Account Manager

Requisition Number: 79536

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Corning is one of the world’s leading innovators in glass, ceramic, and materials science. From the depths of the ocean to the farthest reaches of space, our technologies push the boundaries of what’s possible.  ​  

How do we do this? With our people. They break through limitations and expectations – not once in a career, but every day. They help move our company, and the world, forward. ​  

​At Corning, there are endless possibilities for making an impact. You can help connect the unconnected, drive the future of automobiles, transform at-home entertainment, and ensure the delivery of lifesaving medicines. And so much more.​   

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The Specialty Materials segment manufactures products that provide more than 150 material formulations for glass, glass ceramics and fluoride crystals to meet demand for unique customer needs. Consequently, this segment operates in a wide variety of commercial and industrial markets that include display optics and components, semiconductor optics components, aerospace and defense, astronomy, ophthalmic products, telecommunications components and cover glass that is optimized for portable display devices.

Role Purpose

Develop, manage, and grow the commercial relationship between Corning and its key customers, with a focus on Precision Optics/Inspection. The role owns the customer experience and sets a multi-year strategy that increases Corning's value to the customer and the account's impact on Corning.

Key Responsibilities

Strategy and Growth:

• Develop and execute a multi-year account strategy. It should enhance Corning's value-add and maximize the account's impact on Corning through targeted relationship development and opportunity identification.
• Achieve and exceed the sales budget.
• Assess Corning's effectiveness in meeting customer needs. Maximize account penetration and customer retention.
• Provide short- and long-term forecasts to the Corning business unit.

Customer Relationship Management:

• Keep frequent contact with the customer. Build and strengthen relationships at all levels.
• Represent Corning at all levels of the customer organization, from procurement to senior executives.
• Serve as Commercial lead and own the customer experience. This includes:
• facilitating product and technology development
• negotiating price and contracts
• coordinating program management resources
• handling management escalations

Pricing, Proposals, and Negotiation:

• Deliver pricing strategy based on cost analysis, competitive analysis, value analysis/proposition, and shareholder need.
• Develop formal proposals and quotations for ongoing customer needs and new business opportunities.
• Assemble complex quotations, including program packages, sample/prototype pricing, and HVM economics.

Product and Market Expertise:

• Understand and articulate product attributes, specifications, basis of competition, and product trajectory, to ensure advantaged products.
• Lead efforts to synthesize and assess competitive technologies and offerings.

Cross-Functional Collaboration:

• Work actively across disciplines, both internally and externally. These include engineering, development, management, legal, finance, and product line management.
• Work across a complex, technical supply chain.
• Work with other account managers and PLM to maximize business return.

Performance Indicators:

• Performance against sales targets (e.g., budget)
• Formal and informal customer feedback
• Effective working relationships with technology, market analysis, sales, finance, and manufacturing leaders
• Key business objective performance, as defined in the annual priority rollout

Required Qualifications

Education:

• BS in a STEM field

Experience:

• 8+ years in customer-facing account management, sales, business development, or commercial leadership roles
• Demonstrated success leading strategic customer relationships and complex commercial negotiations
• Experience leading multi-disciplinary teams (operations, engineering, development, commercial) in the semiconductor industry
• Knowledge of semiconductor manufacturing, processing, and advanced packaging

Skills and Competencies:

• Proven track record of managing complex customer relationships and delivering on revenue, margin, and growth targets
• Proven business acumen and analytic skills
• Ability to communicate persuasively, both internally and externally, up to and including executive level. This covers problem definition, recommendations, and supporting logic/data.
• Ability to prioritize and manage time effectively
• Ability to manage a stressful environment and multi-task competing priorities
• Skilled negotiation in tough situations with both internal and external groups
• Anticipates potential challenges, and develops and executes strategies to meet goals despite them

Executive presence:

• Resilience: works through setbacks and recovers from disappointments
• Makes decisions with appropriate response time
• Willingness to "roll up sleeves" and collaborate directly with customers and internal project teams
• Manages business relationships using data-driven analysis, strategic thinking, networking, and strong people skills
• Well organized, process oriented, with a systematic approach to problem solving
• Able to work independently

Other Requirements:

• Approximately 25% domestic and international travel
• If Corning-based, potential periods of 50%+ presence in Fairport
• Must sign a covenant not to compete

Desired Qualifications

• MS in a STEM field (Optics preferred) plus an MBA
• Experience in the semiconductor industry or other similar technical industries
• Professional sales training (e.g., Sandler, Miller Heiman)
• Knowledge of opto-mechanical systems
• Knowledge of semiconductor process control equipment

This position does not support immigration sponsorship.  

The range for this position is $149,570.00 - $205,660.00 assuming full time status. Starting pay for the successful applicant is dependent on a variety of job-related factors, including but not limited to geographic location, market demands, experience, training, and education. 

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A job that shapes a life.  

Corning offers you the total package.  

We prohibit discrimination on the basis of race, color, gender, age, religion, national origin, sexual orientation, gender identity or expression, disability, veteran status or any other legally protected status.

Corning is committed to providing equal employment opportunities and considers requests for reasonable accommodations in accordance with applicable laws. Individuals with disabilities or sincerely held religious beliefs may request reasonable accommodations to participate in the application or interview process, perform essential job functions, or access other benefits and privileges of employment. To submit a request for reasonable accommodation related to disability or religion, please contact us at [email protected].