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Mgr, Pricing Optimization

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Date: Apr 5, 2019

Location: Charlotte, NC, US

Company: Corning

Requisition Number: 35998


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

Lead and oversee key processes to optimize Corning Optical Communications (COC) pricing and pricing processes. You will lead the monthly price adjustment process; recommending and convincing key stakeholders of the needs and benefits for suggested price adjustments. Drive competitive price intelligence and price reporting processes. Analyze trends and price related data to identify opportunities for profit and revenue improvements through price and/or process changes.

Major Responsibilities

  • Monitor multiple data sources (internal and external) to identify opportunities for price adjustments; sources could include (but not limited to) win-loss data, volume/revenue changes, overall market changes and COC changes relative to the overall market, competitive information, pricing rules/process compliance, and cost changes
  • Independently represent price adjustment/optimization needs of all products/markets to improve revenue and profit opportunities, balancing both
  • Recommended changes will include combinations of individual prices, price levels, price modifiers, and price processes; opportunities will include broad (e.g. Floor or Base price levels) and very targeted changes
  • Provide scenario analysis and sensitivity analysis support for suggested changes from other pricing personnel or senior leadership
  • Effectively convince key stakeholders inside and outside pricing teams (to include senior leadership) of the benefit of recommended changes; effectively communicate risks; where applicable, provide justification/effectively communicate rationale for not making adjustments
  • Manage process for gathering competitive intelligence from both internal and external sources; define process for capturing and storing of competitive price intelligence from internal sources; manage process and identify specific price information to be gathered from external sources such as web sites and Secret Shopper
  • Conduct post price change audits for effectiveness of; report on results and recommend additional adjustments when necessary
  • Where necessary, help guide others through their portions of the price adjustment process
  • Work with other teams to set escalation levels and rules
  • Track and report on pricing process compliance
  • Oversee pricing training, including content and other training documentation
  • Manage standard and ad-hoc pricing reporting team efforts
  • Support global, regional, and local efforts

Minimum Education/Experience Requirements

  • You will have a Bachelor’s degree in business or technical field; an MBA and/or applicable experience is desired
  • You will have a minimum of 5 years of Commercial and/or Marketing and/or PLM experience
  • Will have proven pricing experience
  • Must have either supervisory experience or experience leading teams/projects
  • Must be fluent in English; other languages are a plus

Required Skills (These are skills that candidates MUST possess)

  • You will have strong analytical skills (both quantitative and qualitative) with ability to see the big picture as well as the individual details
  • You must be a strategic thinker and problem solver
  • Demonstrated interpersonal skills required along with ability to drive consensus across multiple parts of the organization is critical
  • Demonstrated ability to recognize impact decisions could have on future opportunities (strategic thinking)
  • Knowledge of COC Customers, Markets, and Products
  • Ability to drive effective business process improvement

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

  • Must have global experience
  • Knowledge of COC pricing processes and systems (including SAP and Vendavo)
  • The ability to see “big picture” and balance competing priorities
  • Knowledge of Corning products and markets
  • Knowledge of key pricing/contract rules/terms (e.g. Incoterm, export control, etc.)
  • Product Line Management experience
  • Commercial experience

Soft Skills (Communication/Team/Leadership)

  • Outstanding verbal/written skills with ability to convince others
  • Collaborative
  • Ability to work in a team environment with varying deadlines and priorities
  • Flexibility
  • Outstanding organization skills
  • Ability to identify and develop talent

Travel Requirements

  • Typical travel is less than 10%, may be up to 20% depending on business needs
  • Overseas travel is also possible

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

Nearest Major Market: Charlotte