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Territory Sales Manager, New England,EN

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Date: Jul 21, 2022

Location: Massachusetts, MA, US

Company: Corning

Requisition Number: 56353


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 the 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 end users, contractors, consultants, and channel partners to further drive product preference for Corning’s comprehensive network solutions.


Day to Day Responsibilities:

  • Meet or exceed territory sales budget while operating 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.
  • 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, Excel, PowerPoint, and Word.


Education & Experience:

  • B.S. or B.A. degree required
  • Sales and/or Marketing experience preferred.


Required Skills:

  • 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.
  • Ability to use to build and maintain a project pipeline and forecasting.
  • Results oriented with a strong work ethic
  • Excellent interpersonal and written and oral communication skills
  • Ability to set up organize small and large education programs with a focus on customer needs.
  • Ability to target and prioritize key customers.
  • Successful with time/territory management.
  • Team player


Desired Skills:

  • Familiarity with telecommunications, optical networking solutions & 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 50%.
  • Work effectively in a team environment with minimum supervision from a home-based office.


This position does not support immigration 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.