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Account Manager, NBD Moderate Growth III

Date: 29-Jun-2022

Location: Sao Paulo, São Paulo, BR, 04530-001

Company: Corning

Requisition Number: 55083


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 Position

The Account Manager position will focus to increase the number of Corning Optical Communications (COC) customer in Brazil, as well as gain share in existing customers leveraging our Carrier and Enterprise Networks portoflio. The maximization of sales will be accomplished while maintaining positive customer relationships with the customers within the territory.

Major Roles and Responsibilities (Carrier Networks)

  • Grow number of Tier 2/3 customers in Brazil.
  • Lead channel, integrators and partner initiatives to target those markets.
  • Achieve planned sales levels / budgets
  • Conduct sales calls to implement territory/account strategies in conjunction with the commercial support team to support COC business objectives.
  • Build a solid relationship with the assigned account (s) and partners
  • Deep knowledge / understanding of the telecom market
  • Demonstrate ability to sell the value of COC products and their applications to his customers
  • Coordinate efforts with commercial support areas to make sure that customers can easily order, receive, install, use, and maintain COC products
  • Maintain a high level of knowledge about the customer business in order to recognize opportunities and be perceived by the customers as a solution consultant
  • Provide weekly activity report summaries and sales call reports on the team to his/her immediate supervisor on a timely basis via SFDC. Provide other timely reports as required by department policy
  • Maintain updated the forecast information of opportunities registered in SFDC 
  • Create annual business plans and have quarterly revisions with the distributors in his region
  • Coordinate the activities of customer care representatives in support of Account(s) / Distributors needs.
  • Provide information as required by immediate supervisor and peers to assist in development of quarterly and twelve-month rolling forecasts.
  • Report customer problems to his / her immediate supervisor as quickly as possible and ensure entry into the customer feedback database. Track the progress of the problem resolution and ensure that it meets the requirement of the customer
  • Participate in Industry trade shows, customer product showcases and demonstrations, and other events used to promote COC products and services. (Previously agreed with his /her supervisor)
  • Maintain current organizational charts with names, titles, phone numbers and addresses for all assigned account(s) contacts and Sales agents in the region via SFDC
  • Continually improve selling skills through participation in training / seminars, supervisory feedback, self-evaluation, and customer feedback
  • Manage selling expenses according to the related budget

Education Requirements

  • Desirable: BS/BA degree, technical preferred
  • Advanced degree in other disciplines can be an important differentiator
  • Strong knowledge of customers and commercial practices
  • Knowledge of Telecommunication networks and products
  • Excellent verbal and written communication skills in Spanish and English.
  • Willingness to travel