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New Business Development Manager

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Date: Sep 10, 2022

Location: GB

Company: Corning

 

 

 

Purpose of this role: working within the UK & I team develop new business and manage existing business within the UK. Focus will be on targeted known targeted accounts.

 

Key Responsibilities:

  • Develops and executes account and distribution plans that provide the customer(s) with a fully integrated set of product, process, service, and technical solutions which draw on Corning’s total value proposition to meet specific business needs.
  • Maintains frequent contact with the customer and other ancillary companies (channels, contractors, oem’s, design companies, trade associations) to identify, build and strengthen the relationship. 
  • Maintains frequent contact with market trade associations to be aware of market developments ( eg FTTH Council, SCTE, INCA, Connected Britain)
  • Stays informed of customer requirements and key buying factors, and uses this knowledge to pursue profitable selling opportunities for current or next generation products and to modify account plans as needed.
  • Collaborates with Pricing, Product Line Management, and other functions to negotiate favorable agreements with customers.
  • Proactively clarifies and executes contract terms and aligns customers’ expectations with the division’s ability to deliver.
  • Coordinates cross-functional account services (with Applications Engineering, Customer Service, Systems Engineering, Technology) to lead the account and serve the customer with one, unified voice and to provide seamless support.
  • Collects market, customer, and competitor intelligence and insights and shares this knowledge with others, as appropriate, to inform sales, marketing, and technical strategies as well as the demand forecast and sales planning processes.
  • Collects sales information within the account to inform short-term and long-term sales forecasting (i.e., sales budget and 5-year plan) at the account and division level and inform inventory management efforts.
  • Customizes presentation / marketing collateral to fit the customer’s technical needs.
  • Assesses the overall cost of sales to ensure that resources are optimally allocated to align with the opportunities that are available.
  • Aligns the technical and sales capabilities of Corning’s resources with the customer’s needs and with consideration of individual interests, capabilities, and development needs.

 

Requirements:

  • Bachelor’s Degree in Business or Engineering
  • Several years work experience in Telecommunications in a global environment Work experience in a global company.
  • Demonstrated track record of implementing solutions/value selling strategies as well as managing and growing a key account through cross-selling and penetration over a 2-year period.
  • Several years of professional engineering sales experience. (preferably Telecom/Mobile)
  • Demonstrated track record of meeting or exceeding sales goals.
  • Drive for results with entrepreneurial hunting attitude

 

Location: remote

Travel Required: Up to 50%