Key Account Manager

Requisition Number: 66912

 

Corning is vital to progress – in the industries we help shape and in the world we share.

 

We invent life-changing technologies using materials science. Our scientific and manufacturing expertise, boundless curiosity, and commitment to purposeful invention place us at the center of the way the world interacts, works, learns, and lives.

 

Our sustained investment in research, development, and invention means we’re always ready to solve the toughest challenges alongside our customers. 

 

Corning’s businesses are ever evolving to best serve our customers, industries, and consumers. Today, we accelerate and transform life sciences, mobile consumer electronics, optical communications, display, and automotive markets. We are changing the world with: 

•    Trusted products that accelerate drug discovery, development, and delivery to save lives
•    Damage-resistant cover glass to enhance the devices that keep us connected
•    Optical fiber, wireless technologies, and connectivity solutions to carry information and ideas at the speed of light
•    Precision glass for advanced displays to deliver richer experiences 
•    Auto glass and ceramics to drive cleaner, safer, and smarter transportation 

Role Purpose

Manages, retains, and penetrates one or more account(s) in a manner that meets the business needs of key customer(s), differentiates Corning within the marketplace, and supports the achievement of the division’s sales and profit objectives

Key Responsibilities

• Develops and executes account 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 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 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

 

Travel Required - approximately 40%

Required Education and Experience

• Minimum bachelor’s degree preferably a STEM degree 
• Minimum 2 years' experience in technical sales and success in leading large accounts.  
• Demonstrated track record of meeting or exceeding sales goals

Desired Experience

• Master’s Degree - MBA Preferred
• Experience in the semiconductor industry