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Area Sales Manager AT&T California

Company Name:
Corning
Scope of Position:
Co-develop and implement sales plan to maximize Corning Optical Communications product and service sales to AT&T for the assigned geographic area. The maximization of sales will be accomplished while maintaining positive customer relationships across key functional areas of AT&T and internal to Corning Optical Communications.
Day to Day Responsibilities:
Meet or exceed annual sales budget for assigned region or products
Manage personal sales expense budget at or below annual target
In conjunction with Account Manager, other AT&T area sales managers, marketing, and market development co-develop strategic account/territory plans. Prepare strategic account/territory presentation as required
Assist with Corning Optical Communications response to any RF(x) activity. Develop and facilitate all Corning Optical Communications contract activity, and leverage existing contracts and customer entities throughout domestic and global regions (if applicable)
Maintain a high level of knowledge regarding Corning products and their applications to customers networks
Develop a complete understanding of customers organization and develop close business relationships with key decision makers and influencers in assigned territory.
Maintain a high level of knowledge about the customers business objectives in order to recognize opportunities and to maximize sales of Corning Optical Communications solutions.
Act in a consultative role to the customer to ensure that they specify Corning Optical Communications products and those they can easily order, receive, utilize and/or install those solutions.
Provide weekly activity reports and monthly reports as appropriate.
Travel Requirements:
40-60% - Candidate will be required to travel throughout AT&T territory primarily focusing on assigned Territory
Required Education:
BA or BS from an accredited 4 year institution
Required Years and Area of Experience:
Two (2) year minimum experience in sales, marketing, product line management, or technical services
Required Skills:
Knowledge of telecommunications customers and commercial practices
Strong organizational, planning and decision making ability (including prioritization and time management skills)
Knowledge of telecommunications market areas: Wireline, Wireless, Datacenters, FTTx
Excellent verbal and written communication skills
Ability to work in a mesh organization. Each area sales manager also has management responsibilities as a Subject Matter Expert (SME) across all of AT&T and will act as project lead when assigned by Account Manager. Sometimes their sales efforts will be in support of other SMEs and other times they will be working with the other area sales managers support their SME.
Desired Skills:
Knowledge of Corning Optical Communications product solutions, specifically Wireline, Wireless, and Datacenters, FTTx
Previous experience selling to a large Telecom customer, specifically AT&T
Existing contacts within the customer base, specifically AT&T

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