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Territory Sales Manager

1 month ago

Atlanta, Georgia, United States AFL Full time
About the Role

AFL is seeking a highly motivated Territory Sales Manager to join our team. As a key member of our sales team, you will be responsible for maximizing sales of targeted products for the Enterprise Market and driving sales growth in the Atlanta region.

Key Responsibilities
  • Achieve or exceed planned sales levels for all products and services within targeted market segments, regions, and/or targeted accounts.
  • Conduct sales calls to implement account and/or target market strategies as developed in conjunction with the Regional Sales Manager in support of AFL's business objectives.
  • Using professional selling skills, generate preference for AFL's products.
  • Maintain a high level of knowledge regarding AFL's products and services and their applications to the potential customers.
  • Act in a consultative role to the customer to insure that they can easily order, install, and add value to their internal programs with our products.
  • Maintain sufficient knowledge of customer's business to recognize opportunities and be perceived by the customer as a problem solver and cost displacement specialist.
  • Provide weekly call summaries and call reports to the Regional Sales Manager, the organization, and internal support personnel on a timely basis.
  • Utilize salesforce.com as the key customer relation database.
  • Regularly conduct presentations on AFL Enterprise Solution sets to all business partners and End-Users.
  • Provide basic training to potential and current customers on AFL Products that are part of the AFL Enterprise Portfolio.
  • Manage all selling expenses within the established travel and expense budgets.
  • Establish sources to provide information or competitive pricing, market activities, transaction usage, and other information about the assigned account(s) or target markets.
  • Provide direction to the customer service representatives in support of customer needs.
  • Provide information as required by the Regional and National Sales Manager to assist in development of twelve-month rolling forecasts.
  • Report all customer problems to the Regional Sales Manager as quickly as possible to ensure the problem is resolved in a timely manner.
  • Track the progress of the problem resolution and insure that it meets the requirements of the customer.
  • Participate in national and regional trade shows and/or conferences in accordance with the account or target market strategy and in coordination with the RSM and NSM, with the objective of maintaining or improving customer relationships and prospecting for new business.
  • Maintain a current organizational chart with the names, titles, phone numbers, and addresses for all key customer contacts.
  • Manage the flow of information and communications between AFL and key account(s) and/or target markets in accordance with the account strategy and in coordination with the RSM, with the objective of improving customer relationships.
  • Assist in training and orientation of new customer sales organizations as required.
  • Continually improve selling skills through participation in training and seminars, supervisory feedback, self-evaluation, and customer feedback.
Requirements
  • Knowledge of the customers and distribution channels that serve the customer base.
  • Good understanding of the base technology and emerging trends in fiber as it is deployed in the specific market segments the TSM would cover.
  • A good understanding of AFL product solutions and their fit into the TSM's assigned markets.
  • Looking for a strong and energetic sales person who wants to grow with a dynamic organization.
  • Individual needs to be self-motivated and driven.
  • Project management experience would be a plus.
  • Strong intrapersonal skills.
  • Ability to work both remotely and independently.
  • Exhibit strong technical aptitude.
  • Innovative.
Qualifications
  • Bachelor's Degree preferred.
  • 2+ years of sales working experience.
  • Excellent communication skills (oral & written).
  • Strong computer systems skills (PowerPoint, Excel, Word); experience with salesforce.com CRM a plus.
  • Good understanding of passive optical products and their placement in the enterprise marketplace along with experience with fusion splicing and testing fundamentals.
  • Any FOT, BICSI, or TLB course certifications are a plus.

AFL is an equal opportunity employer and welcomes applications from diverse candidates.