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 Optical Connectivity OEM market to be based in San Jose, CA . The Regional Sales Manager will 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 while being responsible for developing and maintaining relationships at key accounts, and providing direct sales and implementation support for AFL’s products.
Develop and manage AFL’s connectivity opportunities with optical module, Datacom and telecom equipment manufacturers in the San Jose area.
Promote and support AFL’s optical connectivity technologies and products to the defined customer segment
Meet or exceed established FY sales plan
Communicate regularly with key global account team members to develop and execute account strategies to drive success
Work with AFL’s sales colleagues and Business Units to set, and attain, goals for each specific customer; targeted technology and product needs
Position AFL for growth in the optical module market
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 optical technology specialist. New opportunities as well as their business potential should be communicated to the National Sales Manager on a timely basis.
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.
Develop sales plans for the overall market and strategic account plans for the respective targeted accounts.
Understand market and technology trends in sales volumes for AFL’s products.
Provide specific guidance and direction to AFL product groups on new products and technologies needed for said market.
Utilize salesforce.com as the key customer relation database.
A Bachelor’s degree is required. Strong preference is given to individuals with technical degrees. MBA, or other master degree, is a strong plus.
A minimum of 3 years of selling experience. Targeted background in Telecommunications, fiber optics, photonics, or technical sales to OEM customers.
Knowledge of the optical component and optical systems customers in the San Jose area is required
Strong computer skills including the Microsoft Office suite of products.
Strong communication skills. Must be able to clearly articulate thoughts, strategies, and develop logical action plans.
Must be self-motivated and driven.
Must be able to travel up to 40% of the time including local travel.