Territory Sales Manager

Territory Sales Manager

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.

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.

Scope Of Position:

Join a high-performing team of Territory Sales Managers driving growth in the Enterprise Market for industry-leading optical cable and connectivity solutions. This role is ideal for a relationship-builder who thrives in a collaborative environment and is passionate about delivering value through consultative selling.

Key Responsibilities:

• Own the Outcome: Collaborate with two other Territory Managers to exceed a shared sales budget, focusing on strategic growth and customer success.
• Drive Strategic Sales: Lead pricing and channel strategies for large-scale projects while expanding discretionary business through key Channel partners.
• Be the Face of Corning: Build strong relationships with End Users, Contractors, Distributors, and Consultants through regular in-person meetings that create a preference for Corning's solutions.
• Champion the Channel: Conduct joint calls with distributor reps and lead monthly business reviews to align on goals and accelerate revenue.
• Educate & Influence: Deliver impactful presentations and training to the ecosystem to highlight the value of Corning's solutions.
• Maximize Program Impact: Manage the members of Coring's Certified Contractor (NPI) and Consultant Loyalty programs in the assigned region to drive engagement and loyalty.
• Stay Focused & Organized: Maintain a robust project pipeline in Salesforce.com, using it to guide your sales and marketing activities in the market.

Education/Experience Required

• Minimum of 4 years of Sales and/or Marketing experience OR military experience with communications infrastructure.
• Proven success in time and territory management, with a track record of exceeding goals.
• Business acumen, including an understanding of customer pain points and the fundamentals of a Profit and Loss statement.
• Experience building long-term, cooperative relationships with internal teams, channel partners, and end customers.
• Organizational agility, with the ability to navigate complex environments and align stakeholders.
• Collaborative mindset, sharing insights and aligning with team members and cross-functional teams to drive results.
• Exceptional teaching, training and motivational skills with the ability to lead small and large customer education sessions.

Other Requirements:

• Valid driver license
• Travel required 50-80% (local to the market)
• Must be able to work effectively in an unstructured environment with minimum supervision from a home-based office
• Must be based in northern Virginia, Washington, DC or Maryland

Desired Skills:

• Bachelor's degree
• Demonstrated experience in solution selling, with the ability to ask the right questions, shape discussions, and influence decisions
• Experience finding and developing relationships with new customers and generating new business

This position does not support immigration sponsorship.

The range for this position is $77,145.00 - $106,075.00 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. Corning is committed to providing equal employment opportunities and considers requests for reasonable accommodations in accordance with applicable laws. Individuals with disabilities or sincerely held religious beliefs may request reasonable accommodations to participate in the application or interview process, perform essential job functions, or access other benefits and privileges of employment.