Sales Engineer

Requisition Number: 59952

Corning is vital to progress – in the industries we help shape and in the world we share.

We invent life-changing technologies using materials science. Our scientific and manufacturing expertise, boundless curiosity, and commitment to purposeful invention place us at the center of the way the world interacts, works, learns, and lives.

Our sustained investment in research, development, and invention means we’re always ready to solve the toughest challenges alongside our customers. 

As a leading developer, manufacturer, and global supplier of scientific laboratory products for 100 years, Corning’s Life Sciences segment collaborates with researchers seeking new approaches to increase efficiencies, reduce costs and compress timelines in the drug discovery process. Using unique expertise in the fields of materials science, surface science, optics, biochemistry and biology, the segment provides innovative solutions that improve productivity and enable breakthrough discoveries.

Purpose of Position:

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

Key Responsibilities:

• Meet or exceed sales budgets for all telecommunications products assigned. Operate within assigned selling expense and promotional item budget.

• 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.

• Dedicated to lead to maximum efficiency the NPI contractor program and Consultant EAP Program.

• 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:

• B.S. or B.A. degree required and 3-5 years of sales and/or Marketing experience preferred.

• Ability to use Salesforce.com to build and maintain a project pipeline and forecasting.

• Work effectively in a team environment with minimum supervision from a home-based office.

• Ability to set up small and large education programs with a focus on customer needs.

• Ability to target and prioritize key customers with successful time/territory management.

Desired Skills:

• Familiarity with telecommunications, fiber-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.

• Self-starter with strong Solution Selling Capabilities

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

• Business Intellect: Understands customer challenges 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 partners to gain dedication.

Travel:

• Travel required 75%.

• Valid driver’s license.

This position does not support immigration sponsorship.

Corning Puts YOU First! 

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, dental, vision, mental health/substance use, fitness, and disease management programs.  
• Financial benefits include a 401(k) savings plan with company matching contributions and a 100% company-paid pension benefit that grows steadily throughout your career. 
• Companywide bonus and attractive short- and long-term compensation programs are available based on your role and responsibilities.   
• Professional development programs help you grow and achieve your career goals. 

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.