Share this Job

Commercial Regional Price Strategy Specialist (m/f/d)

Apply now »

Date: Jan 7, 2021

Location: Berlin, DE, 10117

Company: Corning

Requisition Number: 43464


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:

Corning Optical Communications intend to implement a global Price and DealDesk structure. To drive global consistency and leading practice a centralized team is formed to defines standard processes and policies development while driving regional execution of a deal process. Main objectives are the definition of the pricing strategy as per go-to-market strategy, support the commercialization process of new introduced products, the communication of standard price information to channels, the development and maintenance of pricing policies and thresholds and setting of standard T&C’s. This also includes the definition of transaction approvals and the escalation process.


Major Responsibilities:

  • Define regional and segment specific price strategies, in line with the overall corporate strategy
  • Translate the various market access strategies and product strategies into segment specific price strategies and define and maintain segment specific rules, including consideration of competitive environment data
  • Act as a key enabler of deal/opportunity formation by providing target price recommendations for specific opportunity categories and pre-defined discount structures, enable high system automation on standard deal requests
  • Set rules in coordination with PLM & Marketing that lead to a clear understanding of the pricing strategy within all business functions
  • Define and enforce standard business processes around programs , such as discretionary discount, opportunity registration and others to enable smooth pre-sales operations
  • Participate in the internal analysis of pricing dashboards and reports for indications of price adjustment opportunities to maintain pricing levels within the defined pricing strategy
  • Manage price communication towards channels on a regular basis by defining a repeatable process around price data communication (Price files)
  • Support standard channel contract creation
  • Act as a contact towards finance in order to set accruals related to rebates and price support programs
  • Ensure significant functional linkages are in place throughout the Global Sales and Marketing groups and Customer Care team, PLM, Legal and Global Supply Chain organizations Minimum


Education/Experience Requirements:

  • Education: 4-year degree required, MBA a plus
  • Experience: >3 years commercial/PLM/pricing experience


Desired Skills:

  • Strong strategical skills and understanding (both market and product) with ability to see the big picture as well as the individual details
  • Comprehensive computer and system skills (Excel, SAP, Vendavo etc.)
  • Demonstrated ability to recognize impact decisions could have on future opportunities (strategic thinking)
  • Understanding of global dependencies of a local price decision
  • Understanding of differentiated regional price strategies
  • Deep knowledge of OFC & OCS Solutions, Products and corresponding Applications
  • Ability to juggle multiple tasks and prioritize
  • Strong interpersonal skills required along with ability to drive consensus across multiple parts of the organization