Territory Manager - Optical Communications- DFW AREA

Corning•Texas City, TX

34d•Hybrid

About The Position

Corning's Optical Communications segment has evolved from a manufacturer of optical fiber and cable, hardware, and equipment to 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. The purpose of this position is to maximize the sale of Corning Optical Communications (COC) products within the north Texas Territory, to grow the business and ensure the success of the company. This role involves developing and executing a territory sales plan focused on delivering network solutions that leverage Corning’s comprehensive capabilities. The position is based out of the DFW metro area.

Requirements

Bachelor's degree
Valid driver’s license
Travel required 50%
Must be able to work effectively in an unstructured environment with minimum supervision from a home-based office
Strong Solution Selling Capabilities
Consultative Communication: Probes for information and shapes a customer discussion
Business Intellect: Understands value propositions, customer pain points 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 stakeholders to gain commitment
Ability to use Salesforce.com to create and maintain a project pipeline and forecasting
Ability to set up small and large education programs with a focus on customer needs
Ability to target and prioritize key customers
Proven success in time/territory management

Nice To Haves

Sales, Marketing and/or Technical experience
Leverages broad knowledge of our products, solutions and value proposition
Understands how Corning’s solutions provide value to the customer
Highly competitive with the ability to share success with team members and the Regional Manager
Familiarity with telecommunications, fiber-optics, and selling through distribution
Exceptional teaching, training and motivational skills with proven track record

Responsibilities

Meet or exceed sales budgets for all optical communications 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 calls to end users, contractors, distributors, and consultants.
Manage to maximum efficiency the NPI contractor program and Consultant EAP Program in your territory.
Coordinate 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 and important phone conversations using an assigned CRM System.
Maintain and keep current a territory Opportunity Board for 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.