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Sales Engineer, Mid-Atlantic

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Date: Mar 11, 2019

Location: Washington, DC, US

Company: Corning

Requisition Number: 33854


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.


  • Meet or exceed sales budgets for all telecommunications products assigned.
  • Operate within assigned selling expense and promotional item budget.
  • Through regular sales calls, generate preference for Corning Optical Communications products over that of competitors.
  • Ensure a balanced mix of sales call to contractors and distributors.
  • Manage to maximum efficiency the NPI contractor in your territory.
  • Coordinate selected sales calls with primary distributor representatives to maximize sales penetration within assigned territory.
  • Provide ongoing training to these distributors to assist them in effectively selling Corning Optical Communications product solutions. 
  • Provide timely call report summaries for all face-to-face meetings & important 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 Area Manager on time.
  • Maintain proficiency in the use of the personal computer with special emphasis on Microsoft Outlook, Excel, PowerPoint and Word for Windows. 
  • Develop and maintain a thorough understanding of the customer’s business to recognize opportunities and be perceived by the customer as a problem solver and professional partner.
  • Work with internal product line organizations to address specific customer product needs along with any newly recognized product opportunities.
  • Communicate competitive information obtained from all sources to specific Product Line, Marketing and Sales Management. 
  • Direct the activities of Corning Optical Communications staff support functions (i.e., Customer Services, Engineering Services, Corporate Communications, Legal and Customer Financial Services) in meeting all customer needs.
  • Maintain positive customer relationships across key functional areas including appropriate executive level interaction.
  • Participate in regional trade shows and conventions within territory to promote Corning Optical Communications products and support targeted distributor’s sales efforts. 
  • As a field representative, convey the highest level of professionalism in behavior and appearance and help to fulfill all customer expectations of Corning Optical Communications as a World Class supplier.
  • This position will manage a sales territory that will include Maryland, District of Columbia, and Northern Virginia.

Education Requirements: Bachelor's degree


  • 2-3 years Sales and/or Marketing experience preferred
  • Aptitude to grasp technical concepts quickly
  • Outstanding People skills
  • Excellent communication skills (written and oral) 
  • Ability to set up small and large education programs with a focus on customer needs 
  • Results oriented 
  • Ability to target and prioritize key customers
  • Proven success in time/territory management
  • Must be able to work effectively in an unstructured environment with minimum supervision from a home based office
  • Valid driver’s license and safe driving record

Desired Skills

  • Exceptional teaching, training and motivational skills
  • Highly competitive with the ability to share success with team members and Area Manager


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, or veteran status or any other legally protected status.

Nearest Major Market: Washington DC