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Deal Desk Operations Manager EMEA (m/f/d)

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Date: Jun 23, 2022

Location: Berlin, DE, 10117

Company: Corning

Requisition Number: 55794


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.

Our Optical Communications segment has recently evolved from being a manufacturer of optical fiber and cable, hardware and equipment to being a comprehensive provider of industry-leading optical solutions across the broader communications industry.This segment is classified into two main product groupings – carrier network and enterprise network. The carrier network product group consists primarily of products and solutions for optical-based communications infrastructure for services such as video, data and voice communications. The enterprise network product group consists primarily of optical-based communication networks sold to businesses, governments and individuals for their own use.



Purpose of the position:

• Oversee the (EMEA) Distribution and Delivery Deal Desk team focused on delivering prompt responses to customer requests for large tenders/complex deals while maximizing overall profitability.

• Facilitate responses to customer requests within agreed upon turn-around time that are error free and incorporate essential terms and conditions.

• Resolve pricing issues within established rules including brokering agreements between relevant stakeholders within and outside the team (to include other elements of pricing teams, sales, and PLM).

• Support the Tender Review, Game Theory, and Financial analysis and reporting processes.

• Establish and enforce price escalation/approvals within team and drive consistency and efficiency to create lean processes.

• Help broker cross-regional pricing deals, as required.


Major Responsibilities:

• Manage two Supervisors who oversee a team of 12 pricing personnel responsible for reviewing customer requests to determine requirements and prepare the quotation/bid proposals in timely manner

• Commercial pricing leader within (EMEA) region with focus on Deal Desk processes, systems and training

• Lead creation and drive process improvement for key pricing interaction rules across commercial teams; coordinate rules with GPO, PLM, and others as required

• Establish/maintain price escalation thresholds within team while securing agreement and support with external teams

• Broker agreements with sales and PLM leadership when teams are unable to reach consensus

• Ensure team is balancing revenue and profit requirements such that both are weighed evenly

• When required, evaluate the impact and manage Most Favored Nation (MFN) clauses to include pricing and associated terms and conditions

• Ensure regional pricing strategies are understood and documented; coordinate with other regions for global accounts or when otherwise required

• Understand financial reporting requirements and provide monthly/as required inputs for financial accruals and forecasts

• Lead team to develop and coordinate large tender responses and competitive bid responses with PLM

• Lead commercial representation for price adjustment process for region


Minimum Education/Experience Requirements: 

• Education: Bachelor’s degree in business or technical field; MBA and/or applicable experience desired

• Experience: Commercial/Marketing/PLM experience; pricing experience highly desired

• Supervisory experience or experience leading teams/projects required

• 100% fluent in English; other languages a plus  


Required Skills (These are skills that candidates MUST possess): 

• Strong analytical skills (both quantitative and qualitative) with ability to see the big picture as well as the individual details

• Strategic thinker and problem solver

• Strong interpersonal skills required along with ability to drive consensus across multiple parts of the organization

• Demonstrated ability to recognize impact decisions could have on future opportunities (strategic thinking)

• Knowledge of COC Customers, Markets, and Products

• Ability to drive business process improvement Desired Skills (These are skills that would be nice for candidates to possess)

• Pricing or finance experience

• SAP systems experience

• Knowledge of Vendavo system

• experience

• Commercial experience

• Knowledge of Corning products and markets Soft Skills (Communication/Team/Leadership)

• Outstanding verbal/written skills

• Collaborative

• Ability to work in a team environment with varying deadlines and priorities

• Flexibility

• Outstanding organization skills

• Ability to identify and develop talent Personal directed Team of 2 direct and 12 indirect personnel


Travel Requirements:

• Typical travel of 10% to 20%, depending on business needs

• Overseas travel possible