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Sales Engineer, North TX


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.

Purpose of Position: Unique role where you will take initiative to improve the sale of Corning Optical Communications (COC) products within the North Texas Territory to grow the business and ensure success of the company. Self-starter who can develop and execute a territory sales plan focused on delivering network solutions that bring to bear Corning’s comprehensive capabilities.

Key Responsibilities:
  • Meet or exceed sales budgets for all telecommunications products assigned. We operate within assigned selling expense and promotional item budgets. Through regular sales calls, generate preference for COC's products over that of competitors. Ensure a balanced mix of sales call to end users, contractors, cable assembly houses, distributors and consultants. Lead to maximum efficiency the NPI contractor program and Consultant EAP Program in your territory. Coordinate sales calls with primary distributor representatives to improve sales penetration within assigned territory. Provide ongoing training to these distributors to assist them in effectively selling COC's product solutions.
  • Provide timely call report summaries for all face-to-face meetings & meaningful phone conversations using an assigned CRM System. Maintain and keep current a territory Opportunity Board of all projects valued above $25K. 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.

Required Skills:

  • Strong Solution Selling Capabilities:
  • Consultative Communication: Probes for information and crafts a customer discussion, passionate
  • Business Intellect: Understands customer challenges and the overall P&L Statement.
  • Mental Agility: Quickly adapts; can think and react on his/her feet, creative
  • Organizational Agility: Strives to build relationships and work effectively within an organization.
  • Collaboration: Shares vital information with key partners to gain dedication; strong analytical skills
  • Ability to use Salesforce.com to build and maintain a project pipeline and forecasting.
  • Internally motivated, results oriented, self-starter.
  • Excellent listening and interpersonal skills, strong work ethic, dedicated
  • Focused approach to setting up small and large education programs with a focus on customer needs.
  • Ability to target and prioritize key customers.
  • Shown success in time/territory management.

Desired Skills:

  • Deep knowledge of our products, solutions and value proposition.
  • Understands how Corning’s solutions make valuable contributions to the customer.
  • Visionary with the ability to share success with team members and Regional Manager.
  • Familiarity with telecommunications, fiber-optics, & selling through distribution.
  • Outstanding teaching, training and motivational skills with consistent track record of improvements made.

Education/Experience:

  • B.S. or B.A. degree required
  • Sales and/or Marketing experience preferred.

Other Requirements:

  • Valid driver’s license.
  • Travel required 25%.
  • Work effectively in an unstructured environment with minimum supervision from a home based office.
  • Work in a team territory with a shared Sales Budget.

 

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.

Company
Corning
Posted
09/16/2018
Type
Full time
Location
Dallas, TX 75201, US