Account Manager

Job content

Requisition Number: 60482

Corning is one of the world’s leading innovators in materials science. For more than 160 years, Corning has applied its unparalleled expertise in speciality glass, ceramics, and optical physics to develop products that have created new industries and transformed people’s lives.

Corning succeeds through sustained investment in R&D, a unique combination of material and process innovation, and close collaboration with customers to solve tough technology challenges.

Corning’s Manufacturing, Technology and Engineering division (MTE) is recognized as the leader in engineering excellence & innovative manufacturing technologies by providing diverse skills to Corning’s existing & emerging businesses.

We anticipate & provide timely, valued, leading edge manufacturing technologies and engineering expertise. We partner with Corning’s businesses and the Science & Technology division. Together we create and sustain Corning’s manufacturing as a differential advantage.

Requisition Number:60482

Purpose Of The Position

Manages, retains, and penetrates a key account within a specific geographic / industry segment in a manner that meets the business needs of customer(s), differentiates Corning within the marketplace, and supports the achievement of the division’s sales and profit objectives

Day To Day Responsibilities

• Accurately executes order specifications in Corning’s and customer’s order system; ensures proper pricing, payment, quotes and shipping/ transportation terms; and ensures orders are in accordance with Corning’s standard terms and conditions.
• Develops and executes a multi-year strategy for further enhancing Corning’s value add to the customer and maximizing the account’s impact to Corning through targeted relationship development, opportunity identification, and partnership efforts.
• Involves Corning’s executive leadership in customer visits, as appropriate, to further build Corning’s credibility and penetrate the account.
• Maintains frequent contact with the customer to identify, build and strengthen the relationship, continually assess Corning’s effectiveness in meeting the customer’s needs, and ultimately maximize account penetration and customer retention.
• Serves as an advocate for both Corning and the customer by creating value for both parties and balancing the needs and constraints of both parties.
• Stays informed of customer requirements and key buying factors, and uses this knowledge to pursue profitable selling opportunities for current or next generation products and to modify account plans, as needed.
• Collaborates with Pricing, Product Line Management, and other functions to negotiate favorable agreements with customers.
• Proactively clarifies and executes contract terms and aligns customers’ expectations with the division’s ability to deliver.
• Coordinates cross-functional account services (with Applications Engineering, Customer Service, Systems Engineering, Technical Management) to lead the account serve the customer with one, unified voice and to provide seamless support.
• Collects market, customer, and competitor intelligence and insights and shares this knowledge with others, as appropriate, to inform sales, marketing, and technical strategies as well as the demand forecast and sales planning processes.
• Collects sales information within the account to inform short-term and long-term sales forecasting (i.e., sales budget and 5-year plan) at the account and division level and inform inventory management efforts
• Customizes presentation / marketing collateral to fit the customer’s technical needs
• Assesses the overall cost of sales to ensure that resources are optimally allocated to align with the opportunities that are available. Aligns the technical and sales capabilities of Corning’s resources with the customer’s needs and with consideration of individual interests, capabilities, and development needs
  

Education & Experience

• Bachelor’s Degree
• Project managing experience, strategy developing and data analyzing experience preferred
• LCD industrial experience is a plus
• Fluency in the English language
  

Required Skills

• Able to relate to all kinds of people regardless of background; finds topics and common interests that he/she can use to build rapport with others.
• Excellent presentation skill is required
• Aligns day to day activities around broader organizational goals and objectives; prioritizes resources based on the strategic objectives of the organization; recognizes and rewards people based on how their actions support the broader needs of the company.
• Effectively leverages negotiating strategies and tactics to reach mutually agreeable solutions; focuses on win-win solutions; outlines requirements, contingencies and timetables that help drive discussions toward completion.
• Clearly states goals and beliefs; lets people know his/her true intentions; follows through on commitments.
• Aggressively pursues challenging goals and objectives; will to put in considerable time and effort to accomplish objectives; takes a highly focused, goal driven approach toward work.