Regional Sales Manager

EXFO Malaysia SDN. BHD.; Selangor; On-site; MYR 120,000 - 180,000; Full time

Job summary

EXFO Malaysia SDN. BHD. seeks an experienced sales professional to manage and grow sales across APAC NEMs and Labs in Malaysia.

The role focuses on developing key account plans, engaging with NEMs, Photonics and Optical Component Manufacturers, and University Research Centers, and negotiating with management levels to drive territory success. Ideal candidates will have 5+ years in selling communications test equipment, solid optics knowledge, and strong presentation and relationship-building

Qualifications

• Minimum 5 years’ experience selling communications test equipment.
• English language proficiency (written and verbal).
• Degree in Telecommunications, Optics, Engineering, or equivalent.

Responsibilities

• Manage all aspects of customer engagement, including understanding customers’ use cases, managing technical evaluations in close coordination with SMEs, 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.

Skills

Technical aptitude

Self-starter

Autonomous

Leadership

Value selling

Presentation

Negotiation

Relationship building

Communication skills

Education

Bachelor's degree in Telecommunications, Optics, Engineering, or equivalent

Tools

CRM software

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.

Equal Opportunity

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.

About EXFO

EXFO develops intelligent software and hardware solutions to test, monitor and analyze the performance of telecommunications networks. Established in 1985, we are trusted advisors for fiber optic, 5G and cloud-native deployments. With operations in 25+ countries and counting, we serve the world’s leading mobile network operators, hyperscalers and transceiver manufacturers. Our team welcomes new members with all kinds of skillsets and backgrounds. That’s how we accomplish our mission: to ensure the connected world meets the highest expectations, to bring together people, communities and businesses.