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Regional Sales Director, North America

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Date: Jan 24, 2023

Location: Corning, NY, US, 14831

Company: Corning

Requisition Number: 59090

 

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 

 

Scope of Position:

Corning Automotive Glass Solutions develops, manufactures, and sells cover glass, glazing (windows) and other glass materials for applications in the automotive market in different regions. This Regional Sales Director, North America role is the AGS Sales lead role in the North American market. This role will also lead customer engagements in these areas managing different accounts and supply chains. The Regional Sales Director, North America will be responsible to develop and increase business by capturing profitable revenues and securing advantaged contracts and targeted nominations for Corning Automotive Glass Solutions business with North America-based OEM’s, Tier 1 and Tier 2 suppliers. This starts with developing an account plan, which includes winning strategy, nurturing strategic relationships, managing projects pipelines, coordinating with internal stakeholders and with customers to maximizing sales revenues, profitability, and new nominations for Corning Automotive Glass Solutions in North America. This role will also be required to collaborate with other AGS Regional Sales Directors as well as selected cross-MAPs (i.e.: CET, CDT &CSM) counterparts to driven business growth for Corning Incorporated.

 

Day to Day Responsibilities:

The Regional Sales Director, North America will be responsible for the sales of Corning Automotive Glass’ cover glass, glazing (windows) and other glass materials for applications in the automotive market to targeted accounts in North America. The successful candidate will support the definition and deployment of our overall strategy in the North America accounts; will create and develop contacts 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. 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.

 

Other day to day responsibilities are:

1. 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

2. 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 Sales Director Europe

3. 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

4. Works together with the AGS Sales Enablement organization to ensure best in class day-to-day business fulfillment

5. Participates in internal meetings regarding sales budgets, forecasts, market analysis, contract management and competitive intelligence

6. Assigned work goals are attained without appreciable supervisory direction. Completed work is reviewed for desired results from a mid- to long-term perspective

7. Presentations and trainings at the customers’ premises

8. Display the highest level of professionalism as a representative of Corning AGS and adhere to Corning values

 

Travel Requirements (please note if international):

Travel is expected to be > 50%. This would be a combination of domestic (NA) and some international travel.

 

Required Skills

1. Bachelor’s degree in technology, engineering, or business

2. 7-10 years of professional experience, preferably in the Automotive industry

3. Leadership skills, respected by all stakeholders (customers and colleagues)

4. Strategic thinking, focused on long-term partnership while delivering short-term results

5. Relationship savvy, ability to connect with key customer decision makers at auto OEMs, Tier 1 and Tier 2

6. Collaborative proficiency, skilled for getting things done to serve OEMs, Tier 1 and Tier 2 customers by leveraging the internal organization

7. Technical competence, ability to understand auto OEMs, Tier 1 and Tier 2 customer unmet needs and position Corning solutions

8. Commitment, agility, and drive; result orientation with entrepreneurial / hunting attitude; must be a ‘self-starter’ and possess strong initiative

9. Result oriented, bias for action amidst ambiguity to deliver results

10. Possess strong work ethic and attention to detail with excellent organizational skills

 

Desired Skills

1. Experience in the automotive segments with key OEMs, Tier 1 and Tier 2 suppliers

2. 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

3. Appetite for Learning, motivated for continuous self-development

4. Communication skills, with customers and internal stakeholders

5. Have technical skills that can be broadly applied to a variety of process technology development activities.

6. Have the flexibility to perform in multiple technical roles.

7. Demonstrated ability to coordinate with teams of engineers and scientists to achieve project goals.

8. Experience building networks inside customer organizations or inside supply chains to better understand customer requirements and to facilitate new technology implementation

9. Business acumen, ensuring win/win outcomes and long-term loyalty for Corning solutions

 

Soft Skills

1. The ability to work in a diverse, multi-disciplinary team in which feedback must be rapidly assimilated and incorporated into account plans.

2. Ability to effectively present ideas and opinions to gain understanding, consensus, and support across team.

3. The ability to provide and receive open, honest feedback on a regular basis to drive excellence in individual and team performance.

4. The ability to interface with customers, external suppliers, and technical collaborators with high professionalism and consistent with corporate values.

5. Work effectively as a team leader, member, and facilitator.

6. Lead by example, set expectations and motivate team members to achieve and exceed goals.

 

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.

 

The range for this position is $141,480.00-$194,535.00. 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 include medical, dental, vision, 401(k) plan, pension plan, life insurance coverage, disability benefits, and PTO or, if applicable, as otherwise dictated by the appropriate Collective Bargaining Agreement.


Nearest Major Market: Corning