Sales Manager, EN - Italy and Greece

Requisition Number: 73598

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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.

Purpose of Position:
Profitably grow the Enterprise Networks business of Corning Optical Communications in the region Italy & Greece by maintaining existing business and developing new business across targeted vertical market segments.

Key Responsibilities:

• Plan, implement, and manage COC sales efforts for the region Italy and Greece for EN customers and opportunities. The primary objective is to maximize sales and profit for all COC products in the assigned region.
• Develop and execute the sales strategy specific to the region and the different business segments.
• Achieve individual sales targets.
• Maintain an understanding of all major opportunities and projects in the region. Each opportunity, along with associated activities, must be maintained in SFDC. Ensure adherence to the established sales process to increase the chances of success.
• Provide a monthly forecast for the region, as well as quarterly and full-year forecasts as appropriate.
• Maintain and further develop business with existing customers and sales channels, with a focus on developing new business across the sales region.
• Manage and develop all channels in the region, including business plans and marketing plans, with at minimum quarterly progress reviews. These channels include distributors, NPIs, and consultants.
• Maintain sufficient product knowledge for COC EN solutions and applications, and recognize new opportunities for products or solutions. Analyze customer requirements and communicate them appropriately within the organization (Customer Service, Application Engineering, Product Line Management, Operations, Technology). Work closely with internal partners to ensure that customer requirements are met.
• Monitor and analyze market conditions (demand, customers, competitors, technology) in the region and ensure that sales and channel strategy addresses those market conditions. Provide regular communication of significant regional issues to the organization.

Performance Metrics:

• Sales for the assigned region for the EN business.
• Sales by customer, application, market vertical, and product lines.
• Number of new customers and sales channels, and revenue generated with those accounts.
• Customer satisfaction.

Key Competencies:

• Results driven and ability to close on business opportunities.
• Strong interpersonal and communication skills.
• Technical sales capabilities in a fast paced market.
• Proven Business Development skills.
• Presentation skills.
• Strong initiative, resilience, and ability to work independently.

Required Competencies (Education, Knowledge, Skills, Experience, Soft Skills):

• Technical university degree or adequate other educational background.
• Proven track record of successful achievement.
• Proven success in territory management.
• Strong technical, product, and industry knowledge.
• Excellent skills in interacting with customers.
• Very good communication skills, oral and written, with strong presentation skills.
• Intercultural skills and experience.
• Good business acumen.
• Good understanding of financial data.
• Ability to compose and present technical and commercial data to various levels within and outside COC.
• Flexibility and willingness for frequent business travel.
• Good skills in English.

Desired Competencies (Education, Knowledge, Skills, Experience, Soft Skills):

• Experience in using a CRM system would be beneficial.
• Language skills beyond English in languages of the sales territory.