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Assistant Territory Sales Manager

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Date: Jul 22, 2022

Location: Shanghai, SH, CN, 200031

Company: Corning

Requisition Number: 53182


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

As a leading developer, manufacturer, and global supplier of scientific laboratory products for 100 years, Corning’s Life Sciences segment collaborates with researchers seeking new approaches to increase efficiencies, reduce costs and compress timelines in the drug discovery process. Using unique expertise in the fields of materials science, surface science, optics, biochemistry and biology, the segment provides innovative solutions that improve productivity and enable breakthrough discoveries.

Day to Day Responsibilities:
•    Help distributers and dealers to 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 to meet specific business needs.
•    Review dealer and user contract and related supporting to audit transaction flow,audit dealer internal promotion and customer marketing event record. 
•    Identify key risk indicators and continuous monitor of commercial risk to achieve shipment and sales management.
•    For key distributers and dealers, 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.
•    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.
•    For key flag college leader, build good relationship to adding the industry influence from flag customers to bring market publicity.
•    For big and key distributers to book Corning’s executive leadership in customer visits, as appropriate, to further build Corning’s credibility and manage the dealers.
•    Stays informed of customer requirements and key buying factors,and uses this knowledge to pursue profitable selling opportunities for current or NEW products and to modify account plans, as needed.
•    Collaborates with Pricing, Product Line Management, and other functions to negotiate favorable agreements with customers. Working with QA and SS, to reply the questions from dealers and end-users to compliant with their requirements ,to get a deep insight of both Corning and customers’ business.
•    To initiate some seminars with dealers or end-users, took part seminars, roadshow and trade show and visited customers.
•    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.
•    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  
•    Master’s degree or above, or Bachelor’s degree with at least 3 years of sales experience 
•     A Bachelor or Master degrees in biological and clinical related subjects

Required Skills                                                
•    Selling skills for different products and solutions.        
•    Business negotiation skills, project management skills and base financial knowledge.
•    Excellent communication, keep and develop relationship with the decision makers and administrative staffs, generates enthusiasm for Corning’s solutions among the high levels of the customer organization while setting realistic expectations about the solutions that Corning can profitably deliver.
•    Excellent coordination. Enable to introduce other Corning resources to customer to meet the needs better. Demonstrate Corning’s capability and value.

Desired Skills  
•    Encourage the cross functional communication effort for progress and constructive result.
•    Strong analytical and problem solving skills with the ability to effectively resolve issues of a complex nature.
•    Forecast the research or products tendency in Life Science by marketing development and national policy.
•    Presentation skills. Enable to present sales performance and sales strategy and summary.
Soft Skills                                                

•    Be Integrity and trustworthy. Admits mistakes. Show individual confidences.
•    Good teamwork spirit,self-motivation and ability to challenge the new goals.
•    Must be cool under pressure, consider composure and mature around the Corning Life Science.
•    Excellent project management ,organizing and planning skills ,can coordinate complex cross-functional.