Americas Sr. Strategic Account Pricing Specialist

Requisition Number: 69516

The company built on breakthroughs. ​  
Join us.​                                      

Corning is one of the world’s leading innovators in glass, ceramic, and materials science. From the depths of the ocean to the farthest reaches of space, our technologies push the boundaries of what’s possible.  ​  

How do we do this? With our people. They break through limitations and expectations – not once in a career, but every day. They help move our company, and the world, forward. ​  

​At Corning, there are endless possibilities for making an impact. You can help connect the unconnected, drive the future of automobiles, transform at-home entertainment, and ensure the delivery of lifesaving medicines. And so much more.​   

​Come break through with us.  

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.

Role Purpose:

Facilitate accurate and timely response based on customer RFQ requirements and deadlines, while incorporating key commercial considerations and in accordance with department procedures.  Broker agreements between teams for large tenders/RFQs following established escalation procedures and gaining appropriate approvals based on price levels and other terms and conditions.  Serve as single point of contact for sales for each specific opportunity responsible for coordinating with rest of organization for that opportunity.

Major Responsibilities:

• Review customer request and work with sales, marketing, and PLM teams to develop pricing strategies for individual opportunities; balance revenue and profit requirements when evaluating opportunities and creating proposed responses
• Create scenario analysis (including financial view) for each deal; complete individual deal scoring for each option evaluated and present results to other team members along with recommended offering
• Ensure bid is completed in format and by time specified in customer RFQ; verify correct Bill of Materials/part number list; document pricing strategy and decisions for future use
• Broker agreements with members of sales, marketing, and PLM teams
• Create actual prices for quotes and large contracts (including contract price exhibits), evaluating profitability for each and in total
• Incorporate standard costs and additional items such as cost-to-serve (e.g. freight, duties, payment terms) to ensure a complete profitability picture
• Capture competitive price intelligence for future use and utilize existing data for specific opportunities to maximize win probability while maximizing profitability
• Evaluate prices vs established price levels to determine when escalations are required; obtain escalation approvals and/or make adjustments to proposal to fit within established levels
• Understand impact of Most Favored Nation (MFN) clauses (to include pricing and associated terms and conditions) and make recommendations to management on approvals when required
• Understand, document, and if necessary gain approval where required, for price offerings that will have impacts on other contract customers in the future as well as potential future impacts on Corning’s profitability
• Lead cross-regional deal if customer from this region; help broker cross-regional pricing deals, as required
• Participate in or lead Game Theory exercises as required
• For large contracts, work with Commercial Pricing Strategy team to create rules and system inputs to enable future requests to be handled systematically, creating pricing consistent with contract while maintaining profitability levels
• Understand financial reporting requirements and provide inputs for to supervisor for financial accruals and forecasts

Required Education:

• Education: Bachelor’s degree in business or technical field or equivalent experience, MBA and/or applicable experience a PLUS
• Experience: >5 years Commercial/Marketing/PLM experience
• 100% fluent in English.  Other languages a PLUS
• Commercial experience
• Operate independently and with minimal supervision 
• Strategic thinker – understand impact and dependencies of one price decision on future opportunities
• Strong problem-solving skills, including ability to develop complex and potentially unique/creative commercial solutions
• Comprehensive computer and system skills (Office, SAP, Vendavo, Excel & etc.)
• Pricing or finance experience
• Understanding of differentiated regional price strategies
• Ability to juggle multiple tasks and prioritize to meet tight deadlines
• Strong interpersonal skills including ability to drive consensus across multiple parts of the organization

Desired Experiences:

• Product Line Management experience
• Knowledge of Corning products and markets
• Reporting experience
• Knowledge of key pricing/contract rules/terms (e.g. Incoterm, export control, etc.)

This position does not support immigration sponsorship.  

The range for this position is $94,186.00 - $129,507.00 assuming full time status. Starting pay for the successful applicant is dependent on a variety of job-related factors, including but not limited to geographic location, market demands, experience, training, and education. The benefits available for this position are dependent on hours worked and may include medical, dental, vision, 401(k) plan, pension plan, life insurance coverage, disability benefits, and PTO.

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A job that shapes a life.  

Corning offers you the total package.  

Your well-being is our priority. Our compensation and benefits package supports your health and wellness, financial, and career from day one

• As part of our commitment to your financial well-being, we provide a 100% company-paid pension benefit that grows throughout your career.  We also offer a 401(k) savings plan with company matching contributions.  
• Our health and well-being benefits include medical, dental, vision, paid parental leave, family building support, fitness, company-paid life insurance, disability, and disease management programs. 
• Company-wide bonuses and long-term incentives, align with key business results and ensure you are rewarded when the company performs well – when Corning wins, we all win.     
• Getting paid for our work is important but feeling appreciated and recognized for those contributions motivates us much more. That’s why Corning offers a peer-to-peer recognition program to celebrate success by recognizing colleagues who demonstrate above-and-beyond behaviors.  

We prohibit discrimination on the basis of race, color, gender, age, religion, national origin, sexual orientation, gender identity or expression, disability, veteran status or any other legally protected status.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. To request an accommodation, please contact us at accommodations@corning.com.