Position:

Internal Sales Representative - IP&E

Job Description:

Job title: Internal Sales Representative - IP&E

Channel: Sales
Reporting to: Regional Sales Manager

Main Purpose of the Role:

Be the IP&E representative inside the Branch. Taking your cues from the central IP&E strategy you will be the driving force inside the Branch to ensure all components of the strategy are fully integrated, clearly communicated and fully executed by all Branch colleagues.

You will be accountable for achievement of the IP&E plan within your defined customer set whilst supporting your Branch colleagues to exceed all regional IP&E objectives:

• Develop the IP&E business and relationships within assigned accounts and region to:

  • Sell the Arrow value proposition

  • Maximize Arrow share

  • Maximize all aspects of profitability

  • Develop focus accounts and Branch IP&E business & enable Quote Quality & Throughput

• Proactive, profitable sales growth on IP&E, through both focus accounts & Branch

• Support Account Managers on customer negotiations related to relevant IP&E quotes and prices

• Follow-up to convert all new IP&E business opportunities (Quotes, Tasks, Leads)

• Drive commercial activity and new RFQs in specific assigned accounts

• Organize and lead IP&E trainings within ISR groups

• Drive relation with TOP IP&E suppliers (in cooperation with RPM, AM & ISR)

• Drive relation inside ARROW with product management, asset & vertical IP&E

• Nurture, develop and leverage professional business relations across the One Arrow enterprise

Key Tasks:

Commercial

• Drive quote follow-up process for all relevant IP&E quotes to production win

• Understanding the customer ‘need behind the need’ to become a trusted IP&E business partner

• Exceed targets; Market share growth -focus accounts and branch

• Extract accurate and detailed competition information to win new business and maximise Arrow investment

• Optimise product mix (white space approach) and identify new business opportunities

• Support Field Sales and ISR to convert all ‘non-defined’ top opportunities

• Participate in relevant business-related training to keep abreast of industry trends and evolution

• Deliver regular IP&E market and commercial updates to all branch colleagues

• Participate in customer meetings and formal business reviews

• One Arrow team partner

Profitability

• Understand and evaluate market conditions to drive profitability

• ISRP use cross selling opportunities and supplier relation to review, maintain and maximise margin

• Obsessively enhance RGP through requote and commodity switches

• Constantly weigh market share goals with the need to maintain profitable business

• Drive IP&E share growth within defined FA

Operations

• Support Field Sales and ISR on IP&E for focus accounts and other relevant offers within the region

• Own BOM process for IP&E and link Product Manager to top opportunities

• Quote follow-up review with ISR/AM on relevant customer quotes

• Support ISR to drive design linkage till production win

• Bring the Vertical IP&E strategy to regional execution

• Maintain data integrity in Oracle SWB, CRM and Oracle Customer Master

• Utilise all available tools and services to work as effectively as possible

• Work in collaboration with all Arrow teams to exceed customer expectations

• Seamless interaction with CSR partners

Competencies:

• Delivers Results

• IP&E pricing intelligence

• Ownership for big RFQ including preperation and BOM process management      

• Business Acumen

• Influencing & Relationship building within FA and branch

• Influencing & Relationship building with major IP&E suppliers  

• Support AM and ISR on account management strategies for FA

• Territory management to identify and develop new FA

• Problem Solving and IP&E escalation resource on price issues

• Dealing With Ambiguity

• Follow up and review on big IP&E quotes with ISR

• Represent the branch in a matrix organization.

Experience/ Skills /Knowledge:

• Sales skills

• IP&E supplier quote rules experience

• Industry knowledge

• Team skills

• Accountability

• Analytical skills

• Communication and coordination skills

• Networking

• English Language skills - fluently in writing and spoken

• Advanced system skills (Office systems and sales systems)

• Negotiating skills

• Planning skills

• Time management

What we can offer:

• Stable employment based on a permanent contract  

• Remote/hybrid work possibilities 

• Attractive employee compensation package - salary consists of base and variable compensation  

• Modern office space with ergonomic workplaces

• Access to a confidential, professional well-being service

• Comprehensive training in the newest technologies in the electronic industry

• Opportunity to work with a wide spectrum of companies and technologies that drive innovation. 

• Develop the most advanced systems with the most up-to-date electronic components available on the planet.  

• Full access to Internal Knowledge Base 

• Solid induction training with the buddy assistance

• Professional Oracle training provided by a Business Process Engineer combined with work shadowing with a buddy

• You will be part of a diverse team that supports each other and where the atmosphere is friendly, sociable, and positive. 

• We do our best to create a friendly atmosphere inside our team so you can feel important and valuable.  

• You will closely cooperate with different teams and people across the EMEA region 

• You will be exposed to the whole EMEA region, supporting multiple business units and Managers

• Possibility to join one of our initiatives (eg. Earth Month) 

#LI-MW2

Location:

UK-Harlow, United Kingdom (Kao Park Hockham Way)

Time Type:

Full time

Job Category:

Sales