Regional Sales Manager - Utility

Atlanta, GA

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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 in the Southeastern United States (preferably Atlanta, GA).    The Regional Sales Manager will be responsible for maximizing sales of all AFL products and services to assigned accounts and/or targeted market segments within the Utilities industry. This activity will include direct management of a team of agent representative organizations as well as limited direct accounts. Additionally, the Regional Sales Manager must coordinate the activities of internal support functions (Application Engineers, Sales Service Representatives, and Product Line Managers) for all ACS, ACA, OCA, and Equipment commercial activity in assigned territory.  The territory to be covered will include Alabama, Arkansas, Florida, Georgia, Louisiana, Mississippi and Tennessee.

Responsibilities:

  • Provide leadership, management and support to our established sales channels (agents, distributors, etc.). 
  • Develop and execute account strategies to deliver revenue growth and new business development opportunities. This would include customer relationships and alliances, and new product support. 
  • Continuously develop and modify account strategies in conjunction with ACS/ACA commercial team and NSM Utility to support AFL's business objectives. The strategies should focus on establishing a significant presence at each account and increases market share at those accounts, program and product standardization, new program opportunity appraisals, and business development opportunities. 
  • Ensure that customer needs are identified and supported and that customer performance targets are set and performance measured. 
  • Monitor and communicate account payment performance and assist in resolution of any outstanding issues. Assist the AFL organization through proactive control and reduction of DSO performance.
  • Work with Customer Service, PLMs and Operations to ensure each customer’s expectations are met.
  • Manage and maintain a safe working environment in the home office and traveling by following AFL EHS policies

Skills & Requirements

  • Bachelor’s degree required. 
  • Technical degree with commercial/applications experience a plus.
  • Minimum of five years’ of industry experience required, specifically the utility industry. 
  • Experience with managing outside sales agency a plus.
  • 75% travel is required.