北京招聘

Inside Sales Representative
The main purpose of this job is to manage the overall account relationship by providing strategic service and support to assigned customer base. This position will maximize margins, gain market share, and drive value added solution selling. 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.
1. Responsible for Sales Excellence through the development and management of customer strategy in assigned account territory
? Thorough knowledge and accountability of supply chain engagements such as: e-Compass, Consignments, CARES (Customer Automated Replenishment System)
? Can identify opportunities through Synergistic Selling with a strong focus on commodity products (White Space Report, PEMCO Mix)
? Can identify opportunities for Reverse Logistics, GBC (Global Business Conversion) & ITAD (Information Technology Asset Disposition)
? Understand and recognize SDB (Small Disadvantage Business) engagements
? Liaison to other Arrow entities
? Set and drive Solutions Selling and account level strategy
? Knowledge of competitive landscape in the market and can make decisions based on that information.
? 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 information within Salesforce.com to enhance customer relationship, leads, and opportunities
? Thorough knowledge and application of all the tools and services within Arrow
? Able to find 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
? Work with SSG and Regional Profit Manager to enhance margin levels throughout assigned account base
? Responsible for implementing Arrow’s eCommerce strategy (MyArrow)
? Set account margin strategy
? Identify and build influential customer relationships within assigned account base
? Manage all customer contact (phone & electronic)
? Participate in account visits, when appropriate
? Responsible for coordinating all support functions (CSR, SSG, FSG, Product Management, Quote Specialist, and Business Process Outsourcing)
? Continuous improvement through Process Discipline
2. Owner of overall customer Quote to Order objectives
? 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)
? Negotiates Special Handling & Lot Codes requests
? Owns PRCE 2 through 6 pricing and margin targets
? Peer Pricing Adoption
? Processing Programming First Articles & revisions
? Gather missing information on quotes directly with customer
? Ensures 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

3. Responsible for on-going Sales Support activities for the Order to Invoice process including, but not limited to;
? RMA (Return Material Authorization) – Initial negotiation with customer
? Critical shortage calls with customer and supplier
? Notify customer of price increases
? Proactive notification to customer of changes to delivery status (changes in Arrow commit)
? Bond Reviews with customer (Shortages & Turns)
? Manage SMI (Slow Moving Inventory) and NCNR (Non-Cancellable, Non-Returnable) customer conversations
? Responsible for Hard & Planned Order management
? Work with third party value added providers
? Manage DCMA (Defense Contract Management Agency) relationship
? PCN (Product Change Notification) Coordination
? Back up coverage for other Sales and Marketing Representatives
4. Responsible for customer interface for backend Quality processes
? Owner of escalated quality issues such as: CAR (Corrective Action Report), FQR (Field Quality Report), Branch Services Request)
? Own & Maintain POI (Perfect Order Index). This is comprised of OTD (On-Time Delivery) and E2E (End-to-End Order Quality)
? Maintain Inventory Integrity to minimize write offs / bill backs
5. Responsible for customer interface for important Credit and Financial information
? Requests for financial documents (P&L, Balance Sheets)
? Negotiates credit lines & terms (Internal & External)
? First point of escalation for credit related issues from CSR
Basic Qualifications:
? Associates degree or equivalent
? 0- 2 years related experience
? Strong negotiation, presentation, verbal, and written communication skills are essential.
? Must have a proven track record of sales performance and meeting quotas.
? Strong interpersonal, organizational, problem solving, and customer service skills.
? Must be able to multitask, prioritize, and deal with ambiguity.
? Proficient in Microsoft Office, specifically, Excel, Word, Outlook.
? Proficient in typing quickly and accurately
Preferred Qualifications:
? Experience with Salesforce.com is a plus.
? Bi-lingual

Arrow Electronics, Inc. (NYSE: ARW), 艾睿作为财富102强，是《财富》杂志最受赞赏的公司之一。全球技术解决方案公司艾睿电子致力驱动创新，引领超过180,000家领先的技术制造商和服务提供商。艾睿专注发展可提升业务及生活质素的科技解决方案，2020年销售额达到286.7亿美元。公司在全球拥有20,100名员工，超过345个业务网络，服务范围遍及80个国家。


Arrow Electronics, Inc. (NYSE: ARW), an award-winning Fortune 102 and one of Fortune Magazine’s Most Admired Companies. Arrow guides innovation forward for over 180,000 leading technology manufacturers and service providers. With 2020 sales of USD $28.67 billion, Arrow develops technology solutions that improve business and daily life. Our broad portfolio that spans the entire technology landscape helps customers create, make and manage forward-thinking products that make the benefits of technology accessible to as many people as possible.

Our strategic direction of guiding innovation forward is expressed as Five Years Out, a way of thinking about the tangible future to bridge the gap between what's possible and the practical technologies to make it happen.