Technical Sales Manager (m/f/d)

  • Corning
  • DE - Germ - Berlin
  • 2 weeks ago

Company Name: Corning

Location: Berlin, Germ, DE


Requisition Number: 38212


Corning is one of the world’s leading innovators in materials science. For more than 160 years, Corning has applied its unparalleled expertise in specialty glass, ceramics, and optical physics to develop products that have created new industries and transformed people’s lives.

Corning succeeds through sustained investment in R&D, a unique combination of material and process innovation, and close collaboration with customers to solve tough technology challenges.

Our Optical Communications segment has recently evolved from being a manufacturer of optical fiber and cable, hardware and equipment to being a comprehensive provider of industry-leading optical solutions across the broader communications industry.This segment is classified into two main product groupings – carrier network and enterprise network. The carrier network product group consists primarily of products and solutions for optical-based communications infrastructure for services such as video, data and voice communications. The enterprise network product group consists primarily of optical-based communication networks sold to businesses, governments and individuals for their own use.

Purpose of Position:

  • Defend existing business and grow sales
  • Increase Corning Optical Communications market share in assigned area of responsibility and ensure long-term, equitable growth for the  Account engagement team
  • Build deep customer access in regional offices or other target customer structures
  • Support the Key Account Director


  • Responsible for achieving sales budget targets
  • Collect new product requirements
  • Execute sales and marketing strategies for the client
  • Develop deep customer access in the client´s regional offices
  • Organize demos, presentations and trials where needed
  • Ensure adherence to Corning Optical Communications business processes and all other important policies and regulations
  • Provide market intelligence and voice of customer to other functional departments to assist in defining and building respective products, solutions, concepts and value propositions as well as ambitious intelligence
  • Support client-related marketing and market-communication events
  • Responsible for forecasting / revenue planning
  • Participate in weekly sales calls to report on sales progress
  • Follow standard procedures for sales activities such as reports, sales funnel updates, forecasting, customer account plans etc.
  • Stay ahead of significant technology advancements and Corning’s evolving technology and product roadmap
  • Meet assigned sales targets
  • Meet strategic objectives and key strategic objectives on the client´s  scorecard
  • Tight and regular opportunity management using SFDC and target account selling (TAS) tools as main means of the reporting / forecasting processes
  • Regular communication of relevant market information via call reports and weekly reports to the Key Account Director
  • Capture and provide ambitious intelligence to respective partners (PLM, market development etc.)
  • Presentations and trainings at customers’ locations
  • Display the highest level of integrity and adherence to all Corning values
  • Ability to develop deeper customer access and establish a respective network


  • Commercial experience / degree is helpful
  • Minimum of 3 years of appropriate commercial in the German telecommunication sector or adjacent industry
  • Good knowledge of dynamics and structures of the telecommunication sector
  • Shown sales capabilities with proven track record
  • Knowledge of common used software (Word, Excel, PowerPoint, SFDC)
  • Teammate spirit with high level of integrity
  • Technical affinity with ability to present and sell technology products in a business context and convey respective value propositions
  • Ability to interface on management level and other decision makers; championed manners and diction
  • Good presentation, communication, management and negotiation skills
  • Fluency in English is considered to be a meaningful benefit
  • To travel nationally and sometimes internationally is a requirement, up to 50% +
  • To work independently and deliver outputs without close supervision
  • Relationship oriented and result-driven
  • To work within a team for overall solutions
  • Strong dedication, flexibility and drive
  • High reliability and soft skills
  • Ability to work effectively in a remote environment
  • Ability to execute defined strategies and track & measure success