Invoice process. Owns the customer interface for backend Quality processes: corrective actions, Field Quality Reports. Owns and Maintains Perfect Order Index (POI) and Inventory integrity to minimize write-offs/bill backs. • Owns the customer interface for important Credit and Financial Information as well as coordination of all available resources and support functions. • As owner of the overall customer Quote to Order sales objectives, set strategy for the quote process, coordinate resources and processing of customer quotations (Quote Center, Quote Cover Sheet, PM Views, Management, FSR, Suppliers, Value Add, and SSG), validate EOL and item class change (NCNR), negotiate pricing and Quote mark up (owns strategy and application) and notify the customer of all/any price increases.

• Work closely with defined key accounts in the assigned sales territory, planning strategy and developing 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 • Working closely with team members to drive the overall growth and success of the branch • 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.

• Define critical markets and new customers in the Orange County/Los Angeles 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. • 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. • Prepare comprehensive internal quarterly business reviews (iQBR), presenting strategic plans and implementation steps to grow sales, demand creation and improve customer service. • Promote and sell the value add, supply chain, and full life cycle programs offered by Arrow.

• Manage the overall account relationship by providing strategic service and support to assigned customer base. • Maximize margins, gain market share, and drive value added solution selling. • Provide customer service often facilitating work of others in quoting, fulfilling demand, ensuring on-time delivery of orders, providing engineering support, and troubleshooting other customer problems. • Function as key liaison between suppliers and customers to build and establish long-term business partnerships. • Responsible for Sales Excellence through the development and management of customer strategy in assigned account territory. • Owns the customer interface for backend Quality processes: corrective actions, Field Quality Reports. • Owns & Maintains Perfect Order Index (POI) and inventory integrity to minimize write offs/bill backs. • Responsible for ongoing Sales Support activities for the Order to Invoice process.

• Develop and execute effective sales strategies to drive revenue growth and meet or exceed targets • Recruit, onboard, and mentor a high-performing sales team while fostering a collaborative, supportive, and winning culture • Inspire and motivate your direct reports through coaching, hands on support, and ongoing feedback • Actively participate in opportunity management, leveraging effective MEDDPICC sales methodology, and helping representatives navigate complex opportunities • Build and maintain strong relationships with prospects and active partners • Collaborate cross-functionally with marketing, customer success, product, presales engineering, technical account management, and operations to improve sales efficiency and accelerate growth • Continuously refine the sales process to increase effectiveness, shorten cycles, and support scalable growth • Stay informed on industry trends, FinOps best practices, and emerging technologies to guide team development. • Track and analyze sales performance, pipeline health, and key performance indicators, taking corrective action when needed • Ensure all clients’ details and related pipeline and sales cycle related information is timely and properly documented and managed in CRM (Salesforce) • Ensure proper sales quotas distribution and compensation plan communication to your direct reports • Create and foster a collaborative working environment to enable creativity and success within your team, with your peers and your direct manager

• Manage the overall account relationship by providing strategic service and support to the assigned customer base. Maximize margins, gain market share, and drive value-added solution selling. • Responsible for Sales Excellence through the development and management of customer strategy in assigned account territory. • Requires thorough knowledge and accountability of supply chain engagements Sell and capture opportunities through Synergistic products (e.g., White Space Report, PEMCO Mix), Reverse Logistics, GBC (Global Business Conversion) & ITAD (Information Technology Asset Disposition). • Sell and drive Solutions Selling within the approved account level strategy. Requires knowledge of the competitive landscape in the market and the ability to make sales decisions based on that information. • Contact and qualify potential customers for sales and excess potential and assign them to account buckets • Work with Arrow Advantage teams for customer referrals. • Collect excess list and process them accordingly. • Manage account assignments, removals, and database integrity • Organize and follow up on account reviews and action items

• Defining critical markets and new customers in the assigned sales territory, planning strategy, and developing all key relationships to ensure strong foundation for solution selling within the Aerospace & Defense vertical market. • Maintaining and promoting relationships with customer contacts who may be determining design opportunities and deal with existing business challenges. • Ensuring customer satisfaction as it pertains to supply chain management and other value-added services.

• Provide a high level of service and maintain relationships with existing OEM, electronic contract manufacturers and similar customer base. • Maintain and promote relationships with customer contacts who may be determining design opportunities and deal with existing business challenges. • Visiting new & existing customers to promote Arrow's full range of electronics components including semiconductors, electro-mechanical and passive products. • Identify new opportunities primarily within the Sydney region, plan strategy and develop all key relationships to ensure strong foundation for solution selling. • Ability to work in a team environment.

• Partner enablement through development of technical programs • Overseeing day-to-day technical account activities • Evangelizing, positioning, and architecting NaaS solutions for channel partners • Providing technical leadership and direction to channel partners and sales staff • Leading discovery, analysis, design, demonstration, and refinement of technology solutions • Collaborating with Arrow marketing to create digital content • Building relationships with partners and end users to support sales objectives • Presenting technology solutions and business cases to partners and customers

• Responsible for managing the sales efforts of their team and providing leadership towards the achievement of maximum profitability and growth in line with the company's vision. • Manage the strategic and sales objectives for the sales teams and creates tactical solutions to meet/exceed objectives. • Direct strategy that motivates sales teams to reach sales goals and deliver results. • Strengthens Arrow's reputation by delivering service excellence and process efficiencies. • 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.