Territory Sales Manager

Requisition Number: 73245

The company built on breakthroughs. ​  
Join us.​    

Corning is one of the world’s leading innovators in glass, ceramic, and materials science. From the depths of the ocean to the farthest reaches of space, our technologies push the boundaries of what’s possible.  ​  

How do we do this? With our people. They break through limitations and expectations – not once in a career, but every day. They help move our company, and the world, forward. ​  

​At Corning, there are endless possibilities for making an impact. You can help connect the unconnected, drive the future of automobiles, transform at-home entertainment, and ensure the delivery of lifesaving medicines. And so much more.​   

​Come break through with us.  

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.

Location:

Resident of Western Canada, with a preference for Calgary, Edmonton or Vancouver

Purpose of Position:

Technical sales role, selling Corning’s end-to-end Optical solutions to Enterprise customers throughout the Western Canadian market (BC, AB, SK).  Build and execute a territory sales plan, delivering on strategic company priorities, increasing revenue across all product lines. Work with channel partners, contractors, consultants and end users to further drive product preference for Corning’s comprehensive suite of network solutions.

Key Responsibilities:

• Meet or exceed sales budgets for all telecommunications products assigned. Operate within assigned selling expense and promotional item budgets
• Through regular sales calls, generate preference for our products over that of competitors
• Ensure a balanced mix of sales call to end users, contractors, cable assembly houses, distributors and consultants
• Manage towards the maximum efficiency the NPI contractor and Consultant EAP Programs
• Coordinate sales calls with primary distributor representatives to improve sales penetration within assigned territory
• Provide ongoing training to these distributors to assist them in effectively selling our product solutions
• Provide timely call report summaries for all face-to-face meetings & meaningful phone conversations using an assigned CRM system
• Maintain and keep current a territory Opportunity Board of all projects valued above $25K in your territory
• Submit monthly reports and expense reports to the Regional Manager on time
• Maintain proficiency in the use of the personal computer with special emphasis on Salesforce.com, Excel, PowerPoint and Word

Required Skills:

• Self-starter with strong Solution Selling Capabilities
• Consultative Communication: Probes for information and shapes a customer discussion
• Collaboration: Shares vital information with key partners to gain dedication
• Successful and disciplined regarding time and territory management
• Bachelor’s degree preferred
• Background or familiarity with Telecommunications and IT market strongly preferred

Desired Skills:

• Familiarity with telecommunications systems, fibre-optics, & selling through distribution
• Understands how Corning’s solutions help solve customer needs
• Excellent organizational skills
• Highly competitive with ability to share success with team members and Regional Manager
• Exceptional teaching, training and motivational skills with proven track record

Other Requirements:

• Valid driver’s license
• Travel required 75% in-market
• Work effectively in a team environment with minimum supervision from a home-based office
• Valid passport with ability to travel to USA
• Work from home with 75% of time expected to be at customer sites
• Occasional travel to USA for training and sales meetings

We are committed to supporting your health, financial, career development, and life goals as you grow professionally and personally to achieve your highest potential. All benefits begin as soon as you start your career at Corning.

• Our monetary peer-to-peer recognition program is tied to our Values and celebrates you and your colleagues’ contributions.
• Health and well-being benefits include medical, extended health care, dental and vision as from your first day of work.
• You are eligible to participate in the Corning Optical Communications LLC Retirement and Savings Plan on your first day of work.
  • RRSP with 100% match, up to 5% of your earnings,
  • The company will contribute 2.5% of your eligible pay each year to the DPSP account.
• Long-Team disability benefit
• Professional development programs help you grow and achieve your career goals.