Regional Sales Manager

Job Description

Requisition Number: 64949

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 were always ready to solve the toughest challenges alongside our customers.

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.

PRINCIPLE ACCOUNTABILITY:

This incumbent would focus on MTDCs (Multi-Tenant Datacenters), new end customers planning their data centers in these MTDCs, BFSI segment (Banking Financial Services & Insurance), manufacturing plants in Telangana, Andhra Pradesh, and Orissa. Also, she/he shall address end customers in other regions too within India based on the need. Building contacts and growing relationships in partner network would be a parallel important activity.

PRINCIPAL ACCOUNTABILITIES:

• Develop & grow the business for Corning COC Enterprise Solutions for the given region Telangana, Andhra Pradesh, and Orissa.
• Develop effective and result-oriented business plans including new strategies every year to grow a profitable enterprise business from both Global and Local customers.
• Make effective and result-oriented presentations on Corning Enterprise Solutions including Datacenters & LAN to NPIs, Consultants, and End Customers.
• Identify & develop NPIs (Network of preferred installers) and Consultants to cover the region and the end customers.
• Ensure proper and adequate training for self to keep abreast of information and technology trends.
• Arrange and organize EBC (Executive briefing center) & Plant tour for NPIs, Consultants & End Customers.
• Set short-term and long-term goals.
• Generate and submit monthly sales reports to senior management.
• Lead by example with customer-facing activities.
• Work with senior management in providing regular market news, feedbacks, inputs, and new ideas related to organic and inorganic business growth.
• Provide market intelligence.
• Maintain the high position and reputation that Corning has in the market for its solutions, products, services, and business ethics.
• Organize & arrange technical trainings to NPIs, Consultants, and End Customers.
• Coordinate and work with the EN Team and Cross function teams for expected and effective results.
• Help & coordinate with Application Engineers in reviewing customer specifications and proposals and prepare written response and/or counterproposals in both narrative and drawing format.
• Maintain close relationship with Application Engineers, other business managers, PLMs, marketing product specialists, and customer subject matter experts.
• Assist & Ensure any AR (Account receivables).

ADDITIONAL INFORMATION: Knowledge, Skills & Experience Required:

• Sound knowledge of the Enterprise market and information on both business and technology trends.
• Proven commercial and technical ability.
• Willingness to travel frequently at short notice.
• At least 10 to 12 years of experience in sales within the Enterprise Market.
• Must have a university degree in Engineering.
• RCDD or equivalent level technical qualifications will be an added advantage.

Freedom to Act

• Assignments are received in task-oriented terms.
• Works under general supervision.
• Follows established procedures.
• Work is reviewed for soundness of judgment and overall adequacy.

Key Success Factors:

• Excellent communication skills at all levels with both internal and external customers.
• Ability to work on multiple tasks with limited supervision.
• Ability to connect with CXO level decision makers.
• Display social maturity and willingness to handle extraordinary workload.
• Strong commercial & negotiation skills with ability to understand customer requirements and present appropriate solutions in line with sales and business objectives.

Working Relationships:

Internal:

• Liaisons with all relevant divisions within COC.
• Coordinate, support and work with COC EN team in India & neighboring countries.
• Work with Cross functions of Corning India.
• Liaison with concerned staff at Pune plant.

External:

• End Customers.
• NPIs (Network of Preferred Installers).
• Consultants.
• Project Managers.

Locations: Gurgaon, HR, IN, 122002

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