Sales Manager CN/EN, Northern Africa
About the role
Requisition Number: 79005 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. 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, automotive, and solar 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 • Solar polysilicon, wafers, and innovative photovoltaic modules, enabling low-cost solar energy solutions Sales Manager CN/EN, Northern Africa Job purpose: Working together with the Enterprise (EN) and Carrier (CN) EMEA commercial organizations to develop new businesses as well as to grow the existing business for these market segments, across the African continent. Focus will be on the datacenter market (for the Enterprise segment) and on the FTTH market, Long-Haul and Datacenter Interconnect.(for the Carrier segment). The role will be equally split: 50% Carrier Networks (CN), focused on FTTH and LH/DCI, and 50% Enterprise Networks (EN), focused on Data Centers. Responsibilities: • Achieves and/or surpasses the assigned sales targets • Develops and executes account and distribution plans that provide the customer(s) with a fully integrated set of product, process, service, and technical solutions which draw on Corning’s total value proposition to meet specific business needs • Develop new businesses with a strong hunter mindset and build pipeline directly with telecom operators • Maintains frequent contact with the customer and other ancillary companies (channels, contractors, OEMs, design companies, trade associations) to identify, build and strengthen the relationship. Continually assess Corning’s effectiveness in meeting the customer’s needs, and ultimately maximize account penetration and customer retention • Maintains frequent contact with market trade associations to be aware of regional market developments • Serves as an advocate for both Corning and the customer by creating value for both parties and balancing the needs and constraints of both parties • Stays informed of customer requirements and key buying factors and uses this knowledge to pursue profitable selling opportunities for current or next generation products and to modify account plans as needed • Collaborates with Pricing, Product Line Management, and other functions to negotiate favorable agreements with customers • Commercial Negotiation and Issue Resolution: strong capability to address customer concerns, manage competing priorities, negotiate solutions and drive opportunities to closure. • Proactively clarifies and executes contract terms and aligns customers’ expectations with the division’s ability to deliver • Work with the customers on their solution and architectural designs, bringing to bear the necessary Corning expertise to support them • Develop and manage relationships acros