Account Manager - Precision Glass Solutions

Requisition Number: 50081

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.

Purpose of Position

This position is responsible for managing key or emerging accounts for the PGS Platform in Europe and managing their own applications engineering requirements.

Major Responsibilities

• Appropriately manage the product life cycle at key accounts and develop, recommend and progress new products or product enhancements internally and externally with customers

• Provide leadership for PGS accounts with a focus on strategic accounts for the business unit during product development, price and contract negotiation, relationship management, technical problem solving and operational escalations.

• 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.

• Represents Corning at all levels within customer organization, from procurement to senior executives and engineering and research contacts.

• Develop relationships within customer’s engineering, development, procurement and operations organizations to advance Corning’s position for current and new business.

• Articulate product attributes, specifications, basis of competition, product trajectory to ensure advantaged products. Requires leading efforts to synthesize and assess competitive technologies or offerings

• Understand competitive threats and develop responses to protect and grow share at accounts. Competitive threats also include technical product threats as well as pricing.

• Develop and propose pricing strategies based on cost analysis, competitive analysis, value analysis/proposition and product line needs

• Develops formal proposals/quotations to support both ongoing customer needs as well as new business opportunities. • Works collaboratively with other account managers and PLMs to maximize business return • Evaluate new business opportunities based on capability, market, financial, and strategic analysis.

• Provide regular short and long term forecast to Corning business unit and product line

• Work actively with internal operations, manufacturing, product line manager, engineering, and development groups to represent customer viewpoint and identify win-win strategies.

Job Specifications – Qualifications

Education Required:

• Masters degree in engineering or Chemistry or Physics

• Desired: Master’s degree in business administration or equivalent Experience

• Multi-disciplinary experience including at least two of the following (operation, engineering, development, commercial)

• 5-7+ years experience in a variety of functional groups • 5+ years in customer facing rolls Knowledge, Skills and Behaviors

• Knowledge o Knowledge of glass or silicon wafers o Knowledge of Corning Innovation process

• Skills o Ability to coordinate effectively with internal matrix functions o Business acumen and analytical skills

o Ability to communicate both internally and externally

o Ability to prioritize and effectively manage time o Ability to handle stressful environment and multi-task

o Effective communicator including problem definition, decision/ recommendations and supporting logic/data up to and including executive level both internally and externally as required

o Can negotiate skillfully in tough situations with both internal and external groups. o Anticipates potential challenges and develops and executes strategies to ensure goals are met despite these challenges.

o Works through setbacks and recovers from disappointments. o Makes decisions with appropriate velocity, or response time. o Dedicated to achieving results and balances personal and professional commitments and time appropriately to do so.

o Ability to technically problem solve

Behaviors/Competencies

o Desire to “roll up sleeves” to work directly with customers and internal project teams.

o Manage business relationships using combination of data driven analysis, strategic thinking, networking and strong interpersonal skills o Well organized, process oriented, has systematic approach to problem solving

o Able to work independently

Key Decision Areas

• Determining extended business forecast

• Defining pricing strategy

• Defining and responding to competitive threats

• Defining future attributes and specifications

• Contract negotiation

Indicator for Performance Evaluation

• Formal and informal customer feedback

•有效的工作关系和technology; market analysis; sales; finance and manufacturing leaders

• Key business objective performance as defined in annual priority rollout

Required to sign covenant not to compete.