Job Summary

EXFO is seeking a dynamic, self-motivated & customer driven Regional Sales Manager with a proven track record of increasing sales within South-West China. This individual will drive the business development and the customer engagement process. This individual will establish, execute and drive the sales strategies with the responsibility for delivering or exceeding EXFO Wireline sales targets.

Job Description

Sales Focus:

1. Establish sales strategy, sales objective, and support needs for Wireline Products & solutions in South-west China, dedicated on Manufacturing, Development and Research market. Identify customers and key market potentials to penetrate and develop business as well as strategic sales plans.

2. Generate and identify test and measurement opportunities, with the responsibility for delivering or exceeding EXFO sales targets including cold calling and development of leads through referral channels, to generate appointments and establish relationships.

3. Manage the pipeline of opportunities from current and prospective customers to ensure that sales goal can be met. This includes qualification of opportunities within the pipeline, proper prioritization of activities, and management of time and commitments to ensure priority opportunities move through the sales cycle.

4. Complete all sales paperwork and reports promptly, thoroughly and accurately, to ensure company profitability and maximize our ability to deliver a high-quality solution and minimize potential problems or issues in service delivery or invoicing.

5. Maintain all sales resources and databases such that they are kept up to date and accurate.

6. Develop and maintain a broad background in core technology offerings, to ensure the ability to provide customer solutions and close sales opportunities as independently as possible. Adapt to and quickly learn new technologies and products.

7. Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications.

8. Participate in field evaluations to ensure customers are properly trained and tutored on EXFO testing solutions.

9. Manage technical aspects of lab evaluations to ensure laboratory product approval.

10. Respond to RFPs in close coordination with PLM’s to provide best positive response to all technical requirements.

11. Duties will also consist of maintenance and preparation of demo materials, performing product demonstrations, specific application support for clients and ongoing support. Taking full responsibility of the demo equipment and assigned company assets.

Customer Focus:

• Provide solution proposals and justification to suit customer needs in manufacturing, development and research market.
• Maintain close supportive relationships with focus accounts to ensure smooth acceptance of products.
• Perform customer training when appropriate to ensure smooth acceptance of products.
• Provide customized test plans and job aids to ensure smooth acceptance of products.
• Assist in preparation and presentation of technology seminars to educate customers and potential customers on EXFO’s testing solutions.

Product Focus:

• Provide technical interface between Product Management Team and customers by developing and maintaining key technical relationships at focus accounts.
• Advise Product Management Team on product feature/road map to coordinate with upcoming customer requirements.
• Provide competitive intelligence – feature set, road map, pricing.

Job Requirement

Must have

Pertinent experience:

1. At least 5 years-experience in direct and indirect sales of Wireline and/or Telecom Testing fields.

2. Large account management skills are preferred.

Language requirements:

Education:

Bachelor’s degree in Engineering, Telecommunications, or related field. Business degree a definite asset.

Technical Requirements

• Technically competent in the following areas:

1. Fiber Optic and/or protocol technology

2. Physical and optical layer technology

3. Applications (Fiber test, loss test, dispersion, DWDM, PON and FTTx)

4. Protocols technology and applications (SDH, next generation SDH, ATM, Frame Relay, Gigabit Ethernet, Voice over IP, xDSL etc.)

5. Preferably mobile networks and technologies (2G, 3G, LTE etc)

Required Skills and Aptitudes

1. Experience and ability to work hand-in-hand with sales overlay structure.

2. Excellent communication, negotiation and relationship building skills – internal and external.

3. Demonstrated ability to work independently and meet goals is required.

4. Demonstrated ability to work with product line, engineering and service delivery teams.

5. Strong customer advocacy skills complemented by ability to effectively position the value proposition and benefits from the customer perspective.

6. Demonstrated ability to work with partners.

7. Strong interpersonal and communication skills, both oral and written, are required.

8. Enthusiastic and self-motivated.

9. Self-starter and able to interact with people at all levels.

10. Autonomous, well organized, and results-oriented.

上班地址：广州市 Home Office