Territory Sales Manager

The company built on breakthroughs.Join us. Corning is one of the world’s leading innovators in glass, ceramic, and materials science. From the depths of the ocean to the farthest reaches of space, our technologies push the boundaries of what’s possible. How do we do this? With our people. They break through limitations and expectations– not once in a career, but every day. They help move our company, and the world, forward. At Corning, there are endless possibilities for making an impact. You can help connect the unconnected, drive the future of automobiles, transform at-home entertainment, and ensure the delivery of lifesaving medicines. And so much more. Come break through with us. 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. Role Purpose Maximize the sale of Corning Optical Communications (COC) products within Southern California 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. Key Responsibilities Meet or exceed sales budgets for all telecommunications 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 call to end users, contractors, cable assembly houses, 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 & important phone conversations using an assigned CRM System Maintain and keep current a territory Opportunity Board of all projects valued above $100K 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 Required Education B.S. or B.A. degree preferred with strong work experience Sales and/or Marketing experience preferred Ability to work with others. (Southern California is a team territory) Strong Solution Selling Capabilities: Consultative Communication: Probes for information and shapes a customer discussion Business Intellect: Understands customer pain points and the overall P&L Statement Mental Agility: Quickly adapts; can think and react on his/her feet. 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 Internally motivated and results oriented Excellent communication skills (written and oral) Ability to target and prioritize key customers Proven success in time/territory management Desired Experiences 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 Regional Manager Excellent organizational skills with proven track record Familiarity with telecommunications, fiber‑optics, & 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$91,019.00-$125,152.00 plus an attractive variable compensation package, 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. A job that shapes a life. Corning offers you the total package. Your well‑being is our priority. Our compensation and benefits package supports your health and wellness, financial aspirations, and career from day one. 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. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. To request an accommodation, please contact us at . #J-18808-Ljbffr