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Regional Pricing Mgr, NAFTA/LATAM

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Date: Jan 10, 2019

Location: Hickory, NC, US, 28601

Company: Corning

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.

Our Optical Communications segment has recently evolved from being a manufacturer of optical fiber and cable, hardware and equipment to being a comprehensive provider of industry-leading optical solutions across the broader communications industry. This segment is classified into two main product groupings – carrier network and enterprise network. The carrier network product group consists primarily of products and solutions for optical-based communications infrastructure for services such as video, data and voice communications. The enterprise network product group consists primarily of optical-based communication networks sold to businesses, governments and individuals for their own use.

Let's get right to important stuff... this position in a high visibility team is for someone who enjoys digging into data and working with numbers, is an Excel wiz, can work in a team but focus on their work autonomously, and can network to find the missing pieces to complete projects. Sound fun? Well then keep reading!

 

Purpose of the position

You will facilitate accurate and timely response based on customer RFQ requirements and deadlines, while incorporating key commercial considerations and in accordance with department procedures. You will broker agreements between teams for large tenders/RFQs following established escalation procedures and gaining appropriate approvals based on price levels and other terms and conditions. Serve as a single point of contact for sales for each specific opportunity responsible for coordinating with rest of organization for that opportunity.

 

Major Responsibilities

  • Review customer request and work with the Sales, Marketing, and PLM teams to develop pricing strategies for individual opportunities; balance revenue and profit requirements when evaluating opportunities and crafting proposed responses
  • Create scenario analysis (including financial view) for each deal; complete individual deal scoring for each option evaluated and present results to other team members along with recommended offering
  • Ensure the bid is completed in format and by time specified in customer RFQ; verify correct Bill of Materials/part number list; document pricing strategy and decisions for future use
  • Broker agreements with members of the Sales, Marketing, and PLM teams
  • Create actual prices for quotes and large contracts (including contract price exhibits), evaluating profitability
  • Incorporate standard costs and additional items such as cost-to-serve (e.g. freight, duties, payment terms) to ensure a complete profitability picture
  • Capture competitive price intelligence for future use and utilize existing data for specific opportunities to maximize win probability while improving profitability
  • Evaluate prices vs established price levels to determine when escalations are required; obtain approvals and/or adjust the proposal to fit within established levels
  • Understand the impact of Most Favored Nation (MFN) clauses (to include pricing and associated terms and conditions) and make recommendations to management on approvals when required
  • Understand, document, and if necessary gain approval where required, for price offerings that will have impacts on other contract customers in the future as well as potential future impacts on Corning’s profitability
  • Lead cross-regional deal if customer from this region; help broker cross-regional pricing deals, as required
  • Lead or participate in Game Theory exercises as required
  • For large contracts, work with Commercial Pricing Strategy team to build rules and system inputs to enable future requests to be handled systematically, creating pricing consistent with contract while maintaining profitability levels
  • Understand financial reporting requirements and provide inputs for to supervisor for financial accruals and forecasts

 

Minimum Education/Experience Requirements

  • Bachelor’s degree in business or technical field or equivalent experience, MBA and/or applicable experience a PLUS.
  • A minimum 5 years Commercial/Marketing/PLM experience
  • Fluent in English, speaking additional languages is a PLUS

 

Required Skills

  • Operate independently and with minimal supervision, this is a role that while in a team will require you to seek out information to complete assignments
  • Strategic thinking, to understand the impact and dependencies of one price decision on future opportunities
  • Demonstrated problem-solving skills, including the ability to develop complex and potentially unique/creative commercial solutions
  • Comprehensive computer and system skills (Office, SAP, Vendavo etc.)
  • Pricing or Finance experience
  • Understanding of differentiated regional price strategies
  • Ability to juggle multiple tasks and prioritize to meet tight deadlines
  • Strong interpersonal skills including ability to drive consensus across multiple parts of the organization

 

Desired Skills (These are skills that would be nice for candidates to possess)

  • Commercial experience
  • Product Line Management experience
  • Knowledge of Corning products and markets
  • Reporting experience
  • Knowledge of key pricing/contract rules/terms (e.g. Incoterm, export control, etc.)

 

Soft Skills (Communication/Team/Leadership)

  • Outstanding verbal/written skills
  • Strong personal computer skills
  • Ability to work under varying deadlines on multiple tender responses
  • Flexibility
  • Outstanding organization skills
  • Excellent interpersonal skills to communicate with customers Personal directed

 

Travel Requirements

  • Travel will be very minimal, less than 5% is expected depending on business needs

We prohibit discrimination on the basis of race, color, gender, age, religion, national origin, sexual orientation, gender identity or expression, disability, or veteran status or any other legally protected status.


Nearest Major Market: Hickory