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Sales Manager, East Region, Carrier Networks

Date: Dec 19, 2018

Location: Dallas, TX, US

Company: Corning

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.

Day to Day Responsibilities:

  • Plan, implement, and manage Corning Optical Communications’ sales effort in assigned region for the Carrier Network Sales/USBN customer base. Primary objective of this position is to maximize sales for all Corning products to the Carrier Network Sales market in assigned regions both today and the future.
  • Achieve planned sales levels for all products.  Manage all selling expenses within established limits.  Manage team within region to achieve regional sales goals.
  • Understand Pipeline generation and Pipeline management to ensure team progressing opportunities through necessary steps to close sales in effective/efficient manner.
  • Primarily responsible to select, hire and train Sales Engineers.  The role requires evaluation of skills using key performance metrics. 
  • Provide regular communication of significant or consequential regional issues, including call reports and monthly reports to VP of Sales on a timely basis.
  • Maintain an understanding of all major Opportunities/Projects in Region through regular review (monthly at a minimum) of each team member’s SalesForce.com funnel
  • Establish rapport with key internal resources and leverage these resources to drive success of the team. 
  • Maintain sufficient product knowledge of Corning Optical Communication products and their applications to recognize opportunities and communicate them internally to achieve maximum advantage.  New product or solution opportunities should be defined along with estimated volumes and presented to Product Line Management and Marketing to determine if these should be pursued.
  • Manage and develop channels in the region including developing marketing plans with internal Distribution Account Managers.  Maintain relationships with all regional and local channel managers.  Leverage the channel’s perception of Sales Engineer’s performance in the territory.
  • Territory covered will be the East Region US

Travel Requirements: 50%

Required Skills:

  • BS/BA or equivalent degree or experience.  MBA a plus.
  • Five (5) years of sales, and/or marketing experience.  Proven product and commercial knowledge, sales success and experience in managing employees. 
  • Outstanding People skills.
  • Excellent communication skills (written and oral).
  • Maintain proficiency in the use of the personal computer with special emphasis on Microsoft Office and Salesforce.com
  • Ability to set up small and large education programs with a focus on customer needs.
  • Results oriented; proven experience in budgeting and quota management.
  • Ability to target and prioritize key customers.
  • Proven success in time/territory management.
  • Must be able to work effectively in an unstructured environment with minimum supervision from a home based office.
  • Possess an ability to coach and develop employees. 
  • Proven track record for successfully managing conflict.
  • Strong problem solving ability.
  • Geographically flexible. 
  • Valid drivers’ license and safe driving record.

Desired Skills:

  • Exceptional teaching, training and motivational skills with proven track record.
  • Proven ability to communicate across various levels within an organization.
  • Excellent organizational skills with proven track record. 
  • Familiarity with telecommunications, fiber-optics, & selling through distribution. 

 

Immigration sponsorship is not supported for this position.

 

 

 

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


Nearest Major Market: Dallas
Nearest Secondary Market: Fort Worth