Business Development Manager

AFL manufactures industry-leading fiber optic cable, connectivity and accessories and provides engineering and installation services for some of the largest telecom customers in the world. Our company was founded in 1984 with a single fiber optic cable and today, we manufacture thousands of products, generate an excess of $2B in revenue, and employ approximately 9,000 associates worldwide. At AFL, we recognize that our employees are our greatest asset. We hire and train each individual, investing in them to ensure success in their careers. With a commitment to professional development and growth, let us connect you to your next career opportunity.

What We Offer:

• Flexible time off policy
• 401K Company match (up to 4% - dollar for dollar)
• Professional development, training, and tuition reimbursement programs
• Excellent medical, dental, vision, and life insurance policy options
• Opportunities for career advancement with an industry leading company!

We are seeking a Business Development Manager to join our Test & Inspection team within our Broadband organization. This position can be a remote opportunity, preferably based in the Boston area or the Northeastern United States. The Business Development Manager is responsible for identifying and maximizing sales of targeted products and/or services. The position will be responsible for verification of the target account selection (ensuring that the organization is maximizing sales opportunities with the right agencies / contractors) and identifying specific initiatives within those agencies / contractors that can lead to maximum sales of AFL Telecommunications’ fiber optic product solutions.

Responsibilities

• Develop and achieve or exceed planned sales levels for all products and services at targeted accounts and/or targeted market segments working in conjunction with the AFL sales organization.
• Conduct sales calls to implement account and/or target market strategies as developed in conjunction with the Sr Business Development Manager in support of AFL’s business objectives.
• Maintain a high level of knowledge regarding AFL’s Test and Inspection products and services and their applications to the potential customers. Act in a consultative role to the customer to ensure that they can easily order, install, and add value to their internal programs with our programs and services.
• Maintain sufficient knowledge of strategic customer’s business to recognize opportunities and be perceived by the customer as a problem solver and cost displacement specialist. New opportunities as well as their business potential should be communicated to the sales and marketing management on a timely basis.
• Develop plans and implement product trials to gain approvals at larger accounts.
• Provide guidance, mentorship and leadership to direct reports, or more junior level sales associates.
• Establish sources to provide information or competitive pricing, market activities, transaction usage and other information about the assigned account(s) or target markets.
• Provide direction to the customer service representative organization in support of customer needs.
• Provide information as required by the management to assist in development of monthly rolling forecasts.
• Report all customer problems to management as quickly as possible to ensure the problem is resolved in a timely manner. Track the progress of the problem resolution and ensure that it meets the requirements of the customer.
• Manage the flow of information and communications between AFL and key account(s) in accordance with the account strategy and in coordination with the market manager, with the objective of improving customer relationships.
• Adhere to and promote the environmental, health & safety policies of AFL.
• Articulate key customer requirements and deliverables to the AFL Equipment business unit
• When appropriate, the BDM interacts with authorized AFL Channel Partners who work closely with our account teams to drive success within our customers.
• Participate in the fiber optic industry and enhance customer relationships via Trade Shows, speaking engagements, publications, etc.
• Contributor who maintains a positive attitude in difficult environments

Qualifications

• Bachelor’s degree required.
• Minimum 12 years’ experience, including 6 years of business development on a national or multiregional basis.
• Minimum 6 years’ experience, including 3 years of business development with a proven track record of technical selling into both new and existing accounts
• Knowledge of fiber optic communications and components.
• Knowledge of fiber optic communications and components (Fiber optic test equipment experience desired)
• Ability to travel 50 – 60%, including weekends as needed to maximize travel to specific locals, meeting customers or exhibition schedules.
• Proficiency with MS Office is required. SalesForce.com experience is desired.
• Ability to work independently or on a team, and is comfortable in a cross-functional, multi-cultural environment
• Salesforce experience is a plus

Personal Qualities

• Self-starter with integrity and confidence who strives to achieve even the most challenging objectives with limited supervision
• Team player with well-developed interpersonal skills who is persuasive, encouraging, and motivating
• Interpersonal skills: strong communicator with the ability to convey complex issues in simple terms to all levels of the organization; ability to make presentations and interact in a professional manner
• Objective and open-minded contributor who maintains a positive attitude in difficult environments