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

Date: Aug 5, 2019

Location: Berlin, Germany, DE

Company: Corning

Requisition Number: 38330


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.

Major Responsibilities:

  • Own the definition of regional and segment specific price strategies, in line with the overall corporate strategy and regional Sales Team strategies
  • Handle the continuous creation and modification of linkages between the various market access strategies and regional specific product strategies into segment specific price strategies and define/ maintain segment specific rules, including consideration of daring environment data
  • Act as a key enabler of deal/opportunity formation by providing system driven target price recommendations for specific opportunity categories, customer segments by implementing and maintaining pre-defined price structures, enabling high system automation on standard deal requests
  • Drive the implementation and maintenance of Set rules in coordination with PLM & Marketing & Sales that lead to a deep understanding of the pricing strategy within all business functions
  • Drive the definition and enforcement of standard business processes around programs, such as discretionary discount, opportunity registration and others to enable smooth pre-sales operations
  • Utilize Data analytics and pricing dashboards and reports for indications of price adjustment opportunities to maintain pricing levels within the defined pricing strategy
  • Handle price communication towards channels on a regular basis by defining a repeatable process around price data communication (Price files)
  • Develop a roadmap towards system automation in regard to Deal responses, Price data communication.
  • Run contract creation and build clear set of Approval matrix for CALM & Tender Review
  • Develop and support standard operating procedures, documentation, and audits for manufacturing operations processes that will follow ISO-based practices
  • 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


Required Skills (These are skills that you have):


  • Strong strategic skills and understanding (both global market and product); strives to see big picture as well as individual details
  • Comprehensive DATA; Computer and system skills (MS Office, SAP, Vendavo etc.)
  • Capable to lead a cross functional global team in a virtual environment
  • Understanding of differentiated regional price strategies and competitive landscape
  • Ability to juggle multiple tasks and prioritize
  • Strong interpersonal skills required along with ability to drive consensus across multiple parts of the organization
  • Readiness for travel (20%)


Desired Skills (These are skills that would be nice for you to possess):


  • Commercial experience
  • Pricing or finance experience
  • Reporting experience Soft Skills (Communication/Team/Leadership)
  • Extraordinary verbal/written skills
  • Ability to work in a global team environment
  • Strong data management skills
  • Ability to work under varying deadlines on multiple proposals
  • Flexibility
  • Excellent organization skills
  • Excellent interpersonal and phone sales skills to communicate with external and internal customers.