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Distribution Sales Manager

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Date: Jul 21, 2022

Location: Charlotte, NC, US, 28216

Company: Corning

Requisition Number: 54764


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.

Corning’s Environmental Technologies segment manufactures ceramic substrates and filter products for emissions control in mobile and stationary applications around the world.


Purpose of the Position:

Maximize the sales of Corning Optical Communications (COC) products through Distribution channel partners in the United States and Canada. Develop and manage the implementation of strategies and marketing initiatives targeting key Carrier Distributors to drive self-space and share. Will require close coordination and engagement with important stakeholders across the COC organization.


Day to Day Responsibilities:

  • Develop and implement an annual account plan and strategy for Distributor channel partners to include: o Joint growth objectives o Key product/solution focus o Stocking plans o National/regional tradeshow support o Field engagement/support needs
  • In conjunction with commercial marketing, define and agree on annual objectives for optical hardware, OSP cable
  • Conduct QBR’s with channel partners, review progress and modify when necessary
  • Meet sales budget for all products associated with assigned accounts
  • Provide monthly business and inventory updates to commercial leadership.
  • Insure full utilization of the tool including maintaining a monthly forecasting distribution plug for all tier one accounts
  • Work with contract management to ensure contracts are current and compliant
  • In conjunction Commercial Marketing and Product Line Management, provide competitive intelligence concerning the distribution policy, product pricing strategy and promotion initiatives
  • Develop personal relationships with key customers and provide account support and maintenance as necessary
  • Operate within assigned selling and expense budget.
  • Develop and maintain a consultative engagement with the Carrier Distribution market to identify opportunities gain addressable share for COC products/solutions.
  • Develop a working knowledge of the challenges facing strategic USBN channel partners and how COC can help them meet those challenges.
  • Develop strong relationships with key decision makers at key accounts. Develop and nurture relationships with key Sr. Level Management personnel at distribution
  • As a representative of COC, ensure you convey the highest level of professionalism in behavior and appearance and help to fulfill all customer expectations of COC as a World Class supplier.


Education & Experience:

  • Bachelor’s level college degree is required, MBA or equivalent degree is strongly preferred
  • BA or BS from an accredited 4-year institution or equivalent
  • MBA or equivalent degree is strongly preferred.
  • Minimum of 5 years of Distribution experience


Required Skills:

  • Strategic thinker, able to construct and execute on a distributor plan
  • Demonstrated Leadership skills
  • Strong technical acumen with an excellent understanding of the enterprise market. This understanding will include customers and markets as well as competitors, indirect channels, and influencers in the market.
  • Strategic thinker, able to construct and execute on a distributor plan
  • Deep understanding of financial metrics; both top and bottom line
  • Field Sales experience is required
  • Strong knowledge of the enterprise market and indirect channels
  • Working knowledge and understanding of
  • Strong negotiations and conflict resolution experience
  • Demonstrated analytic skills; Proficiency in Excel, Word, PowerPoint and
  • Effective written and verbal communication skills
  • Strong oral and written presentation/communication skills


Desired Skills:

  • Channel management experience preferred
  • Strong knowledge of customers and commercial practices.
  • Working knowledge and understanding of
  • Proven ability to work independently
  • Proficiency in Excel, Word, PowerPoint and
  • Effective written and verbal communication skills
  • Strong oral and written presentation skills
  • Strong knowledge of COC customers and commercial practices.
  • Knowledge of COC products.


Travel Requirements: willingness to travel >25%


This position does not support immigration sponsorship.

We prohibit discrimination on the basis of race, color, gender, age, religion, national origin, sexual orientation, gender identity or expression, disability, veteran status or any other legally protected status.


We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Nearest Major Market: Charlotte