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Key Account Manager - Fairport, NY

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Date: Jun 19, 2021

Location: Fairport, NY, US, 14450

Company: Corning

Requisition Number: 46176


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.

The Specialty Materials segment manufactures products that provide more than 150 material formulations for glass, glass ceramics and fluoride crystals to meet demand for unique customer needs. Consequently, this segment operates in a wide variety of commercial and industrial markets that include display optics and components, semiconductor optics components, aerospace and defense, astronomy, ophthalmic products, telecommunications components and cover glass that is optimized for portable display devices.


Purpose of Position:

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

Major Responsibilities:

  • Develops and executes a multi-year strategy to further enhance Corning’s value 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 issues,
  • Works actively with Corning operations, engineering, development, and management to represent customer viewpoint and work towards winning 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

Education & Experience Required:

  • We require a minimum of a Bachelor degree in engineering, business administration, or similar, Optics or related degree desired.  Master’s degree (preferred)
  • We are seeking 5+ years experience in a variety of functional groups and 5+ years in customer facing roll, or equivalent education plus experience
  • Experience leading multi-disciplinary teams (operations, engineering, development, commercial)
  • Knowledge of opto-mechanical systems
  • Knowledge of semiconductor process control equipment
  • Ability to coordinate effectively with internal matrix functions
  • Eye for business and analytical skills
  • Ability to communicate both internally and externally
  • Prioritize and effectively manage time
  • 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
  • Negotiate 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.
  • Lead business relationships using combination of data driven analysis, critical thinking, networking and interpersonal skills
  • Well organized, process oriented, has systematic approach to problem solving
  • Able to work independently

People Responsibilities:

  • Applications engineer direct report; customer service dotted line


Required to sign a covenant not to compete.


This position does not support immigration sponsorship.


Corning offers a competitive salary, vacation, pension, and family medical leave.


Are you ready to start an exciting career with Corning, Inc.? Apply today!


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: Rochester