Regional Sales Manager, NEMs and Labs

This is a fully remote position, open to applicants in United States.

📋 Description

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

• Align regional account strategies with the broader territory sales framework.

• Oversee all facets of customer interaction, ensuring a deep understanding of use cases and managing technical evaluations with subject matter experts.

• Spearhead commercial negotiations while nurturing ongoing customer relationships.

• Provide assistance at trade shows, conferences, and customer demonstrations that highlight technical product applications.

• Maintain the CRM database and deliver precise sales forecasts.

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

• Position EXFO’s communications test and measurement solutions effectively to fulfill customer requirements.

⛳️ Requirements

• Chicago is the preferred location, though other locations may be considered based on the candidate's qualifications.

• Proven experience in developing and executing key account sales strategies, integrating them into overall territory sales plans.

• 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.

• Proficient in communications technologies, including high-speed transceivers, photonics, active/passive optical components, and photonic integrated circuit technologies.

• Familiarity with test and measurement equipment 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 proficiency to comprehend customer use cases and effectively position EXFO solutions.

• Self-motivated individual capable of engaging with stakeholders at all levels.

• Independent, well-organized, results-driven, and adept at meeting deadlines.

• Possess leadership qualities along with strong interpersonal and communication capabilities.

• Solid business acumen and value-selling expertise.

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

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

• Proficiency in written and verbal English.

• Degree in Telecommunications, Optics, Engineering, or a related field.

• Willingness to travel approximately 25%-50% of the time.

🏝️ Benefits

• Equal opportunity employer.

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