Account Manager CN, Ireland

Role Purpose

Working within the UK & I team to develop new business as well as grow existing business within the Ireland and Northern Ireland markets.  Focus will be on growing business within new as well as existing accounts.

Differentiating Corning within the marketplace and supporting the achievement of COC’s sales and profit objectives.

Key Responsibilities

• Achieves and/or surpasses the assigned sales targets
• Develops and executes account and distribution plans that provide the customer(s) with a fully integrated set of product, process, service, and technical solutions which draw on Corning’s total value proposition to meet specific business needs
• Maintains frequent contact with the customer and other ancillary companies (channels, contractors, OEMs, design companies, trade associations) to identify, build and strengthen the relationship. Continually assess Corning’s effectiveness in meeting the customer’s needs, and ultimately maximize account penetration and customer retention
• Maintains frequent contact with market trade associations to be aware of local Ireland market developments
• Serves as an advocate for both Corning and the customer by creating value for both parties and balancing the needs and constraints of both parties
• Stays informed of customer requirements and key buying factors and uses this knowledge to pursue profitable selling opportunities for current or next generation products and to modify account plans as needed
• Collaborates with Pricing, Product Line Management, and other functions to negotiate favorable agreements with customers
• Proactively clarifies and executes contract terms and aligns customers’ expectations with the division’s ability to deliver
• Work with the customers on their solution and architectural designs, bringing to bear the necessary Corning expertise to support them

Requirements

• Degree or similar professional apprenticeship, engineering or sciences qualifications
• Strong technical bias and understanding of fibre optic components, hardware and networks 
• Experience gained from engineering/technical, or operational roles, or from selling to the telecommunication industry (mobile/fixed line/satellite)
• Minimum 3 years work experience  
• Commercial acumen with a growth mindset, adept at long term relationship building
• Understanding of the FTTH telecommunication network market, architectures and trends
• Resilience and determination, accustomed to long term sales cycles.
• Prior experience working with, or for, telecommunication service providers – mobile, satcom or fixed line is desired.
• Confident at engaging senior technical and engineering directors, business leaders, strong presentation skills
• Negotiation, analytical and evaluation skills