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NA Business Development Manager

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Date: Sep 29, 2021

Location: Corning, NY, US, 14831

Company: Corning

Requisition Number: 48728


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.

Corning succeeds through sustained investment in R&D, a unique combination of material and process innovation, and close collaboration with customers to solve tough technology challenges.


Scope of Position:

Corning’s Automotive Glass Solutions (AGS) group has applications for cover glass and glazing (windows) in the automotive market. Customer engagements in these areas will require sales and new business development individuals with experience in managing different accounts and globally based supply chains.



The NA Business Development Manager will be responsible to develop and increase business for Corning Automotive Glass Solutions business with NA based OEM’s, Tier 1 and Tier 2 suppliers for both, the interior and the exterior opportunities. This includes developing a specific customer strategy, account plan, and maximizing sales and margin of Corning Automotive Glass Solutions products and solutions to these selected accounts in order to guarantee the future growth and success of the company.

The NA Business Development Manager will lead the effort to coordinate other internal resources to succeed in achieving financials targets and growing the customer relationships. This will require a thorough understanding of customer technology roadmaps, requirements of corresponding supply chains and the ability of working closely with the internal technical team, product engineering, reliability, and operations teams to develop capabilities for new interior and glazing products.


Global Sales Director Support:

The NA Business Development Manager will support driving and implementing AGS and the global sales director strategies and requirements throughout the global sales organization and possibly with other AGS colleagues.


Day to Day Responsibilities:

The NA Business Development Manager will be responsible for the sales of Corning Automotive Glass’ interior and exterior products and solutions to assigned accounts and territories. The successful candidate will support the definition and deployment of our overall strategy in the named accounts and will create and develop contact with existing and potential new customers and divisions across key functional areas including appropriate executive actions. Analyzes existing and anticipates future customer requirements and promotes consideration of Corning Automotive Glass products to fill such requirements. Gain visibility into key customer technology roadmaps and work on leveraging Corning capabilities to strategically align with key customer technology roadmaps. This includes participations in negotiations to form strategic business alliances with the key accounts responsible for, as well as a broad understanding and wide application of technical and commercial principles, theories, and concepts in the automotive industry. Support the Sales Global Director data reporting and strategy implementation objectives.


Other Day to Day Responsibilities:

  • Frequent inter-organizational and outside customer contacts. Represents the organization in providing solutions to difficult technical or commercial issues associated with specific projects to external customers. Interface with other functional area specialists
  • Maintains and updates Account Plans, Opportunities (in SFDC) and other activities. Regular communication of important market information via call reports and weekly reports (in SFDC) to the Regional TW Sales Director
  • Identifies competitive activity where Corning is at risk in performance, cost, quality or market access. Leverages industry knowledge to increase market position and/or solidify customer relations
  • Works together with the responsible Inside Sales / Customer Service Representative to ensure best in class day-to-day business fulfillment
  • Participates in internal meetings regarding sales budgets, forecasts, market analysis, contract management and competitive intelligence
  • Assigned work goals are attained without appreciable supervisory direction. Completed work is reviewed for desired results from a mid- to long-term perspective
  • Presentations and trainings at the customers’ premises
  • Display the highest level of professionalism as a representative of Corning AGS and adhere to Corning values
  • New Business Development efforts at NA based customers and leveraging AGS global colleagues to support supply chain partners
  • Assist Global Sales Director data and sales update information collection from global team in order to present accurate and detailed status reports to Sr. Management.


Travel Requirements (please note if international): Travel is expected to be > 50%. This would be a combination of domestic and international travel. International travel would most commonly be to the Asia and the EU.


Required Education / Experience

  • Bachelor’s technical degree, engineering. The ideal candidate would have a technical degree in physics, optics, materials, electronics, display or glass science.
  • Min. 10 years job experience and Several years of professional program management, NBD, and sales force experience, preferably in the Automotive industry


Required Skills

  • Fluent command of the English language and able to compose and communicate, both in written and verbal formats, complex operations and manufacturing issues to the various levels inside and outside of the organization; additional language skills would be an advantage
  • Proven interpersonal and communicate skills. Must be able to communicate effectively with customers, external suppliers, and team members with commercial, technical, reliability and operations backgrounds.
  • Required Strategic mindset and negotiation skills.
  • Proficient in Power Point (writing presentations and presenting), Salesforce and Excel
  • Strong commitment, flexibility and drive; result orientation with Entrepreneurial / Hunting attitude; must be a ‘self-starter’ and possess strong initiative
  • Possess strong work ethic and attention to detail with excellent organizational skills
  • The position holder requires strong interpersonal skills, i.e. the ability to quickly establish rapport and credibility, to influence and gain closure, and to work within a team structure
  • Must be able to work effectively with minimum supervision
  • Develops, manages, retains, and penetrates key accounts in a manner that meets or exceeds the business needs of key customers and positions AGS and its products within the marketplace a. Must haves strong initiative, thinker, capable of cross internal/external boundaries behavior. A sales closer that manages new innovation sales efforts, NBD, and fully supports sales back and front office b. High expectations, high caliber person
  • Technical solution provider a. Proven technical acumen and experience in process engineering, application engineering and engineering support management, preferably in Automotive glass solutions or infotainment system industry
  • Meets the business and full technical needs of key customers, differentiates Corning within the marketplace, achieves sales and profit objectives for assigned accounts and supports Global Sales Director reporting and strategy implementation


Desired Skills

  • Experience in the automotive segments with key OEMs, Tier 1 and Tier 2 suppliers
  • Experience with Gorilla® Glass compositions and specialty surfaces (anti-glare, anti-reflection and ETC).
  • Have technical skills that can be broadly applied to a variety of process technology development activities.
  • Have the flexibility to perform in multiple technical roles.
  • Ability to engage technical talent to solve difficult technical problems. Demonstrated ability to coordinate with teams of engineers and scientists to achieve project goals.
  • Experience building networks inside customer organizations or inside supply chains in order to better understand customer requirements and to facilitate new technology implementation.
  • The ability to work in a diverse, multi-disciplinary team in which feedback must be rapidly assimilated and incorporated into account plans. Ability to effectively present ideas and opinions to gain understanding, consensus and support across team.
  • The ability to provide and receive open, honest feedback on a regular basis in order to drive excellence in individual and team performance.
  • The ability to interface with customers, external suppliers, and technical collaborators with high professionalism and consistent with corporate values.


Soft Skills

  • Work effectively as a team leader, member and facilitator.
  • Integrity; trustworthy and reliable
  • Result oriented
  • Strategic thinker, methodical and analytical
  • Good communicator
  • Resilient; able to cope with ambiguity and high stress level
  • New Business Development
  • Program Management
  • Willingness to travel
  • Lead by example and CLOSE business


This position does not support immigration sponsorship.


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. Please contact us to request accommodation.

Nearest Major Market: Corning