Territory Sales Manager

Requisition Number: 71408

The company built on breakthroughs. ​  
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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.

Purpose of Position:

Maximize the sale of Corning Optical Communications (COC) products, within Kansas, Oklahoma and northwest Arkansas to grow the business and ensure success of the company. Develop and execute a territory sales plan focused on delivering network solutions that leverage Corning’s comprehensive capabilities. Position based out of Kansas or Oklahoma.

Key Responsibilities:

• Meet or exceed sales budgets for all optical communications products assigned.
• Operate within assigned selling expense and promotional item budget.
• Through regular sales calls, generate preference for Corning Optical Communications‚ products over that of competitors.
• Ensure a balanced mix of sales calls to end users, contractors, distributors and consultants.
• Manage to maximum efficiency the NPI contractor program and Consultant EAP Program in your territory.
• Coordinate sales calls with primary distributor representatives to maximize sales penetration within assigned territory.
• Provide ongoing training to these distributors to assist them in effectively selling Corning Optical Communications' product solutions.
• Provide timely call report summaries for all face-to-face meetings and important phone conversations using an assigned CRM System.
• Maintain and keep current a territory Opportunity Board for 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.

Education and Experience - Required:

• B.S. or B.A. degree
• Valid driver’s license required
• Travel required 50%
• Must be able to work effectively in an unstructured environment with minimum supervision from a home-based office
• Strong Solution Selling Capabilities
• Consultative Communication: Probes for information and shapes a customer discussion
• Business Intellect: Understands value propositions, 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
• Ability to use Salesforce.com to create and maintain a project pipeline and forecasting
• Ability to set up small and large education programs with a focus on customer needs
• Ability to target and prioritize key customers
• Proven success in time/territory management

 Desired Skills:

• Sales, Marketing and/or Techincal experience 
• Leverages broad knowledge of our products, solutions and value proposition
• Understands how Corning’s solutions provide value to the customer
• Highly competitive with the ability to share success with team members and the Regional Manager
• Familiarity with telecommunications, fiber-optics, and selling through distribution
• Exceptional teaching, training and motivational skills with proven track record

This position does not support immigration sponsorship.  

The range for this position is $75,647.00 - $104,015.00 assuming full time status. Starting pay for the successful applicant is dependent on a variety of job-related factors, including but not limited to geographic location, market demands, experience, training, and education. 

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A job that shapes a life.  

Corning offers you the total package.  

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. To request an accommodation, please contact us at accommodations@corning.com.