Key Account Manager

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Date: Feb 9, 2024

Location: Corning, NY, US, 14831 Fairport, NY, US, 14450 Glendale, AZ, US, 85301

Company: Corning

Requisition Number: 62499

 

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 

 

Purpose of Position

     Responsible for developing, managing, and growing the commercial relationship between Corning and our key customer(s) with focus on Semiconductor advanced packaging and processes.  Key interface and internal liaison with Commercial Technology team.

 

Education, Qualifications and Experience

  • Required:  Bachelor's Degree  
  • Preferred:  BS, STEM,  MBA
  • 8+ years relevant experience in semiconductor, optics or related technical industry
  • Minimum 4+ years in customer facing sales account role with proven success in semiconductor industry
  • Experience leading multi-disciplinary teams (operations, engineering, development, commercial) in the semiconductor industry
  • Knowledge of semiconductor manufacturing, processing,and advanced packaging

 

Other Competencies

  • Professional sales training (Sandler, Miller Heiman, etc.)
  • Proven business acumen and analytic skills
  • Ability to influentially communicate (both internally and externally) 
  • Ability to prioritize and effectively manage time
  • Ability to manage stressful environment and multi-task competing priorities
  • 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.
  • Demonstrates executive presence
  • Manage business relationships using combination of data driven analysis, strategic thinking, networking, and strong people skills

 

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. 
  • Achieve and exceed sales budget.
  • Maintain frequent contact with the customer to identify, build and strengthen the relationship at all levels.
  • Continually assess Corning’s effectiveness in meeting the customer’s needs and maximize account penetration and customer retention.
  • Represents Corning at all levels within customer organization, from procurement to senior executives.
  • Commercial lead owning the customer experience including facilitating product and technology development, price and contract negotiation, program management resources, and management escalations.
  • Works actively across multiple disciplines internally and externally:   engineering, development, commercial technology, management, legal, finance, product line management and others. 
  • Ability to articulate product attributes, specifications, basis of competition, and product trajectory to ensure advantaged products. Requires leading efforts to synthesize and assess competitive technologies or offerings.
  • Work across complex and technical supply chain.
  • Deliver pricing strategy based on cost analysis, competitive analysis, value analysis/proposition and shareholder need.
  • Develops formal proposals/quotations to support both ongoing customer needs as well as new business opportunities. Ability to assemble complex quotation including program packages, sample/prototype pricing, HVM economics.
  • Works collaboratively with other account managers and PLM to maximize business return.
  • Provide short and long term forecast to Corning business unit.

  

Key Decision Areas

  • Value proposition delivery
  • Customer collaboration to define key attributes/roadmap/outcomes
  • Conducting extended business forecast
  • Contract / NDA / Development agreements
  • Pricing delivery as outlined by Product Line Management/BAM

 

 

This position does not support immigration sponsorship.

 

The range for this position is  $126,158.00   -  $173,468.00 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.


Nearest Major Market: Corning

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