Regional Sales Manager, Americas - East Region

This is a fully remote position, open to applicants in New Jersey, +2 more states.

📋 Description

• Create and execute strategic sales plans for key accounts within the designated region.

• Incorporate the regional account strategy into the comprehensive territory sales plan.

• Oversee all facets of customer engagement, including understanding their use cases and nurturing customer relationships.

• Collaborate closely with subject matter experts during technical evaluations.

• Spearhead commercial negotiations.

• Assist at trade shows, conferences, and customer demonstrations focusing on technical product applications.

• Maintain the CRM database and deliver precise forecasts.

• Develop and sustain key account plans aimed at achieving territory growth objectives.

• Position EXFO’s test and measurement solutions in alignment with customer requirements.

⛳️ Requirements

• Preference for candidates located in the NY/NJ/PA region, though other locations may be considered based on candidate qualifications.

• At least 5 years of experience in selling communications test equipment.

• A degree in Telecommunications, Optics, Engineering, or a related field.

• Proficiency in written and spoken English.

• Proven experience in developing and executing key account sales strategies.

• Experience engaging with management and director-level personnel at Network Equipment Manufacturers, Photonics and Optical Component Manufacturers, Webscale Labs, and University Research Centers.

• Strong understanding of Advanced Optics, Wafer/die Level Optical Probing, and High-Speed transmission testing.

• Familiarity with communications technologies, including high-speed transceivers, photonics, active/passive optical components, and PIC technologies.

• Knowledge of test and measurement instruments such as laser sources, power meters, optical filters, attenuators, optical spectrum analyzers, OTDRs, probe stations, bit-error rate testers, and protocol test solutions.

• Ability to stay abreast of emerging technologies.

• Technical aptitude to grasp customer use cases and promote EXFO solutions effectively.

• Self-motivated with strong communication and interpersonal skills to engage with individuals at all levels.

• Capable of working autonomously, well-organized, results-driven, and able to meet deadlines.

• Possess leadership qualities alongside strong interpersonal and communication skills.

• Business savvy with a talent for value-selling.

• Exceptional presentation, communication, negotiation, and relationship-building abilities.

• Approximately 25%-50% travel required.

🏝️ Benefits

• Equal opportunity employer.

• Commitment to fostering diversity and an inclusive environment for all employees.