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Key Account Manager

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Date: Apr 12, 2025

Location: Corning, NY, US, 14831 Fairport, NY, US, 14450

Company: Corning

Requisition Number: 66912

 

The company built on breakthroughs. ​  
Join us.​                    

                                                          

Corning is one of the world’s leading innovators in glass, ceramic, and materials science. From the depths of the ocean to the farthest reaches of space, our technologies push the boundaries of what’s possible.  ​  

 

 How do we do this? With our people. They break through limitations and expectations – not once in a career, but every day. They help move our company, and the world, forward. ​  

 

​ At Corning, there are endless possibilities for making an impact. You can help connect the unconnected, drive the future of automobiles, transform at-home entertainment, and ensure the delivery of lifesaving medicines. And so much more.​   

 

​ Come break through with us.  

 

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 

Role Purpose

Manages, retains, and penetrates one or more account(s) in a manner that meets the business needs of key customer(s), differentiates Corning within the marketplace, and supports the achievement of the division’s sales and profit objectives

Key Responsibilities

  • Develops and executes account plans that provide the customer(s) with a fully integrated set of product, process, service, and technical solutions which draw on Corning’s total value proposition to meet specific business needs
  • 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
  • Serves as an advocate for both Corning and the customer by creating value for both parties and balancing the needs and constraints of both parties
  • Stays informed of customer requirements and key buying factors, and uses this knowledge to pursue profitable selling opportunities for current or next generation products and to modify account plans, as needed
  • Collaborates with Pricing, Product Line Management, and other functions to negotiate favorable agreements with customers
  • Proactively clarifies and executes contract terms and aligns customers’expectations with the division’s ability to deliver
  • Coordinates cross-functional account services (with Applications Engineering, Customer Service, Systems Engineering, Technical Management) to lead the account and serve the customer with one, unified voice and to provide seamless support
  • Collects market, customer, and competitor intelligence and insights and shares this knowledge with others, as appropriate, to inform sales, marketing, and technical strategies as well as the demand forecast and sales planning processes
  • Collects sales information within the account to inform short-term and long-term sales forecasting (i.e., sales budget and 5-year plan) at the account and division level and inform inventory management efforts
  • Customizes presentation / marketing collateral to fit the customer’s technical needs
  • Assesses the overall cost of sales to ensure that resources are optimally allocated to align with the opportunities that are available
  • Aligns the technical and sales capabilities of Corning’s resources with the customer’s needs and with consideration of individual interests, capabilities, and development needs

 

Travel Required - approximately 40%

Required Education and Experience

  • Minimum bachelor’s degree preferably a STEM degree 
  • Minimum 2 years' experience in technical sales and success in leading large accounts.  
  • Demonstrated track record of meeting or exceeding sales goals

Desired Experience

  • Master’s Degree - MBA Preferred
  • Experience in the semiconductor industry
  • Experience working in more than one country
  • Work experience in a Commercial function
  • Work experience in a global company
  • Demonstrated track record of implementing solutions/value selling strategies
  • Demonstrated track record of managing and growing a medium size account through cross-selling and penetration over a 2-year period
  • Demonstrated track record of working with multiple functions with customer to close a sale
  • Demonstrated track record of aligning internal technical and selling resources with the appropriate customer stakeholders
  • Completion of fundamental training in Finance, IP, and Business Law

 

This position does not support immigration sponsorship.

 

The range for this position is $146,638.00 - $201,627.00 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.

 

A job that shapes a life.  

Corning offers you the total package.  

 

 Your well-being is our priority. Our compensation and benefits package supports your health and wellness, financial, and career from day one

  •  As part of our commitment to your financial well-being, we provide a 100% company-paid pension benefit that grows throughout your career.  We also offer a 401(k) savings plan with company matching contributions.  
  • Our health and well-being benefits include medical, dental, vision, paid parental leave, family building support, fitness, company-paid life insurance, disability, and disease management programs. 
  • Company-wide bonuses and long-term incentives, align with key business results and ensure you are rewarded when the company performs well – when Corning wins, we all win.     
  • Getting paid for our work is important but feeling appreciated and recognized for those contributions motivates us much more. That’s why Corning offers a peer-to-peer recognition program to celebrate success by recognizing colleagues who demonstrate above-and-beyond behaviors.  

 

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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