Regional Sales Manager

EXFO Inc.; Selangor; On-site; MYR 120,000 - 210,000; Full time

Job summary

EXFO Inc. is seeking a results-driven sales professional to manage and grow our APAC NEMs and Labs business in Malaysia. The role focuses on developing key account plans, tailoring solutions to network equipment manufacturers, photonics and optical components, and webscale labs.

You will engage with directors and managers, lead commercial negotiations, and coordinate with SMEs for technical evaluations while maintaining strong customer relationships and forecasting accuracy.

Qualifications

• Minimum 5 years' experience selling communications test equipment.
• English written and verbal proficiency.
• Degree in Telecommunications, Optics, Engineering, or equivalent.
• Ability to travel approximately 25%–50% of time.

Responsibilities

• Manage all aspects of customer engagement, including use cases and evaluations with SME support, while leading commercial negotiations.
• Provide presence at trade shows, conferences, and customer demonstrations focusing on technical product applications.
• Maintain CRM database and provide accurate forecasts.
• Prepare and maintain key account plans to achieve territory growth goals.

Skills

Customer engagement

Sales planning

Negotiation

Relationship building

Presentation

Communication

Leadership

Education

Bachelor's degree in Telecommunications/Optics/Engineering

Tools

CRM database

Job description

Job Description

EXFO is seeking a qualified candidate to join our APAC NEMs and Labs team in Malaysia. This person will be responsible for managing and growing sales within their assigned territory and market segment.

Malaysia (Penang) region is the preferred location but will consider other locations based on strength of candidate.

This candidate will need to have experience in developing and implementing key account sales plans for their region of responsibility, while integrating that strategy into the overall territory sales plan. Candidate should have experience with and possess the skill sets required to sell to management and director levels with Network Equipment Manufacturers, Photonics and Optical Component Manufacturers, Webscale Labs, and University Research Centers. The ideal candidate must have solid knowledge in Advanced Optics, Wafer/die Level Optical Probing, and High-Speed transmission testing.

What You'll Do

• Manage all aspects of customer engagement, including understanding customers' use cases, managing technical evaluations in close coordination with the SME's, leading commercial negotiations and maintaining ongoing customer relationships.
• Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications.
• Responsible for maintaining CRM database and providing accurate forecasts.
• Prepare and maintain key account plans to ensure the growth goals for the territory are achieved.

Technical Skills

• The candidate should be well versed in communications technologies, including high speed transceivers, photonics, active/passive optical components and PIC technologies.
• The candidate should have familiarity with the applications of a wide array of test and measurement tools including laser sources, power meters, optical filters, attenuators, optical spectrum analyzers, OTDRs, probe stations, bit-error rate testers, and protocol test solutions.
• The candidate should have the ability to stay current with the latest emerging technologies.

Required Aptitudes

• Technical aptitude to understand customers' use case and position EXFO's solutions to meet their needs
• Self-Starter and able to communicate and interact with people at all levels
• Autonomous, well organized, and results-oriented, meets deadlines.
• Possess leadership qualities and good interpersonal and communications skills
• Business acumen with a good sense of value selling
• Excellent presentation, communication, negotiation, and relationship building skills.

Must Have

• Pertinent experience: Minimum (5) years' experience selling communications test equipment
• Language requirements: English written and verbal.
• Education: Degree in Telecommunications, Optics, Engineering, or equivalent
• Ability to Travel: Approximately 25%-50% travel required.

EXFO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

EXFO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.