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 we’re 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.
We are recruiting for an EMEA Sales Engineer who will be based in our Ewloe, North Wales office. Working within the Optical Fibre team at Lakeside, you will be part of a small, established, and friendly team.
Responsibilities:
* Responsible for the sale and promotion of Corning optical fibre products and services, to potential and existing customers and end-users in the territory, to differentiate Corning in the marketplace and secure new or extend existing selling opportunities.
* Manage all aspects of the commercial relationships with customers in the territory, including negotiation of supply contracts, pricing and supply/demand forecasting and management, to deliver budgeted sales and profitability.
* Serves as an advocate for both Corning and the customer by creating value for both parties and balancing the needs and constraints of both.
* 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.
* Coordinates cross-functional account services (with Applications Engineering, Customer Service, Systems Engineering, Technical Management) to lead the account and serve the customer with one, unified voice and to provide seamless support.
* Collects market, customer, and competitor intelligence and insights and shares this knowledge with others, as appropriate, to inform sales, marketing, and technical strategies as well as the demand forecast and sales planning processes.
* Collects sales information within the account to inform short-term and long-term sales forecasting (i.e., sales budget and 5-year plan) at the account and division level and inform inventory management efforts.
Daily tasks:
* Customizes presentation / marketing collateral to fit the customer’s technical needs.
* Investigating and resolving technical problems or concerns reported by customers when processing or deploying optical fibre, including site visits as required.
* Providing a technical information service to customers. This includes writing reports for specific customers on aspects of interest or concern and identifying and distributing previously written materials as appropriate.
* Representing the “voice of the customer” for projects to develop new products and implement product changes.
* Support existing customers in the territory with issues related to logistics, qualification, and/or a variety of fibre supply and fibre usage issues.
* Making customer presentations to support and promote Corning’s Optical Fibre products and product initiatives to educate customers and keep them up to date on product changes and new products.
* Use technical and industry knowledge to help in customer technical response negotiations.
* Leverages the capability of the organisation in providing solutions to difficult technical issues associated with specific projects to external customers.
Skills & experience:
* Degree or equivalent educational background in a Science, Engineering, Technical or business discipline.
* Profound experience in a customer facing role.
* Excellent English language skills. Any other language skills are beneficial.
* Experience of working for a global company would be advantageous.
* Strong written and verbal communication skills.
* Communication with culturally diverse teams, most of which will be virtual.
* Organizational skills and good attention to detail.
* Ability to manage multiple projects and relationships simultaneously.
* Excellent listening, negotiation, and presentation skills.
* Able to travel extensively within the EMEA region and globally, if required.
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