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Regional Account Manager, (Location: Calgary, Canada)

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Date: Nov 5, 2021

Location: Home Address, CA

Company: Corning

Purpose of Position:

The Regional Account Manager is responsible for successfully managing all aspects of Carrier Customer accounts in designated regions in Canada that may be assigned. Maximize sales of all Corning Optical Communications (COC) products to grow the business and ensure success of the company. Develop and execute a territory and/or account sales plan focused on delivering network solutions that leverage Corning’s comprehensive capabilities.

Key Responsibilities:  

  • Meet or exceed annual planned sales budgets for all customers and products  
  • Manage Travel and Admin expenses within the assigned budget  
  • Successfully develop and build strong relationships at all levels within key Carrier Accounts  
  • Conduct sales calls to implement account strategies developed by the Sales and Marketing account team to support Corning’s’ business objectives.  
  • Maintain a high level of knowledge on all Corning Telecom division products and their applications within customers’ networks.  
  • Ability to deliver effective presentations and product demonstrations on all Corning Telecom product solutions and strategies to all levels within key Accounts including field technicians, Technical staff, Procurement staff, Operations staff and Sr. Management  
  • Maintain a thorough understanding of the customers’ business in order to recognize opportunities and be perceived by the customer as a problem solver. All opportunities should be communicated and reviewed with the Sales and Marketing account team in a timely manner.  
  • Develop appropriate sales and account plans, strategies and decision processes to effectively manage customer accounts and provide a secure sales base for Corning within the assigned territory as well as identify opportunities for new sales and long term growth.  
  • Act in a consultative role to the customer to ensure that they can easily order, receive, install, use, and maintain Corning’s products. This includes preparation and presentation of product solution value propositions (Solution Selling)  
  • Develop Bill of Materials to meet customer’s project requirements and coordinate price quotations with Customer Care group and/or Quotations group  
  • Evaluate business opportunities with new accounts and determine appropriate means to effectively service and support sales of Corning products within the assigned territory. This includes evaluation of appropriate sales channel – direct or through distribution – while considering account growth opportunities, Customer satisfaction and long term success.  
  • Coordinate activities of Corning support staff including Customer Care, Engineering Services, Field Pioneers, Product Line Specialists, Financial Services, Legal, Corporate Communications, and others to successfully support all customer needs.  
  • Provide regular Customer forecast information as required by the Sales and Marketing account team to assist in development of quarterly and twelve-month rolling forecasts and sales budgets.  
  • Communicate and report all relevant Customer meetings and call information within a reasonable timeframe. Submit weekly reports, account plans and any other reports in a timely manner.  
  • Input and maintain customer forecasts, customer opportunities, customer meeting information, customer contact information, account plans and weekly reports, and other pertinent information in SalesForce.com as required.  
  • Participate in Industry trade shows, customer product showcases and demonstrations to promote Corning products and services as required.

Required Skills:  

  • Proven interpersonal skills; ability to establish customer rapport and build strong selling relationships is critical to success
  • Strong technical aptitude is important to the understanding of optical fiber products, solutions and basic theory  
  • Strong work ethic and initiative  
  • Strong Solution Selling Capabilities  
  • Consultative Communication: Probes for information and shapes a customer discussion  
  • Business Intellect: Understands customer pain points and the overall P&L Statement  
  • Mental Agility: Quickly adapts; can think and react on his/her feet  
  • Organizational Agility: Builds relationships and works effectively within an organization  
  • Collaboration: Shares vital information with key stakeholders to gain commitment  
  • Strong Organizational & Time Management skills  
  • Strong decision-making skills and demonstrated leadership skills  
  • Excellent written and oral communication skills are necessary, including presentation skills 
  • Keen analytical ability

Desired Skills:  

  • Thorough understanding and knowledge of OSP CATV access networks and DOCSIS preferred 
  • Understanding / knowledge of OSP Telco access networks would be beneficial  
  • Understanding of wireless networks; Cellular & DAS would be useful  
  • Understanding of Corning’s FTTH solutions and value would be beneficial  
  • Knowledge and familiarity with Outlook, Word, Excel, PowerPoint and Salesforce.com preferred  
  • Established relationships within target Carrier Customer accounts would be beneficial

Education/Experience:

  • Bachelor’s degree required from an accredited University  
  • Technical degree in Engineering or Science would be beneficial  
  • Professional Engineer designation would be beneficial  
  • 2 years experience in the Canadian Telecommunications industry with a CATV carrier specifically related to the OSP access network is preferred  
  • Experience in sales or marketing would be beneficial

Other Requirements

  • Must be able to work effectively in an unstructured environment with minimal supervision from a home based office (preferred location: Calgary, Alberta) Location can be flexible depending on the candidate  
  • Bilingual English / French language skills would be preferred  
  • Willingness to travel regularly within territory and occasionally within Canada and U.S.; may require up to 50% travel  
  • Valid Driver’s License  
  • Willingness to relocate within Canada if required