Sr. Deal Desk Americas, Direct Pricing Specialist

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.

Key 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/Experiences

• Bachelor’s degree in business or technical field or equivalent experience, MBA and/or applicable experience a PLUS.
• >5 years Commercial/Marketing/PLM experience
• 100% fluent in English.  Other languages a PLUS

• 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 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

• Outstanding verbal/written skills

• Strong personal computer skills

Desired Experience

• Commercial experience

• 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.)