China CN/EN Sales Director

Requisition Number: 72645

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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.

Major Responsibility  

•    Develops and directs the deployment of the global or regional sales strategy and associated tactics, objectives, and goals.
•    Ensures alignment of the global or regional sales strategy with the division’s product line plans and cross-functional portfolios and ensures each is in alignment with and supportive of the division’s business objectives.
•    Directs the development and execution of account plans that provide customers with a fully integrated set of products, process, and technical solutions which draw upon Corning’s total value to meet specific business needs. In addition, may directly own and manage large account(s)
•    Directly manages executive relationships in key accounts to help maximize sales penetration and customer retention.
•    Serves as an advocate for both Corning and the customer by creating value for both parties and balancing the needs and constraints of both parties.
•    Coordinates with regional Sales organizations to define negotiating positions and to close, or assist in closing, contract agreements as needed.
•    Assesses global or regional sales performance and modifies the strategy, account plans, and organization as needed to improve results.
•    Works with the sales team to define customer segments and identify customer buying factors as input into the sales strategy.
•    Works with Channel Managers (in divisions with indirect sales) to define global or regional channels as input into the sales strategy.
•    Keeps division leadership and other key stakeholders informed of the division or region’s sales performance.
•    Secures and coordinates resources from across the divisions, as required, to meet the region’s or country’s customers’ needs.
•    Works with the sales team, Pricing, Product Line Management, Legal and other functions, as needed, to create and implement long-term sales agreements with targeted customers.
•    Collects sales information across the division or region to inform short-term and long- term sales forecasting and inform inventory management efforts.
•    Identifies, collects, and disseminates sales best practices, customer requirements, and customer feedback to drive continuous improvement of the global or regional sales team.
•    May work with the sales team and product team (i.e., Product Line Management, Applications Engineering, Product Engineering, Development) to clarify customer needs, assess the opportunity, develop a business case, then test for feasibility.
•    Coordinates with Program Managers or Product Line Managers, as needed, to initiate new products in the region.
•    Works with Product Line Management and Marketing Management to build the sales team’s understanding of Corning’s value proposition to its customers and how to effectively use it to differentiate the company within the marketplace.
•    Deploys Corning’s talent management processes and practices to assist in managing and developing the sales team across different countries and languages.
•    Aligns the divisions or region’s sales team with the context of each sale based on individual interests, capabilities, and development needs.
•    May assist in the development and administration of compensation plans to motivate the sales team and enhance the division or region’s overall sales performance.
•    May oversee a legal entity associated with the region.

Required Competency (Skills, Knowledge and Abilities) 

•    Familiar with key account development and management process
•    Work experience in international markets.
•    Experience managing a global team and coordinating resources across regions and cultures.
•    Demonstrated track record of meeting or exceeding sales goals.
•    Demonstrated track record of compliance with sales policy and related regulations.
•    Acceptable of high frequency business trip
•    Good teamwork and coordinate skill; drive internal support.
•    Good interpersonal communication skill 
•    Good  presentation skill
•    Good problem-solving skill.
•    Initiative and eager to learn.

Corning is committed to providing equal employment opportunities and considers requests for reasonable accommodations in accordance with applicable laws. Individuals with disabilities or sincerely held religious beliefs may request reasonable accommodations to participate in the application or interview process, perform essential job functions, or access other benefits and privileges of employment. To submit a request for reasonable accommodation related to disability or religion, please contact us at accommodations@corning.com.