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Regional Sales Manager Auto Glass, NA

Date: Aug 18, 2019

Location: Painted Post, NY, US, 14870

Company: Corning

Requisition Number: 35516


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.

At Corning, our growth is fueled by a commitment to innovation. We succeed through sustained investment in research & development, a unique combination of material and process innovation, and close collaboration with customers to solve tough technology challenges. We are a four-time National Medal of Technology winner thanks to our technology leadership and R&D environment, which attract and enable the best scientific minds in the world. This pipeline of talent has brought life-changing innovation to your fingertips for more than 160 years.

Scope of Position/Purpose: Oversees, develops, and directs the NA sales team that meets the business needs of key customers, differentiates Corning within the marketplace, and achieves the region's sales and profit objectives. Develops, manages, retains, and penetrates key accounts in a manner that meets or exceeds the business needs of key customers and positions AGS and products within the marketplace. Aligns and integrates with supporting AGS operations and technical support functions. Encompassing Position Description: Responsible for the sale of AGS products to assigned accounts or territories. Creates and develops contact with existing and potential customers, creating customer intimacy. Analyzes existing and anticipated customer requirements and promotes consideration of company products to fill such requirements. Evaluates and understands the competitive landscape. Work is performed without appreciable direction. Exercises considerable latitude in determining how to meet objectives with supervisory input. Represents the organization as the prime contact on contracts and projects. Interacts with senior external personnel on significant commercial matters often requiring coordination between departments and organizations.


Key Deliverables & Responsibilities:


• Ensures account plans recognize and support the achievement of the region's sales strategy;

• Ensures account strategies effectively position Corning to be "designed-in" at target customers to capture targeted market share;

• Ensures customers clearly understand the "value add" of Corning's product, process, and technical expertise in providing complete solutions to meet current and future business needs;

• Provides timely and meaningful customer / competitor insights to inform AGS sales, marketing, and technical strategies

• Ensures behaviors across the region establish and reinforce Corning's Values, a positive work environment, and the protection of intellectual property;

• Understands and effectively manages the complete supply chain (OEM – Tier 1 – Tier 2) to position AGS products

• Creates “pull-through” at the OEM, effectively supporting AGS virtual Tier 1 strategy

• Understands and can deliver technical value propositions internally and externally;

• Identifies, coordinates, and executes supply contracts that meet business objectives;

• Accurately communicates Corning share, risks, and opportunities at each assigned customer;

• Ensures forecast input is captured and delivered to internal stakeholders according to the documented process;

• Ensures Corning captures input regarding new technology requirements and/or threats and that this input is provided to the correct internal function, i.e. Apps Engineering, Commercial Technology, Competitive intelligence etc.;

• Identifies new adjacent opportunities and communicates accordingly;

• Works effectively with key stakeholders throughout the organization (AE, CT, Legal, PLM, Pricing, Operations)

• Ensures the solicitation of competitive intelligence in a manner consistent with Corning compliance requirements.


Required Experience: • 8-10+ years relevant experience • Strong record managing global accounts • Well versed dealing with multiple countries/cultures outside the U.S. • Technically versed • Leadership experience • Automotive experience desired • Consumer electronics experience a plus


Education: Bachelor of Science in technical discipline, preferred with MBA


Required Skills:


• 8-10+ years of demonstrated success in a customer facing role (Commercial leadership or field sales)

• Experience managing a regional team and coordinating resources across regions and cultures

• Demonstrated track record of meeting or exceeding sales goals

• Automotive OEM, Tier 1 or Tier 2 track record

• Strong track record in leading value-added new product commercialization

• Ability to quickly build knowledge of AGS products and manufacturing, commercial, and technical processes

• Confidence in public speaking, direct customer interaction, and leading cross functional teams

• Demonstrated track record of compliance with sales policy and related regulations

• Fluency in the English language

• Good interpersonal skills. Ability to interact effectively within a matrix organization across functional areas and across domestic and international teams


Desired Skills:


• Work experience in international markets

• MBA or equivalent demonstrated experience

• Knowledge of automotive PPAP / SOP processes

• Knowledge of glass and/or glass ceramic development, manufacturing and processing

• Commercial experience within the glass and/or consumer electronics industry

• Demonstrated ability to manage complex projects to successful completion


Soft Skills:


• Comfortable working with all levels of management both internally and externally, and with different regions and functions

• Comfortable to working in a start-up environment, able to thrive in an environment of ambiguity

• Solid business acumen

• Highly regarded for integrity, ethics, flexibility, teamwork, professional excellence

• Ability to set the tone for the organization. High degree of personal credibility and accountability

• Strong emotional intelligence

• Globally aware and sensitive

• Champion of the company. Models and promotes behaviors in line with the values of the organization, demonstrates authentic and self-aware leadership, and is trusted to lead and engage others to effectively execute on corporate-wide commitments


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, or veteran status or any other legally protected status.

Nearest Major Market: Corning