Regional Sales Manager - Enterprise

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!

AFL is seeking a Regional Sales Manager for our Enterprise market for our North East Region. Our RSM can be located in Boston, New York City, Philadelphia or Baltimore/DC, as long as he/she can travel to cover the region. In conjunction with upper sales management’s direction, the Regional Sales Managers (RSM) primary function is to develop, implement, and manage a strategic growth plan within the assigned Enterprise Market region in order to reach the revenue and profitability objectives defined by the organization. The RSM will accomplish this by leading a team of Territory Sales Managers (TSM) and Senior Territory Sales Managers (STSM) who are responsible for implementing the strategic plan and maximizing the sales of AFL’s targeted product solutions. The RSM is responsible for developing and owning the strategic account and channel relationships within the region, as well as being the subject matter expert for the TSM and STSM on the overall market and its dynamics.

Responsibilities

• Achieve or exceed planned sales levels for all products and equipment at targeted accounts and/or targeted market segments.
• Set metrics to maximize sales calls/opportunities with targeted accounts and/or targeted market strategies as developed in conjunction with sales and market manager in support of AFL’s business objectives.
• Maintain sufficient knowledge of customer’s business to recognize opportunities and be perceived by the customer as a problem solver and cost displacement specialist. New opportunities and business risks including their potential financial impacts should be communicated to the National Sales Manager on a timely basis.
• Develop and communicate market share and total addressable market analysis, across AFL’s product portfolio, for key verticals, customers, and channels within the region.
• Utilize market share data to develop and implement strategic directions for TSM and STSM reports within the region.
• Provide information as required by the National Sales Manager to assist in development of twelve-month rolling forecasts.
• Maintain a high level of knowledge regarding AFL’s products and equipment and their applications to the potential customers. Enable tools for the TSMs in their consultative approach to the Enterprise Market to ensure the customer can easily order, install, and add value to their internal programs with AFL products and equipment.
• Ensure all selling expenses remain within the established travel & expense budgets for self and the TSM and STSM team members.
• Establish regular communications and convey strategic plans to the Inside Sales and Customer Service team members to assure objective alignment across all customer facing individuals in the region.
• Participate in national and regional trade shows and/or conferences in accordance with the account or target market strategy and in coordination with the National Sales Manager, with the objective of maintaining or improving customer relationships and prospecting for new business.
• Lead the negotiation of strategic contracts with the objective of meeting AFL’s Sales and business requirements in the territory.
• Establish sources to provide information or competitive pricing, market activities, transaction usage and other information about the assigned account(s) or target markets.
• Using Salesforce, provide weekly summaries and call reports for all meetings or telephone contacts where significant issues are discussed, or actions are required.
• Work with the appropriate business unit resources to address all customer issues in a thorough and timely manner.
• Supervise the flow of information and communications between AFL and key account(s) and/or target markets in accordance with the account strategy and sales plans. Mediate and guide as appropriate to ensure a positive customer experience.

Personal Qualities

• Ability to lead a cross cultural team remotely
• Has strong interpersonal influence: builds strong business partnerships
• Strong interpersonal skills.
• Ability to deal with senior level management at customers.
• Account & territory management to optimize productive use of time.
• Individual needs to be self-motivated and driven and work remotely.
• 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 segments the TSM would cover
• Looking for a strong and energetic sales person who wants to grow with a dynamic organization
• Individual needs to be self-motivated and driven.
• Project management experience would be a plus.
• Exhibit strong technical aptitude
• Innovative

Requirements

• Minimum of 5 years’ leadership and supervisory experience managing and directing a Sales team, with emphasis in selling optical products, components, and equipment
• 4 year degree required.
• Excellent oral and written communication skills.
• Detailed understanding of fiber optic technology and emerging product and market trends.
• Proficiency with Salesforce, Excel, Outlook, and Word.
• Individual needs to be self-motivated and driven and work remotely.
• Exhibit strong Leadership characteristics.
• Up to 75% travel required.
• Project management experience would be a plus.
• Must possess a proven track record of sales successes & management of multi-million dollars sales plans.

• Must be a fast learner with the ability to understand technical communications products.
• Must be energetic and possess the desire to succeed.