Regional Sales Manager - Enterprise

Regional Sales Manager - Enterprise

Job Category : Sales Requisition Number : REGIO004025 Showing 1 location Job Details

Description

AFL provides industry-leading fiber optic products and services across the globe . Our company was founded in 1984 with a single fiber optic cable and now we manufacture over two thousand products, employ over 5,000 associates and consistently generate annual sales in excess of a billion-dollars in revenue.

With our commitment to professional growth and employee development, let AFL Connect you to your next career opportunity!

Job Summary

Regional Sales Managers are responsible for developing and executing a strategic plan to maximize AFL product sales across geographic areas of responsibility.

By developing and maintaining relationships at key accounts, providing direct sales and implementation support for AFLs products and services, and effectively managing manufacturing reps assigned to the region, the Regional Sales Manager will meet sales revenue objectives and ensure customer satisfaction through the achievement of regional and corporate goals and objectives.

This RSM role will be responsible for covering Miami, Latin America, Caribbean and Mexico.

Responsibilities

• Using professional selling skills, generate preference for AFLs products and services to achieve sales plan objectives for all products and services within targeted market segments, regions and / or targeted accounts.
• Maintain a thorough understanding of AFL and directly competitive products and services, and their applications with potential customers.

Act in a consultative role to the customer to ensure that they can easily order, install, an add value to their internal programs with our products and services.

• Maintain sufficient knowledge of customers business to recognize opportunities and be perceived by the customer as a problem solver and cost displacement specialist.
• Provide weekly call report summaries to the Director of Enterprise sales, the organization and internal support personnel summarizing significant customer contact where opportunities, issues or required actions are discussed.
• Using salesforce.com as the primary CRM database, actively manage an opportunity funnel to maximize sales opportunities, enable analysis of target sales segments, organize key customer information, and develop a rolling forecast.
• Regularly conduct sales presentations with business partners, consultants, distributors / resellers, integrators, end-users, and others who may positively influence the specification and purchase of AFL products and solutions.
• Provide basic training to potential and current customers on AFL Products that are part of the AFL Enterprise Portfolio.

Assist in training and orientation of new customer sales organizations, Manufacturers Representatives and / or associates as required.

• Manage all selling expenses within the established travel & expense budgets.
• Establish sources to provide information or competitive pricing, market activities, transaction usage and other information about the assigned account(s) or target markets.
• Report all customer problems to the organization as quickly as possible to ensure issues are resolved in a timely manner.

Manage resolution to ensure that it meets the requirements of the customer.

• Participate in national and regional trade shows and / or conferences to maintain or improve customer relationships, showcase new product and solution offerings and prospect for new business.
• Manage the flow of information and communications between AFL and key account(s) and / or target markets in accordance with the account strategy and in coordination with the Director of Sales, with the objective of improving customer relationships.
• Continually improve selling skills through participation in training and seminars, supervisory feedback, self-evaluation, and customer feedback.

Personal Qualities

• Positive Attitude Maintains a positive demeanor while working under tight deadlines.
• Collaboration Develops productive relationships across the organization
• Highly organized Demonstrated ability to multitask and set priorities.
• Individual needs to be self-motivated and driven.
• Good understanding of the base technology and emerging trends in fiber optic tools and network infrastructure as they are deployed in the managed regions
• Innovative embrace challenges and develop creative solutions that position AFL favorably in the market

Qualifications

• Bachelors degree in a business or technical field.
• 5 plus years of experience selling to the Enterprise market in Miami
• 5 plus years of experience selling into the Caribbean, Latin America, and Mexico markets
• Knowledge of the customers and distribution channels that serve the customer base.
• Good understanding of the base technology and emerging trends in fiber as it is deployed in the specific market.
• Engineering knowledge and strategic account selling skills to support strategic expansion in the respective territory.
• Bilingual in both English / Spanish REQUIRED

Working Conditions

• Normal office environment work from home
• Travel 50%

Qualifications

Skills

Behaviors

Motivations

Education

Experience

Licenses & Certifications

Equal Opportunity Employer / Protected Veterans / Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant.

However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractors legal duty to furnish information. 41 CFR 60-1.35(c)