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Account Manager, Mid-West

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Date: Jan 6, 2022

Location: Illinois, IL, US Indiana, IN, US Ohio, OH, US

Company: Corning

Requisition Number: 50865

 

Corning is one of the world’s leading innovators in materials science. For more than 160 years, Corning has applied its unparalleled expertise in specialty glass, ceramics, and optical physics to develop products that have created new industries and transformed people’s lives.

Corning succeeds through sustained investment in R&D, a unique combination of material and process innovation, and close collaboration with customers to solve tough technology challenges.

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:

Maximize the sale of Corning Optical Communications (COC) products within the Mid-West Territory to grow the business and to align with the core business strategies of the company. Develop and execute a territory or account sales plan focused on delivering network solutions that leverage Corning’s comprehensive capabilities.

 

Key Responsibilities:

• Meet or exceed sales budgets for all telecommunications products assigned

• Develop Corning Optical Communication’s product and solutions knowledge sufficient to support key customers and markets

• Develop and execute written territory and/or account plans

• Generate new business and maintain existing customer account base

• Cooperate closely with Major Accounts Managers to support properties/systems in territory

• Ensure a balanced mix of sales calls to end users, distributors, contractors, and consultants, as appropriate, and provide ongoing training with these customer segments

• Diligent in documenting activities and reporting results (Salesforce.com)

• Manage expense and promotional budgets

• Submit timely, accurate, and thorough reports to the Regional Sales Manager

• Report competitive and quality concerns through Weekly Report

• Work with internal Product Line Management to address specific customer product needs

• Maximize Corning Optical Communication’s internal resources to meet customer needs

• Participate in regional and national trade shows

• Seeks career advancement or Long-Term Sales Career with Corning

• Continuous advanced product and professional skills training

• Product or industry specialist (as required)

• Participates in corporate assignments

• Assist Regional Sales Manager with corporate requested initiatives

• Travel to support regional customer needs

• Territory covered includes Mid-West Region

 

Education/Experience:

• Bachelor’s degree required.  Technical discipline preferred.

• Minimum of 4+ years of sales, marketing, product management or engineering experience

 

Other Requirements:

• Valid driver’s license

• Travel required up to 75% / Work independently & virtually from a home-based office in Mid-West region.

 

Required Skills:

• Strong Solution Selling Capabilities:

      o Consultative Communication: Probes for information and shapes a customer discussion.

      o Business Intellect: Understands customer pain points and the overall P&L Statement.

      o Mental Agility: Quickly adapts; can think and react on his/her feet.

      o Organizational Agility: Builds relationships and works effectively within an organization.

      o Collaboration: Shares vital information with key stakeholders to gain commitment.

 

Desired Skills:

• Industry product knowledge preferred

• Leverages broad knowledge of our products, solutions and value proposition.

• Understands how Corning’s solutions provide value to the customer.

• Independent computer skills with Microsoft Office & Outlook, Salesforce.com

• Ability to express ideas in writing with clarity and brevity

• Ability to coordinate multiple activities simultaneously

 

This position does not support work authorization sponsorship.

 

We prohibit discrimination on the basis of race, color, gender, age, religion, national origin, sexual orientation, gender identity or expression, disability, veteran status or any other legally protected status.

 

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.