Key Account Manager

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Date: May 25, 2023

Location: Corning, NY, US, 14831

Company: Corning

Requisition Number: 60633


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 life
•    Precision glass for advanced displays to deliver richer experiences 
•    Auto glass and ceramics to drive cleaner, safer, and smarter transportation 


Position:  Key Account Manager


Purpose of Position

Responsible for managing the ongoing business relationship between Corning and key customer account with focus on the Precision Optics products.


Major Responsibilities (Ongoing Tasks)

  • Develops and executes a multi-year strategy to further enhance Corning’s value add to the customer and maximizing the account’s impact to Corning through targeted relationship development and opportunity identification.
  • Maintains frequent contact with the customer to identify, build and strengthen the relationship, continually assess Corning’s effectiveness in meeting the customer’s needs, and ultimately maximize account penetration and customer retention.
  • Represents Corning at all levels within customer organization, from procurement to senior executives.
  • Leads an account team comprised of both full and part-time members to support all aspects of the customer experience, including product and technology development, price and contract negotiation, repairs management, and operational escalations,
  • Works actively with Corning operations, engineering, development, and management to represent customer viewpoint and work towards win-win strategies.
  • Articulate product attributes, specifications, basis of competition, product trajectory to ensure advantaged products. Requires leading efforts to synthesize and assess competitive technologies or offerings
  • Develop pricing strategy based on cost analysis, competitive analysis, value analysis/proposition and shareholder needs
  • Develops formal proposals/quotations to support both ongoing customer needs as well as new business opportunities.
  • Works collaboratively with other account managers and PLM to maximize business return
  • Provide short and long term forecast to Corning business unit 4.


Job Specifications – Qualifications

Education Required: Engineering/Optics/Related technical degree

Education Preferred: Master’s degree in engineering, business administration, or equivalent



  • 10+ years experience in a variety of functional groups
  • 5+ years in customer facing role
  • Experience leading multi-disciplinary teams (operations, engineering, development, commercial)
  • Knowledge of opto-mechanical systems  
  • Knowledge of semiconductor process control equipment
  • Skills/Ability to coordinate effectively with internal matrix functions  
  • Business acumen and analytical skills
  • Ability to communicate both internally and externally
  • Ability to prioritize and effectively manage time
  • Ability to handle stressful environment and multi-task
  • Effective communicator including problem definition, decision/ recommendations and supporting logic/data up to and including executive level both internally and externally as required
  • Can negotiate skillfully in tough situations with both internal and external groups.
  • Anticipates potential challenges and develops and executes strategies to ensure goals are met despite these challenges.
  • Works through setbacks and recovers from disappointments.
  • Makes decisions with appropriate velocity, or response time.
  • Dedicated to achieving results and balances personal and professional commitments and time appropriately to do so.



  • Desire to “roll up sleeves” to work directly with customers and internal project teams.
  • Manage business relationships using combination of data driven analysis, strategic thinking, networking and strong interpersonal skills
  • Well organized, process oriented, has systematic approach to problem solving
  • Able to work independently


Key Decision Areas

  • Determining extended business forecast
  • Defining future product attributes and specifications
  • Contract negotiation
  • Defining pricing strategy
  • Indicator for Performance Evaluation
  • Formal and informal customer feedback
  • Effective working relationship with technology; market analysis; sales; finance and manufacturing leaders
  • Key business objective performance as defined in annual priority rollout  


People Responsibilities

• Applications engineer direct report; customer service dotted line


This position does not support immigration sponsorship.


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, 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.



Nearest Major Market: Corning