Account Executive

Calgary, AB, Canada

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Job Description

AFL provides industry-leading products and services to many different markets and its diverse product portfolio includes fiber optic cables & components, fusion splicing equipment and much more. Our service portfolio is broad, allowing us to work with the foremost communications companies in Canada and around the world.

AFL is headquartered in Spartanburg, South Carolina and is a wholly-owned subsidiary of Fujikura Ltd. of Japan. For more information, visit www.AFLGlobal.com.

This new position in Canada reports to the Executive VP of Sales. The successful candidate must be located in either Edmonton or Calgary. The Account Executive is accountable to promote and sell all of AFL’s fiber optic, accessories and other products to current and targeted customers across the country. S/he will manage channels, as well as sell directly to end-user customers and will act as liaison between AFL and its Canadian customers.

Job Responsibilities

  • Determine and manage the various sales channels that can effectively sell our products into these different markets.
  • Sell directly to key accounts, or house accounts, as management dictates.
  • Manage high-level relationships at key accounts and set the overall direction for the corporation in the various markets.
  • Engage with each of the internal product groups and provide feedback, as necessary, to ensure our products and services address the Canadian markets.
  • Using Salesforce.com, maintain accurate opportunity tracking records.

Skills & Requirements

  • Minimum of an Associate’s degree required.  Four year technical degree preferred. 
  • Minimum of five years successfully selling optical products, or similar, into the oil & gas sector
  • Experience selling through and managing sales channels
  • Ability to work with senior-level management, both internally and externally
  • Since many end-user customers are degreed engineers, the successful candidate must possess strong technical aptitude and must possess a deep understanding of optical fiber technology
  • Must be able to travel at least 50% of the time
  • The successful candidate must have experience closing large dollar deals and must understand the complexities and nuances of dealing with large dollar opportunities.

Success Measurements

This is predominantly a senior sales role. Therefore, the candidate’s success will be measured;

  • By attaining and preferably exceeding the territory’s quota and growth opportunities
  • By properly managing the territory and providing the appropriate feedback to AFL corporate. 
  • By the proficient use of Salesforce.com to track accounts and opportunities
  • By his/her ability to competently demonstrate AFL’s products
  • By his/her understanding of the key competitive advantages of AFL’s products and how these advantages relate to his/her customer’s success