Global Account Manager

Requisition Number: 63088

Corning is vital to progress – in the industries we help shape and in the world we share.

We invent life-changing technologies using materials science. Our scientific and manufacturing expertise, boundless curiosity, and commitment to purposeful invention place us at the center of the way the world interacts, works, learns, and lives.

Our sustained investment in research, development, and invention means we’re always ready to solve the toughest challenges alongside our customers. 

Corning’s businesses are ever evolving to best serve our customers, industries, and consumers. Today, we accelerate and transform life sciences, mobile consumer electronics, optical communications, display, and automotive markets. We are changing the world with: 

•    Trusted products that accelerate drug discovery, development, and delivery to save lives
•    Damage-resistant cover glass to enhance the devices that keep us connected
•    Optical fiber, wireless technologies, and connectivity solutions to carry information and ideas at the speed of light
•    Precision glass for advanced displays to deliver richer experiences 
•    Auto glass and ceramics to drive cleaner, safer, and smarter transportation 

Scope of Position/Purpose:

• Manages, retains, and penetrates one or more account(s) in a manner that meets or exceeds the business needs of key customer(s)
• Differentiates Corning’s Gorilla® Glass, product extensions, and new technology offerings within the marketplace
• Supports the achievement of the division’s sales revenue and profit objectives.
• Develops new markets/customers/applications. Encompassing Position Description:  
• Responsible for the sale of company products to assigned accounts or territories.
• Creates and develops contact with existing and potential customers.
• Analyzes existing and anticipated customer requirements and promotes consideration of company products to fill such requirements.
• Applies expertise to innovate processes and products. Has substantive knowledge of adjacent businesses and products within Corning.
• Develops effective approaches to complex commercial problems which require the regular use of ingenuity and creativity.
• Work is performed without appreciable direction.
• Exercises considerable latitude in determining how to meet objectives with supervisory input.
• Guides the successful completion of major programs and may function in a project leadership role. Erroneous decisions or recommendations would typically result in failure to achieve major organizational objectives.
• Represents the organization as the prime contact on contracts and projects. Interacts with senior external personnel on significant technical and commercial matters often requiring coordination between departments and organizations.
• Possesses ability to influence organizations both internally and externally.

Key Deliverables & Responsibilities:

• Ensures account plans recognize and support the achievement of the region's sales strategy;
• Ensures account strategies effectively position Corning to be "designed-in" at target customers to capture targeted market share;
• Ensures customers clearly understand the "value add" of Corning's product, process, and technical expertise in providing complete solutions to meet current and future business needs;
• Ensures Corning Gorilla® serves the customer with one, unified voice;
• Provides timely and meaningful customer / competitor insights to inform Gorilla’s sales, marketing, and technical strategies and associated programs and vice versa
• Ensures behaviors across the region establish and reinforce Corning's Values, a positive work environment, and the protection of intellectual property;
• Understands and can deliver technical value propositions internally and externally;
• Identifies, coordinates, and executes supply contracts that meet business objectives
• Accurately communicates Corning share, risks, and opportunities at each assigned customer;
• Ensures forecast input is captured and delivered to internal customers according to the documented process
• Ensures Corning captures input regarding new technology requirements and/or threats and that this input is provided to the correct internal function, i.e. Apps Engineering, Commercial Technology, Competitive intelligence etc.
• Identifies new adjacent opportunities and communicates accordingly;
• Ensures the deployment of demand management processes;
• Ensures the solicitation of competitive intelligence in a manner consistent with Corning compliance requirements.
• Primary Interfaces: PLM
• Assures that Corning received the appropriate value for the delivery of product, service and technical support to customers.
• Account plan, VOC, and product technology support and alignment
• Customer product road maps, technology adoption plans, and end user requirements
• Input for PLP and other strategic initiatives
• Regulatory and compliance changes that can impact product form factor, features, materials, or designs
• Translating market, technology, and product trends into product offerings and tailored to customers needs and to identify future product and technology offerings to grow Corning value AE/PE
• Provide general technical support for customer products designs, specifications and application
• Manage customer product designs and technical requirements including new product technologies and applications
• Research, diagnose, troubleshoot, identify, and resolve product quality issues or complaints and facilitate communication on appropriate corrective actions
• Respond to general questions and trouble tickets in a timely manner Marketing, Manufacturing and Supply Chain
• Providing monthly updates for demand planning based on input from customers and their respective value chains
• Feedback on evolving customer product requirements, features, and key design elements.
• Guides the development of analytical tools to support value prop quantification in support of the overall account strategy
• Managing, coordinating and supporting customer supplier audits (audits of Corning supply chain entities) Legal
• Coordinates and executes supply, trademark, and related agreements under the guidance of division counsel.
• Protect and promote Corning intellectual property (IP).
• Provide feedback and competitive intelligence on competing products wrt Corning IP

Required Skills:

• BS in technical discipline area. MBA preferred.
• 8+ years of relevant experience.
• Grow top line and profitability of business through new and existing customer base.
• Strong track record in leading value-added new product commercialization.
• Ability to quickly build knowledge of Gorilla products and manufacturing, Commercial, and technical processes.
• Commercial experience managing strategic, sizeable revenue customer(s).
• Bias for action and extremely rigorous and detail-oriented; having minimal tolerance for mistakes or lack of precision.
• Confidence in public speaking, direct customer interaction, and leading cross functional teams.
• Must have proven executive presence.
• Good interpersonal skills. Ability to interact effectively with several functional areas and across domestic and international teams.
• Ability to leverage past learnings and business judgment to question/challenge/defend assumptions.

Desired Skills:

• Knowledge of glass and/or glass ceramic development, manufacturing and processing including the science of diffusion
• Knowledge of Gorilla products, manufacturing, and measurements.
• Commercial experience within the glass and/or consumer electronics industry.
• Demonstrated ability to manage complex projects to successful completion.
• Demonstrated ability to work in a remote environment i.e. away from the home office.

Soft Skills:

• Comfortable working with all levels of management both internally and externally, and with different regions and functions.
• Solid business acumen.
• Highly regarded for integrity, ethics, flexibility, teamwork, professional excellence, and multicultural interpersonal and business acumen.
• Ability to set the tone for the organization.
• High degree of personal credibility and accountability.
• Strong emotional intelligence.
• Globally aware and sensitive.
• Champion of the company. Models and promotes behaviors in line with the values of the organization, demonstrates authentic and self-aware leadership, and is trusted to lead and engage others to effectively execute on corporate-wide commitments.

This position does not support immigration sponsorship.

The range for this position is  $105,532.00   -  $145,107.00 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.

​Corning Puts YOU First! 

We are committed to supporting your health, financial, career development, and life goals as you grow professionally and personally to achieve your highest potential. All benefits begin as soon as you start your career at Corning. 
 

• Our monetary peer-to-peer recognition program is tied to our Values and celebrates you and your colleagues’ contributions. 
• Health and well-being benefits include medical, dental, vision, paid parental leave, mental health/substance use, fitness, and disease management programs.  
• Financial benefits include a 401(k) savings plan with company matching contributions and a 100% company-paid pension benefit that grows steadily throughout your career. 
• Companywide bonus and attractive short- and long-term compensation programs are available based on your role and responsibilities.   
• Professional development programs help you grow and achieve your career goals.

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.