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Applications and Business Development Manager

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Date: Oct 24, 2021

Location: Gurgaon, HR, IN, 122002

Company: Corning

Requisition Number: 48633


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.



Purpose of Position
The primary objective of this position is to provide field technical support to the sales organization and additionally responsible for Sales and Business management for entire range of products by identifying new growth markets, driving new products.
This role requires the incumbent to support pre-sales technical discussion and post-sales support. This person will be the “go to” person through which technical information is disseminated, both to and from the customer. The Application & Business Development Manager will support all aspects of technical selling, including closing sales, solving customer issues, training both customers and internal and external sales reps, and giving technical presentations at conferences and customer sites.
As a leader for new initiatives the job of a business development manager (BDM) is to identify upcoming markets like C&GT, 3D Cell Culture, any other developing trends, develop strategy to enter in these markets and deliver success by working closely with external (customers, & channels) and internal (marketing & sales) stake holders. The BDM has to work closely with division on new products pipeline, develop plan for NPI and recommend marketing manager the go to market plan (product, price, channel, inventory etc). The incumbent will also develop and execute strategy suitable for NPI success in India region. This person will also be regional representative in global new product development.


Major Responsibilities

Application Support :
 Provide in-depth technical support for Corning Life Science products
 Provide on-site and remote technical support and training to customers
 Provide training to the sales organization and technical services personnel
 Help in new business development for technical products through seminars/scientific discussions
 Help in closing sales for all CLS products requiring high technical competency like Drug Discovery, Bioprocess, and others.
 Managing overall business for new products and specially focused products.
 Develops and give internal and external training courses on select products as required
 Identifies training needs for internal sales force, helps them improve technical competency with coaching on value propositions offered by Corning products.
 Demonstrate the products wherever required.
 Investigate any technical issue and work with the customer and manufacturing site to solve the issue.
 Contributes in development of content for application notes, product citations, write ups, articles.

 Collaborates with strategic customers for development of content on Corning products.
 Advises marketing and marcom on right literature and content as per market needs to maximize visibility of Corning products.

Business Development :
 Improves visibility for Corning in new and emerging markets by developing and executing GTM strategy.
 Identifies developing trends and future growth areas, recommends plans to capture these trends
 Provide technical support for technology products like C&GT, 3D Cell Culture, or any other new products
 Develop and give internal and external training courses on select products as required
 Demonstrate the products wherever required.
 Investigate any technical issue and work with the customer and manufacturing site to solve the issue.
 Involve in discussion with PLMs for the improvement of existing products or in the development of new products based on the customers’ feedback/requirements.
 Improves product marketability and profitability by researching, identifying, and capitalizing on market opportunities; coordinating new product development. Also identify related events, publications, and announcements for product awareness.
 Helps develop KOL for Corning products in the region through lab collaboration and then joint presentations.
 Identifies potential reference labs, develops methods and processes for engagement with them. Recommends and collaborates with all internal stake holders the plan to establish Corning as reference products through these labs.

i. Context /Environment : The incumbent’s task is to facilitate interaction of various viewpoints to build agreement among the stakeholders to create relevant business opportunities. The incumbent is contributing as an individual as well as leading a team, working closely with leadership and contributing to high growth of CLS Business in India.

ii. Knowledge, Skills & Experience Required:
 Minimum of Masters Degree in the life sciences
 Mention experience level of 10 to 12 years in life sciences industry
 High level of proficiency in molecular and cellular biology, Cell culture experience,
 Customer-facing experience
 Demonstrated ability to solve complex technical issues
 Familiarity with equipment/PCs
 Strong written and verbal communications skills
 Business skills – financial knowledge
 Project management experience, demonstrated problem solving ability, organizational skills – planning/time management
 Relationship management
 Strong interpersonal skills
 Ability to travel frequently at short notice (40-50% of the time)