Territory Sales Manager
Corning Inc., Granite Heights, WI, United States
Purpose of Position
Maximize the sale of Corning Optical Communications (COC) products within the north Texas Territory, to grow the business and ensure success of the company. Develop and execute a territory sales plan focused on delivering network solutions that leverage Corning’s comprehensive capabilities. Position based out of the DFW metro area.
Key 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.
Education and Experience - Required
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
Desired Skills
Sales, Marketing and/or Techincal 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
This position does not support immigration sponsorship.
The range for this position is $77,145.00 - $106,075.00 assuming full time status. Starting pay for the successful applicant is dependent on a variety of job-related factors, including but not limited to geographic location, market demands, experience, training, and education.
Company-wide bonuses and long-term incentives align with key business results and ensure you are rewarded when the company performs well. When Corning wins, we all win.
As part of our commitment to your financial well-being, we provide a 100% company-paid pension benefit with fixed contributions that grow throughout your career. Combined with matching contributions to your 401(k) savings plan, Corning’s total contributions to your retirement accounts can reach between 7% and 12% of your pay, depending on your age and years of service.
Our health and well-being benefits include medical, dental, vision, paid parental leave, family building support, fitness, company-paid life insurance, disability, disease management programs, paid time off, and an Employee Assistance Program (EAP) to support you and your family.
Getting paid for our work is important, but feeling appreciated and recognized for those contributions motivates us much more. That’s why Corning offers a recognition program to celebrate successes and reward colleagues who make exceptional contributions.
We prohibit discrimination on the basis of race, color, gender, age, religion, national origin, sexual orientation, gender identity or expression, disability, veteran status or any other legally protected status.
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.
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Key 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.
Education and Experience - Required
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
Desired Skills
Sales, Marketing and/or Techincal 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
This position does not support immigration sponsorship.
The range for this position is $77,145.00 - $106,075.00 assuming full time status. Starting pay for the successful applicant is dependent on a variety of job-related factors, including but not limited to geographic location, market demands, experience, training, and education.
Company-wide bonuses and long-term incentives align with key business results and ensure you are rewarded when the company performs well. When Corning wins, we all win.
As part of our commitment to your financial well-being, we provide a 100% company-paid pension benefit with fixed contributions that grow throughout your career. Combined with matching contributions to your 401(k) savings plan, Corning’s total contributions to your retirement accounts can reach between 7% and 12% of your pay, depending on your age and years of service.
Our health and well-being benefits include medical, dental, vision, paid parental leave, family building support, fitness, company-paid life insurance, disability, disease management programs, paid time off, and an Employee Assistance Program (EAP) to support you and your family.
Getting paid for our work is important, but feeling appreciated and recognized for those contributions motivates us much more. That’s why Corning offers a recognition program to celebrate successes and reward colleagues who make exceptional contributions.
We prohibit discrimination on the basis of race, color, gender, age, religion, national origin, sexual orientation, gender identity or expression, disability, veteran status or any other legally protected status.
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.
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