Regional Sales Manager - Energy Market (Electric Utility)

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 $1.5B in revenue, and employ approximately 7,000 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 advance with an industry leading company!

Job Summary

The Regional Sales Manager will be responsible for maximizing sales of AFL’s targeted products and services at assigned Electric Utility accounts in the Northeast region. This role requires the development and maintenance of strong relationships with key accounts while providing direct sales and implementation support. The Regional Sales Manager will oversee a team of agent representative organizations, coordinate internal support functions, and drive overall sales growth across AFL’s product portfolio within the assigned region.

Key Responsibilities

• Sales and Strategy Execution:
• Achieve or exceed planned sales levels for targeted accounts and market segments.
• Conduct sales calls to implement strategies developed in collaboration with other Regional Sales Managers.
• Maintain extensive knowledge of AFL’s products, services, and their applications to ensure customers can efficiently utilize them.
• Identify opportunities to drive growth through a deep understanding of customers’ business needs.
• Team Leadership and Partner Management:
• Lead and manage agent representative teams (e.g., Metrowest, EF Power, and PSA).
• Manage and negotiate customer alliance agreements and contracts with strategic customers.
• Cultivate growth with key distribution partners in the region.
• Train and orient new customer sales organizations as needed.
• Customer Engagement:
• Build and strengthen relationships with customers, ensuring smooth communication and support.
• Participate in regional and national trade shows and conferences to maintain and improve customer relationships while identifying new business opportunities.

• Internal Coordination:
• Collaborate with Application Engineers, Sales Service Representatives, and Product Line Managers to align efforts and deliver value to customers.
• Provide direction to customer service representatives to meet customer needs efficiently.

Required Personal Qualities

• Leadership: Demonstrated ability to coach and mentor teams to achieve organizational and personal goals.
• Positive Attitude: Maintains composure and enthusiasm under tight deadlines and challenges.
• Collaborative: Strong ability to build relationships across business units and sales teams.
• Organized: Excellent multitasking, prioritization, and time-management skills.

Qualifications

• Bachelor’s degree in a business or technical field.
• Minimum of 5 years’ experience selling to Electric Utility or Telecommunications markets.
• Strong knowledge of customer base, distribution channels, and regional market dynamics.
• Experience managing outside sales agent representative teams preferred.
• Understanding of fiber technology and emerging market trends.
• Engineering knowledge and strategic account management skills to support regional growth objectives.

Working Conditions

• Work Environment: Home office setup.
• Travel: Frequent travel required, approximately 75%.

This position offers the opportunity to lead a dynamic sales region, drive growth, and make a significant impact in a cutting-edge industry. Join AFL and help shape the future of Electric Utility and Telecommunications markets!