Sales Development Representative

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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.

Note: This is a two-year contract role. Renewal or conversion will be subject to performance and business needs.

PURPOSE STATEMENT:

The position of Sales Development Representative is to support the sales team by

(1)    building and organizing market outreach,

(2)    developing customer relationships, and

(3)    identifying new opportunities

for Enterprise Networks in the assigned regions (S.E Asia).

PRINCIPAL ACCOUNTABILITIES:

• Prospect

• Conduct market research to identify potential customers from the large banks and financial institutions that value passive optical connectivity as a strategic asset for data center networking application.

• Outreach

• Initiate contact with prospects through various channels.

• Qualification

• Evaluate the customer buying interests, assessment of customer’s needs, project implementation timeline and roles within their organizations.

• Presentation

• Collaborate with the sales team to structure value propositions and to organize product demo, proof of concept etc.

• Relationship building

• Nurture and maintain relationships with customers who are at the early stage of buying cycle, providing additional information, and addressing queries when arise.  

• Performance tracking

• Track and maintain all sales activities and stages in CRM (SFDC). 

ADDITIONAL INFORMATION:

1. Context/Environment:

The SDR works in a dynamic environment and requires analytical and innovative mindsets.  The incumbent also works in a marketplace comprising customers with diverse cultures and multiple personalities.  It is thus important for the incumbent to possess not only strong interpersonal skills, but also to be culturally sensitive and possess the skills to manage a complex mix of customers externally and internally.  The person has a role in helping to increase the Company’s market position as well as helps build customer loyalty.

1. Knowledge, Skills & Experience Required:

• Understanding of customer business drivers, market trends, and the sales process to effectively qualify opportunities and prioritize efforts
• Willingness to travel frequently at short notice.
• 1-3 years’ experience in relevant role.
• A university degree in Business/Marketing/Mass Communications.

1. Freedom To Act

• Works under general supervision.
• Follows established procedures.
• Work is reviewed for soundness of judgement and overall adequacy.
• Proposes changes to supervisor and team members.

1. Key Success Factors:

• Excellent communication skills at all levels with both internal and external customers.
• Disciplined approach to customer service management and procedures in line with Corning’s & Corning Optical communication’s policies and procedures.
• Strong innovative skills with ability to understand market requirements and develop appropriate solutions in line with sales and business objectives.
• Ability to work on multiple tasks with limited supervision.
• Display social maturity and willingness to handle extraordinary workload.

1. Working Relationships:

Internal:

• Internal customer service, sales personnels & Application Engineers.
• Colleagues of other functions.

External:

• Customers, distributors, consultants, end users, vendors.