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Sales Engineer

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Date: Nov 18, 2022

Location: Pennsylvania, PA, US

Company: Corning

Requisition Number: 58273

 

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 Eastern Pennsylvania and Southern NJ market. Preference to be located in the Lehigh Valley area.  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.

 

Key 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 Salesforce.com, Excel, PowerPoint and Word.

 

 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 Salesforce.com 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.

 

Education/Experience:

 

• B.S. or B.A. degree desired

• Sales and/or Marketing experience preferred.

 

Other Requirements:

 

• Valid driver’s license.

• Travel required 50%.

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

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.