NE Regional Sales Manager, EN:
Corning

37849-en_US
Corning
Edison New Jersey
Healthcare
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Description

Requisition Number: 37849

 

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.

Responsibilities

  • Lead a team of Sales Engineers selling Corning Optical Communications products and solutions to the Enterprise market in the North East region, through distribution channels.
  • Establish and maintain critical relationships with data communications contractors and consultants in the Enterprise market (Fortune 1000 businesses, financial, industrial, education, federal, healthcare, and state/local government).
  • Continuously coach Sales Engineers for improved performance.
  • Travel throughout the region and provide face-to-face evaluation and support.
  • Develop individual Sales Engineer learning paths, paying special attention to skills and competencies.
  • Responsible for hiring and onboarding Sales Engineers and obtaining necessary support resources for the region. 
  • Provide consistent, clear communication to Sales Director on a timely basis.
  • Advance multiple projects at once.
  • Balance demands of travel, coaching, internal corporate navigation, customer demands, and special assignments.
  • Demonstrate flexibility, prioritization and organization skills. 
  • Obtain an in-depth understanding of all major opportunities in the region through regular reviews of each Sales Engineer’s pipeline.
  • Establish regular cadence with Sales Engineers to understand, track, redirect, and reinforce activities through Salesforce.com (SFDC). Utilize SFDC and its reporting functionality to help review Sales Engineer pipeline, forecast accuracy, account management, opportunity management and call management. 
  • Maintain Corning Optical Communications product/solution knowledge and leverage this knowledge to assist the Sales Engineers in winning strategic project business and to identify potential new business opportunities for Corning. 
  • Manage and develop distribution channels in the region, including conducting quarterly business reviews with channel leadership.
  • Build strong and collaborative relationships with distribution channel leadership and leverage their sales teams as a direct extension of Corning’s sales efforts. 
  • Train small and large groups of Sales Engineers. Participate in new hire orientation, regional and national sales meetings, and quarterly leadership meetings. Volunteer for assignments and lead by example.

Required Skills 

  • BS/BA or equivalent degree required; Master’s Degree preferred 
  • Seven (7) years of sales, marketing and/or commercial experience.
  • Proven product and Enterprise Networks commercial knowledge, sales success and experience in managing employees preferred. 
  • Strong sales and commercial background 
  • Ability to establish rapport, identify opportunities and influence a decision 
  • Strong problem-solving ability 
  • Strong financial analysis skills 
  • Leadership and management of a Team 
  • Ability to manage and lead employees and create team unity among remote workers
  • Ability to coach, prioritize and develop talent
  • Ability to easily establish rapport amongst a team and peer group
  • Excellent communication skills (written and oral)
  • Proven track record for successfully managing conflict
  • Proven success in territory management
  • Ability to analyze regions and territories
  • Ability to target and prioritize key customers
  • Understand internal and external customer relationship-building dynamics
  • Ability to work effectively in an unstructured environment with minimum supervision from a home-based office 
  • Microsoft Office Suite, advanced Excel, and Salesforce.com
  • Geographically flexible
  • Valid driver license and safe driving record

Travel Requirements: 50-75%

Desired Skills: 

  • Exceptional teaching, training and motivational skills
  • Proven ability to communicate across various levels within an organization and successfully manage a sales team of outside sales professionals
  • Excellent organizational skills
  • Familiarity with telecommunications, fiber-optics & selling through distribution

 

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.

Basic Qualifications
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