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Market Development Specialist, Carrier Networks EMEA (m/f/d)

Date: 17-Jun-2022

Location: Berlin, DE, 10117

Company: Corning

Requisition Number: [[53942]]

 

Corning is one of the world’s leading innovators in materials science. For more than 160 years, Corning has applied its unparalleled expertise in specialty glass, ceramics, and optical physics to develop products that have created new industries and transformed people’s lives.

Corning succeeds through sustained investment in R&D, a unique combination of material and process innovation,and close collaboration with customers to solve tough technology challenges.

Our Optical Communications segment has recently evolved from being a manufacturer of optical fiber and cable, hardware and equipment to being a comprehensive provider of industry-leading optical solutions across the broader communications industry.This segment is classified into two main product groupings – carrier network and enterprise network. The carrier network product group consists primarily of products and solutions for optical-based communications infrastructure for services such as video, data and voice communications. The enterprise network product group consists primarily of optical-based communication networks sold to businesses, governments and individuals for their own use.

 

1. Purpose of Position

A) Sales Development:

a. Identify, estimate and manage New Account opportunities in the Growth Regions or Tier 2/3 in EMEA

b. Define, align, and execute demand generation initiatives like third party tender databases, LinkedIn Sales Navigator, Marketom Market/Marketing Campaigns etc

c. Define and execute a process to further qualify MQLs and increase the conversion rate from MQLs into SQLs

d. Work in close collaboration with Sales and with Content creators (MKD, PLM), to develop effective messaging for outbound communications to new accounts.

e. Deliver presentations to Commercial organization for New Product introductions

 

B) Market Development and Data Analytics:

a. Build a market sizing model for the different segments in EMEA that includes application detail. This model needs to cover OCS and OFC

b. Leverage SFDC to create a tracking and reporting tool that measure progress vs. agreed KPIs

c. Establish and execute engagement plan to build relationships with key Consultants, Contractors and other key firms, with a view to influence the process of developing technical specifications in our selected 5 countries

d. Determines end customer solution portfolio for Growth regions and T2/3 accounts and specific to market requirements

e. Collaborates with PLM, Technology and other regional application experts to evaluate and define scope for new product introductions meeting customer and regional requirements

f. Provide key input into the organization regarding specific applications strategy evolution through customer VOC, field feedback and internal developments to sustain value delivery to customer

 

2. Position Objectives

• Monitor and report on key performance indicators, such as Bid win rate and Order Intake

• Monitor and gather key industry intelligence on markets and competition/competitive performance

• Proactively communicate and make recommendations to Sales, Management and relevant internal partners

• Be a collaborator who can create strong relationships and influence others to meet our objectives

• Manage process to ensure opportunity pipeline optimization and process adherence

• Responsible for the sales lead generation process – alignment with marketing, ensuring we work with marketing to execute aligned campaigns, qualify leads if needed, assign to sales teams and follow up and report on progress

• Work with KAMs for defined growth accounts to develop impactful engagement plans

 

3. Key Measurements

• Meet or exceed revenue targets related to specified growth Accounts in EMEA (revenue aligned with EMEA scorecard)

• Regular reporting of key performance indicators to sales leadership

• Display the highest level of professionalism as a representative of Corning Optical Communications and adherence to all Corning values

• Share gain at existing customers within the Growth Account team

• Bi-annual Market Size report in main applications and analysis into the wider organization

 

4. Experience Requirements / Skills / Additional Information

• Bachelor’s degree in Telecommunication or equivalent

• Knowledge of commonly used software (Word, Excel, PowerPoint, Sales Force Dot Com)

• Team player spirit with high level of integrity

• Superior presentation, communication, management and negotiation skills

• Fluency in English, other languages will be considered as additional assets

• Strong demonstrable ability to work independently and deliver outputs without close supervision

• Good analytic skills

• SFDC expertise desired