Senior Director of Technical Sales, Photonics

At Jabil (NYSE: JBL), we are proud to be a trusted partner for the world's top brands, offering comprehensive engineering, supply chain, and manufacturing solutions. With 60 years of experience across industries and a vast network of over 100 sites worldwide, Jabil combines global reach with local expertise to deliver both scalable and customized solutions. Our commitment extends beyond business success as we strive to build sustainable processes that minimize environmental impact and foster vibrant and diverse communities around the globe.

 

JOB SUMMARY
 

Responsible for generating sales from new and existing customers within the Photonics industry.  Extremely technical products and services that requires years of experience in the sale of Optical Transceivers & Silicon Photonics Solutions. Knowledge of optics including transceivers, NPO, CPO, scale up, scale out, and scale across with existing relationships within the industry are a must. Candidate will also have 5+ years' experience in selling into hyper scale data center customers. Responsible for ensuring customer trust and satisfaction. Maintains contact with the customer at a high, executive level focusing on the strategic nature of the relationship. Works with Sr. management in developing target customers and landing the customer. Typically, the sales are more consultative than transactional in which the purchase decision is complex and long, value is the key, and focus is on the solution.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Business Strategy and Direction:
·         Define, develop and implement a sales strategy, which contributes to the corporate sales strategic direction.
·         Develop trust with customer or potential customer.
·         Understand the Jabil selling process: Prospecting; Pre-approach-planning the sale; Approach; Need Assessment; Presentation; Meeting Objections; Gaining commitment; and Follow-up.
·         Qualify new potential customers with guidance from Sr. Management, Sector VP’s, and Business Development.
·         Responsible for customer satisfaction and good client relationships.
·         Develop an understanding of the workcell and business unit strategies as it pertains to sales.
·         Work closely with Business Development, Operations, and legal groups for quote and contract development.
·         Knowledge of SalesForce and its use to target new customers.
·         Provide regular updates to VP of sales and marketing team on the execution of the strategy.

Forecast Development and Accuracy:
·         Prepare timely forecasts for the sales department.
·         Provide expense budgets when required.
·         Compare forward forecast results to historical actual results for trend assessment and analysis.

Technical Responsibilities:
·         Create customer /product penetration strategies and the deployment of such for new accounts.
·         Interpret and communicate customer requirements to enable development of services and operational capabilities to support new customers and business opportunities.
·         Develop RFQ analysis and present formal presentation to customer; ensure key financial measures are achieved within each quote, including profitability and RONA targets.
·         Promote Jabil’s capabilities, footprint and services to new customers.
·         Lead commercial negotiations with new customers.
·         May perform other duties and responsibilities as assigned.

JOB QUALIFICATIONS
KNOWLEDGE REQUIREMENTS

·         Understands photonics and possesses thorough technical knowledge of photonics, transceivers, optical networking.

Ability to read, analyze, interpret and communicate regarding common scientific and/or technical journals, financial reports, and legal documents.
·         Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community.
·         Ability to effectively present information to top management, public groups, and/or boards of directors.
·         Advanced PC skills, including training and knowledge of Jabil’s software packages.
·         Ability