Sales Manager, Enterprise Networks Denmark and Iceland

Requisition Number: 75028

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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 Denmark & Iceland  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 Denmark and Iceland for EN customers and opportunities. 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/projects in the region. Each opportunity along with associated activities must be maintained in SFDC. 
  • Ensure to follow the established sales process in order to increase the chances of success.
  • Provide a monthly forecast for the region as well as quarterly or full year forecasts as appropriate.
  • Maintain and further develop business with our existing customers and sales channels, but 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 into our organization (to Customer Service, Application Engineering, Product Line Management, Operations, Technology). Work closely with internal partners to ensure that customer requirements are met.
  • Monitor and analyze the market conditions (demand, customers, competitors, technology) in the region and ensure that our 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 / sales channels and revenue with those accounts
  • Customer satisfaction

 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

A job that shapes a life.