Corning is looking for telecom sales engineer for Mid-Atlantic market to expand the sales of optical communications productus.
Scope of Position:
In this role, we look for you to maximize the sale of Corning Optical Communications (COC) products within the territory to grow the business and ensure success of the company. We look for you to develop and execute a territory sales plan focused on delivering network solutions that leverage Corning’s comprehensive capabilities.
Day to Day Responsibilities:
Meet or exceed sales budgets for all telecommunications products assigned within a team selling environment.
Operate within assigned selling expense and promotional item budget.
Through regular sales calls, generate preference for Corning Optical Communications and products over that of competitors. Ensure a balanced mix of sales call to end users, contractors, cable assembly houses, distributors and consultants.
Manage to maximum efficiency the certified contractor program (NPI) and Consultant Loyalty Program (EAP) 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.
Conduct monthly business reviews with the channel partners (Contractors & Distributors)
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 Regional Manager on time.
Create and execute a territory sales plan
Maintain proficiency in the use of the personal computer with special emphasis on Salesforce.com, Excel, PowerPoint and Word.
Required Education/Experience:
Bachelor’s degree preferred
Minimum of 3+ years of Sales and/or Marketing experience.
Required Skills:
Must be a team player and capable of building long-term cooperative partner relationships with internal and external stakeholders
Strong Solution Selling capabilities and technical acumen
Highly energetic, persuasive, honest, self-motivated and results oriented
Decision-making, conflict resolution, and creative problem-solving skills
Consultative Communication: Probes for information and shapes a customer discussion
Business Intellect: Understands 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 maintain a positive attitude
Possesses an entrepreneurial spirit with a willingness to continually learn
Ability to use Salesforce.com to create and maintain a project pipeline and forecasting
Outstanding people skills
Excellent communication skills (written and oral)
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
Desired Skills:
Leverages broad knowledge of our products, solutions and value proposition
Previous experience or strong understanding of the data center market
Understands how Corning solutions provide value to the customer
Leverages internal resources and pricing strategies to improve project close rate
Highly competitive with the ability to share success with team members and Regional Manager
Excellent time management and organizational skills with proven track record
Familiarity with telecommunications, fiber-optics, & selling through distribution
Exceptional teaching, training and motivational skills with proven track record
Experience finding and developing relationships with new customers and generating new business
Other Requirements:
Valid driver license
Travel required 50-80% (local to the market)
Must be able to work effectively in an unstructured environment with minimum supervision from a home-based office
Must be based in norther Virginia, Washington DC or Maryland
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