Key Account Manager

Requisition Number: 49897

Corning is one of the world’s leading innovators in materials science. For more than 160 years, Corning has applied its unparalleled expertise inspecialty 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.

Our Optical Communications segment has recently evolved from being a manufacturer of optical fiber and cable, hardware and equipment to being a comprehensive provider of industry-leading optical solutions across the broader communications industry.This segment is classified into two main product groupings – carrier network and enterprise network. The carrier network product group consists primarily of products and solutions for optical-based communications infrastructure for services such as video, data and voice communications. The enterprise network product group consists primarily of optical-based communication networks sold to businesses, governments and individuals for their own use.

Purpose of the position: working within the UK & I team develop new business and manage existing business within the UK. Focus will be on retaining and growing business within existing accounts.

Key responsibilities:

• Develops and executes account and distribution plans that provide the customer(s) with a fully integrated set of product, process, service, and technical solutions which draw on Corning’s total value proposition to meet specific business needs.
• Maintains frequent contact with the customer and other ancillary companies (channels, contractors, oem’s, design companies, trade associations) 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.
• Maintains frequent contact with market trade associations to be aware of market developments ( eg FTTH Council, SCTE, INCA, Connected Britain) • 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, Technology) to lead the account and 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.

要求:

• Bachelor’s Degree in Business or Engineering
• 几年的工作体验ence in Telecommunications in a global company
• Demonstrated track record of meeting or exceeding sales goals.
• Drive for results with entrepreneurial hunting attitude
• Strong interpersonal skills – ability to work in team structure and to influence
• IT literacy, Powerpoint, Word, Excel etc
• Resilient with excellent organizational , time management and prioritization skills
• Demonstrated track record of implementing solutions/value selling strategies as well as managing and growing a key account through cross-selling and penetration over a 2-year period.

Location: UK (remote)

Travel Required: Up to 50%