Regional Sales Manager In-Building Networks Northeast

Requisition Number: 62597

Corning is vital to progress – in the industries we help shape and in the world we share.

We invent life-changing technologies using materials science. Our scientific and manufacturing expertise, boundless curiosity, and commitment to purposeful invention place us at the center of the way the world interacts, works, learns, and lives.

Our sustained investment in research, development, and invention means we’re always ready to solve the toughest challenges alongside our customers. 

Corning’s businesses are ever evolving to best serve our customers, industries, and consumers. Today, we accelerate and transform life sciences, mobile consumer electronics, optical communications, display, and automotive markets. We are changing the world with: 

•    Trusted products that accelerate drug discovery, development, and delivery to save lives
•    Damage-resistant cover glass to enhance the devices that keep us connected
•    Optical fiber, wireless technologies, and connectivity solutions to carry information and ideas at the speed of light
•    Precision glass for advanced displays to deliver richer experiences 
•    Auto glass and ceramics to drive cleaner, safer, and smarter transportation 

 

Purpose of Position:

Profitably grow sales of Corning Optical Communications Enterprise products to existing and new customers. Responsible for leading and managing a geographically dispersed team of remote sellers with focus on delivering results at or above target, hiring, training, development, and retention. Will require close coordination and engagement with stakeholders across the COC organization. The role will directly report to the IBN (In-Building Networks) Commercial Vice President

 

Required Qualifications:

• Ten years or more of successful, relevant commercial experience with local and large national customers as well as demonstrated ability to shift from managing an individual quota to being able to successfully motivate a group of individuals to exceed targets and grow faster than market rates.

• Demonstrated leadership skills with prior success in at least one supervisory role.

• Prior P&L experience with a strong understanding of financial metrics, setting and managing budgets, and performance management

• Strong technical acumen with an excellent understanding of the enterprise market and the optical technologies deployed in Data Center and LAN/WAN. This understanding will include products, customers and markets, competitors, indirect channels, and influencers in the market.

• Bachelor’s level college degree is required, MBA or equivalent degree is preferred

 

Major Roles and Responsibilities:

 • Meet/exceed sales budget for all COC Enterprise solutions which primarily include data center, in-building, and campus offerings.

 o Continuously coach Sales Engineers for improved performance and solution selling competence. Travel throughout the region and provide face-to-face evaluation and support.

 o Establish regular cadence with Sales Engineers to understand, track, redirect, and reinforce activities through Salesforce.com (SFDC). Use SFDC and its reporting functionality to help review and coach Sales Engineer pipeline, forecast accuracy, account management, opportunity management and call management. o Maintain an in-depth understanding of all major opportunities in the region through regular reviews of each Sales Engineer’s pipeline. Advance multiple projects at once

o Balance demands of travel, coaching, internal corporate requirements, customer needs, and special assignments.

o Develop individual Sales Engineer learning paths, paying special attention to skills and competencies.

o Responsible for hiring and onboarding Sales Engineers and obtaining support resources for the region.

• 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).

• Build strong and collaborative relationships with distribution channel leadership and leverage their sales teams as a direct extension of Corning’s sales efforts.

• Create and maintain regional sales plans for the purpose of profitable growth. Understand and adapt PowerBI reporting to ensure tracking and pivots when needed.

• Budget construction and management to ensure effectiveness and efficiency of Sales Engineers.

 

 

This position does not support immigration sponsorship.

The range for this position is  $141,558.00   -  $194,643.00 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