Regional Sales Manager - OEM

Dallas, TX

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Job Description

AFL provides industry-leading products and services to the electric utility, broadband, communications, OEM, enterprise, wireless and transit rail markets as well as the emerging markets of oil and gas, mining, nuclear, avionics, medical, renewable and intelligent grid. The company's diverse product portfolio includes fiber optic cable, transmission and substation accessories, outside plant equipment, connectors, fusion splicers, test equipment and training. AFL's service portfolio includes market-leading positions with the foremost communications companies supporting inside plant central office, EF&I, outside plant, enterprise and wireless areas.

Founded in 1984, AFL is proud to offer engineering expertise, exceptional products and reliable service that help our customers improve their critical and electrical infrastructure. AFL has operations in the U.S., Mexico, Europe, Asia and the South Pacific. The company is headquartered in Spartanburg, SC, and is a wholly-owned subsidiary of Fujikura Ltd. of Japan.

AFL is seeking a Regional Sales Manager for our OEM market in the Midwest. The territory will include Ohio, Michigan, Indiana, Illinois, Wisconsin, Minnesota, Iowa, Missouri, Arkansas, Oklahoma, Kansas, Nebraska, South Dakota and North Dakota. The purpose of the Regional Sales Manager position is to drive sales, insure customer satisfaction, and report to the organization customer needs. The RSM is responsible for maximizing sales of targeted products and services at a given account or accounts. The RSM will be responsible to work with his / her NSM to prioritize activities by customer potential, short term and long term, and to determine the best route to market” strategies for each applicable sales opportunity. Regional Sales Managers will be primarily responsible for developing and maintaining relationships at key accounts providing direct sales and implementation support for AFL’s products.

Responsibilities:

Work with AFL’s internal BUs (Business Units) to set, and attain, goals for each specific area; targeted accounts, product needs, etc.
Develop and manage AFL’s connectivity opportunities with optical module, datacom, and telecom equipment manufacturers in the defined territory
Promote and support AFL’s optical connectivity technologies and products to the defined customer segment
Promote, demonstrate, and support AFL’s fusion splicing equipment to customers in the defined territory
Maintain a high level of knowledge regarding AFL’s products and services and their applications to the potential customers. Act in a consultative role to the customer to insure that they can easily order, install, and add value to their internal programs with AFL’s products and services.
Maintain sufficient knowledge of customer’s business to recognize opportunities and be perceived by the customer as a problem solver and cost displacement specialist.
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.
Provide direction to the customer service representatives in support of customer needs.
Assist in training and orientation of new customer sales organizations as required.
Meet or exceed planned sales levels for all products and services at targeted accounts and/or targeted market segments.
Develop sales plans for the overall market and strategic account plans for the respective targeted accounts.
Position AFL for sustained growth in the market.
Conduct sales calls to implement account and/or target market strategies as developed in conjunction with the marketing manager in support of AFL’s business objectives.
Utilize salesforce.com as the key communication reporting mechanism.
Participate in national and regional trade shows and/or conferences in accordance with the account or target market strategy and in coordination with the NSM, with the objective of maintaining or improving customer relationships and prospecting for new business.

Skills/Requirements

Bachelor’s degree required, preferably in a technical field. MBA, or other master degree, is a strong plus.
A minimum of 3 years selling experience including industry experience. Targeted background in a relevant field; Telecommunications, fiber optics, photonics, technical sales to OEM customers.
Strong computer skills required. Basic requirements are Microsoft office suite of products
Experience with SalesForce.com a plus.
Strong communication skills required. Must be able to clearly articulate thoughts, strategies, and develop logical action plans.
Must be able to travel approximately 50% of the time.
Knowledge of the customers and distribution channels that serve the customer base required.