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Business Development Manager - New Accounts

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Date: Dec 24, 2018

Location: Corning, NY, US, 14831

Company: Corning

Corning is one of the world's leading innovators in materials science, with a 166-year track record of life-changing inventions. Corning applies its unparalleled expertise in glass science, ceramics science, and optical physics, along with its deep manufacturing and engineering capabilities, to develop category-defining products that transform industries and enhance people's lives. Corning Valor™ Glass is an example of a life-changing innovation purpose-built to store and protect injectable medicines. Corning is also a global leader in pharmaceutical tubing, manufacturing a variety of clear and amber glass tubing that is converted by our customers into vials, cartridges, ampules and syringes.

Scope of Position:

In this role, you will lead the account acquisition strategy for new pharmaceutical packaging customers globally. We look for you to develop and implement targeted account plans that deliver Valor Collaboration agreements and result in the validation of Valor glass packaging.


Key Responsibilities:

  • Identify and develop relationships with key packaging decision makers within targeted accounts.
  • Technical delivery of Valor key product claims that align with customer needs.
  • Develop Key Account strategies and execution plans.
  • Create collaboration agreements that secures customer commitments to validate Valor glass.
  • Work cross-functionally with commercial resources to assure success Performance Metrics.
  • Handle signed Collaboration Agreements.
  • Incremental revenue for development sales to new customers.
  • Develops external and internal alliances to gain perspective of others and drive decision-making.
  • Mobilizes resources across functional areas to accomplish common, specific objectives.


Travel Requirements: 50% domestic


Hours of work/work schedule/flex-time: M-F, standard business hours.


Required Education:

  • Bachelor’s degree in Business or technical degree preferred.


Required Years and Area of Experience:

  • Minimum of 5+ years of sales or business development experience.


Required Skills:

  • Demonstrated track record of developing and closing sales with new customers.
  • Demonstrated ability to gain deep technical understanding of products and markets.
  • Strong customer facing and presentation skills.
  • Work experience in a Commercial team environment.
  • Experience securing binding commitments from customers.
  • Strong Business Strategic Agility.


Desired Experience / Qualifications / Skills:

  • Prefer MBA degree.
  • Financial analysis and accounting experience.
  • Understanding of the Pharmaceutical marketplace.
  • Ability to quickly learn technical aspects of the Valor product design and how it impacts product claims.
  • Understanding of product claims impact to the pharmaceutical manufacturing process and the value they create.
  • Ability to deliver competitive offerings used by the customer and the technical benefits of switching to Corning products.
  • Knowledge of regulatory filing requirements that are required for implementation.


Soft Skills/Critical Competencies:

  • Ability to develop executive relationships (VP level) built on integrity and trust.
  • Effective at listening to understand key concerns for internal / external customers.
  • Ability to function in a technical matrix management organization.
  • Strong communication skills to advance difficult negotiations.
  • Ability to overcome objections, and be resilient in the face of rejection.
  • Ability to see ahead clearly; can anticipate future consequences and trends accurately.
  • Broad knowledge and perspective; future oriented.
  • Can articulately paint credible pictures and visions of possibilities and likelihoods.
  • Can create competitive and breakthrough strategies and plans.
  • Technical Acumen.
  • Ability to use rigorous logic and methods to solve difficult problems with effective solutions.
  • Can see hidden problems; is excellent at honest analysis.
  • Ability to look beyond the obvious and doesn't stop at the first answers.
  • Creates effective methods to distribute information and knowledge across customer organizations.
  • Has a clear understanding of organizational dynamics and how decisions are made.
  • Uses diplomacy and tact to handle and diffuse even high-tension situations comfortably.
  • Builds credibility with customers and internal decision-makers by delivering data-based strategic direction for the product line and supporting it articulately.
  • Adjusts communications messages, frequency, and style to meet the needs of, or to influence, internal partners, external customers and Corning leadership.


This position does not support immigration sponsorship.

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: Corning