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Regional Sales Manager - Telco/BB Mkts.
Job#: 150058
Positions: 1
Posted: 12/03/2012
Job Type:
Location: Rocky Mountains-Mid West
Department: Corporate
Category: Telecommunications
Salary: Salary
Benefits: Full-time Benefits
Business Unit: Corporate
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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 both the central office and outside plant 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 and Asia. The company is headquartered in Spartanburg, SC, and is a wholly-owned subsidiary of Fujikura Ltd. of Japan. For more information, visit


The Regional Sales Manager reports to the Regional Sales Manager and may be assigned to different projects as business needs dictate.  The position is located in the Western states of MN, ND, SD, MT, WY, ID, CO, UT, NM, AZ.  The ideal location is Denver, CO but there’s flexibility on the exact location.


She/he is responsible for maximizing sales of targeted products and equipment to a set of given accounts prioritized by customer opportunity in conjunction with upper sales management’s direction. The RSM will be primarily responsible for developing and maintaining customer relationships at key accounts as well as cultivating new customers by providing direct sales and implementation support for AFL’s products and equipment. A primary focus for this position will be to expand AFL’s presence in the telephone and cable television markets by growing sales for its optical connectivity, fusion splicer, and test and measurement equipment.


Job Responsibilities:


  • Conduct sales calls to implement account and/or target market strategies as developed in conjunction with sales and marketing manager in support of AFL’s business objectives.
  • Achieve or exceed planned sales levels for all products and equipment at targeted accounts and/or targeted market segments.
  • 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 risk including their potential financial impacts should be communicated to the Regional Sales Manager on a timely basis.
  • Provide information as required by the National Sales Manager to assist in development of twelve-month rolling forecasts.
  • Establish sources to provide information or competitive pricing, market activities, transaction usage and other information about the assigned account(s) or target markets.
  • Maintain a high level of knowledge regarding AFL’s products and equipment 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 our products and equipment.
  • Manage all selling expenses within the established travel & expense budgets. Expense reports expected bi-weekly.
  • Provide direction to the customer service representatives in support of customer needs.
  • Participate in national and regional trade shows and/or conferences in accordance with the account or target market strategy and in coordination with the RSM, with the objective of maintaining or improving customer relationships and prospecting for new business.
  • Negotiate all contracts with the objective of meeting AFL’s commercial and business requirements.
  • Provide weekly call summaries and call reports to the RSM and internal support personnel on a timely basis. A call report or a brief summary should be written for all meetings or telephone contacts where significant issues are discussed, or actions are required.
  • Report all customer problems to the Regional Sales Manager as quickly as possible to ensure the problem is resolved in a timely manner. Track the progress of the problem resolution and insure that it meets the requirements of the customer.
  • 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 RSM, with the objective of improving customer relationships.
  • Minimum of 2-4 years of experience selling optical products, components, and equipment
  • Four year degree required.
  • Excellent oral and written communication skills.
  • Detailed understanding of fiber optic technology and emerging product and market trends is desired.
  • Knowledge and experience selling into the telephone and cable television markets within the states of MN, ND, SD, MT, WY, ID, CO, UT, NM AZ
  • Knowledge of the CenturyLink (Qwest) accounts is a plus.
  • Proficiency with Excel, Outlook, and Word.
  • 75 % travel required.
  • Possess a proven track record of sales successes & management of multi-million dollars sales plan.
  • Must successfully complete pre-employment assessments, background & reference checks


Competencies for Success:


  • Self-starter with integrity and confidence who strives to achieve even the most challenging environments with limited supervision.
  • Team player with well-developed interpersonal skills who is comfortable in a cross-functional, multi-cultural environment.
  • Must be a fast learner with the ability to understand technical communications products.
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