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Commercial Director, Specialty Surfaces

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Date: Nov 16, 2020

Location: Corning, NY, US, 14831

Company: Corning

Requisition Number: 42959

 

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.

At Corning, our growth is fueled by a commitment to innovation. We succeed through sustained investment in research & development, a unique combination of material and process innovation, and close collaboration with customers to solve tough technology challenges. We are a four-time National Medal of Technology winner thanks to our technology leadership and R&D environment, which attract and enable the best scientific minds in the world. This pipeline of talent has brought life-changing innovation to your fingertips for more than 160 years.

 

1. Purpose of Position

This position is being created to lead all aspects of the program’s commercial activities and ensure the creation and capture of the maximum sustainable value derived from Corning’s investment in the program and technology. This is a leadership position and will require extensive interactions with customers, functional leaders, partners, and senior Corning executives.

 

2. Major Responsibilities Ongoing Tasks

• Lead the commercial operations, marketing, and sales activities for the business

• Develop, institutionalize, and refine core commercial business processes to ensure value capture, communication, and coordination within the commercial team and across all business functions

• Manage working relationships with customers. Prepare and present customer materials and conduct customer visits as appropriate with account managers. Coordinate communication between Corning technical staff and customers

• Work closely with operations, technology, and engineering organizations to maximize the value of the business and accelerate the adoption of program products throughout the industry

• Conduct value analysis to determine the optimal customer approach and offering for the program products

• Drive marketing and communications plan that ensures broad value capture with customers and appropriate messaging and education to consumers on the value proposition

• Interface with customers and partners to obtain technical data to support the market development for new products

• Bring and share industry expertise in specialty additives for the coatings industry

• Represents the commercial function as the prime internal and external contact on commercial contracts and operations.

• Ensure overall talent development and performance strategies are in place to ensure organizational success in the short- and long-term

• Lead customer contract negotiations and partner licensing, as appropriate in support of the business strategy

• Work with the program business, technology, and regulatory teams to accelerate customer adoption of technology and secure broad regulatory support

• Understand, practice, and exemplify Corning values in all internal and external interactions.

 

SELECTION CRITERIA

1. Education MBA or demonstrated business experience Degree in Chemistry, Polymer Science, Chemical Engineering or Bioengineering preferred

 

2. Experience 10+ years of progressive commercial experience - prefer experience in Coatings industry

  • Experience with biocides is desired
  • Thorough understanding of coatings industry value chain
  • Proven experience in developing market messaging based on understanding of value proposition
  • Demonstrable accomplishments leading large commercial team and managing people
  • Experience in deploying new technologies within industrial settings

 

 

3. Required Skills (“Musts”) Knowledge of commercial analysis tools/frameworks & processes

 

  • Demonstrated commercial execution skills with track record of success Able to maintain focus on a strategy in face of short-term opportunities
  • Exceptional communication skills and ability to build relationships internally and externally Experience with the development, marketing and intellectual property of new innovations Experience in joint development agreements (forming and executing)
  • Prefer work with coatings or antimicrobial technologies
  • Strongly prefer technical proficiency in coatings technologies (water based coatings, clear coats, performance coatings)
  • A practical, “hands-on” approach, with the ability to work in a fast paced and often changing environment. Ability to complete complex transactions and negotiations
  • Demonstrated ability to hire, motivate, mentor and develop teams
  • Strong financial and business acumen
  • Ability to track or anticipate market trends and needs
  • Strong quantitative and analytical skills
  • Able to work effectively with both technical and commercial staff
  • Strong customer focus - ability to interact with potential customers about future product developments/requirements
  • Comfortable with uncertainty, has creativity to fill in details that don’t yet exist
  • Ability to deal with ambiguity Indications of logical and sound technical judgment in conditions of ambiguity
  • Comfort with risk taking, backed by analysis and strategic context
  • Team player and leader in complex product development projects
  • Excellent oral and written communication skills - clear, complete, and confident communications

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.

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. Please contact us to request accommodation.


Nearest Major Market: Corning