Basic Function of the Job:
Responsible for sales and customer relations with telecom customers in the US West.
Develops new product sales & market growth opportunities utilizing combined core technologies and competencies of Network Solutions, Pump Lasers, Agile Network Products, Advanced Components, and Transmission Products divisions of our Photonics.
As the ‘front line’ to the technical and cost commitments made by the company, the ideal candidate will enjoy paying meticulous attention to details and ensuring that all of his/her work is correct and supported.
Ability to visit customers in West region (Bay Area) frequently.
Occasional international is required.
Strong personality to comfortably delegate deliverables to engineers and program managers and to hold them accountable for meeting their commitments.
Excellent contract negotiation skills.
Ability to maximize gross margin and revenue for company while identification and communication of value to customers
Ability to establish relationships at customer within engineering, product line management, supply chain, manufacturing and quality.
Ability to handle multiple priorities involving external and internal customers
Ability to excel in a cross-organizational, cross cultural, global team environment spanning multiple time zones.
Leadership and the ability to work highly independently with minimal guidance from supervisor on specific tasks
Strong ability to solve complex problems & make correct business decisions in short timeframes, oftentimes with limited inputs
Ability to prioritize multiple external and internal projects correctly
Ability to analyze & interpret technical documents, government proposals, market reports and business trends
Ability to continually stay abreast of critical market/technological developments through internet, literature, conferences and personal network to assess opportunities and risks and communicate updates to the organization
Ability to deal effectively with differences of opinion, to influence, to draw ideas from others, and to negotiate and mediate
Job Competencies: Individual Contributor
Adaptability, Customer Focus, Innovation, Planning and Organizing, Problem Solving, Decision Making and Continuous Improvement, Professional and Technical Knowledge and Skills, Reliable and Dependable, Results Oriented, Teamwork and Positive Relationships, Work Standards/Quality/ Details
Job Element Wt % & Specific Duty
1) Account Mgmt. 85%
A) Achieve revenue goals
B) Business opportunities within assigned markets are identified & qualified
C) Prospects effectively developed through the prospect selling cycle
D) Strategic plans are developed & implemented to maximize growth & customer satisfaction
E) Frequent visit to customer sites to meet with key personnel
F) Cross-functional team of sales, engineering & manufacturing is coordinated to deliver high performance, cost effective solutions to targeted accounts
G) Relationships with key decision makers at strategic accounts are built & maintained
H) All RFQs and proposals maximize II-VI Photonics opportunities to win the business and are delivered on time
I) Value added capability is sold to all customers
J) Sales presentations and formal proposals are developed & delivered
K) Negotiations conducted leading to profitable closings
L) Customer issues/needs are effectively championed within Photop through Design Win meeting; Production meeting and account review meeting
M) Propose and organize critical meetings with customers
N) Support PLM to work with customer for new product design
2) Business Development 10%
A) Assist Sales Director in identifying and developing new opportunities and new customers
3) Human Resources / Administrative 5%
A) Monthly forecast update in appropriate system
B) Instruct sales assistant for order management
C) Monthly account summary/update as needed
D) Maintains a positive attitude and is cooperative in working with others.
E) Adapts readily to changes in work caused by new requirements and/or situations.
F) A high standard of ethics, professionalism, competency, and quality is established and maintained.
G) Role model for Quality, Customer Satisfaction, Employee Satisfaction and Business Results.
Required Skills / Qualifications:
BS Degree in engineering or science is required.
8 years’ experience in business development, sales & applications support in fiber-optics for communications or industrial applications
Preferred consideration will be given to candidates with formal optics or opto-electronic assemblies training or experience.
Experience calling on decision makers at all levels
Demonstrated sales and negotiating skills
Proven track record of business opportunity development
Experience anticipating customer related issues, analyzing and driving to a resolution at the strategic and functional levels.
Demonstrated ability to achieve results independently or working with others
Experience recommending and implementing improvements to the sales process
Excellent interpersonal and communication skills
Experience with CRM, Word, Excel, Outlook, PowerPoint, Email
Experience working in a multi-national company over several time zones a plus
Working knowledge of marketing concepts, contract development, and experience with cost / budget management a plus
Excellent interpersonal, communication and presentation skills and ability to comprehend (including technical concepts) and communicate at a high level with customers, distributors, and principals at different purchasing and engineering levels
Go Beyond. .
EEO Employer – Minorities / Females / Disabled / Veterans / Sexual Orientation / Gender Identity.