Share this Job

Key Account Manager

Apply now »

Date: Jan 17, 2021

Location: Shanghai, 31, CN, 200031

Company: Corning

Requisition Number: 41908


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.

As a leading developer, manufacturer, and global supplier of scientific laboratory products for 100 years, Corning’s Life Sciences segment collaborates with researchers seeking new approaches to increase efficiencies, reduce costs and compress timelines in the drug discovery process. Using unique expertise in the fields of materials science, surface science, optics, biochemistry and biology, the segment provides innovative solutions that improve productivity and enable breakthrough discoveries.

- Purpose of the Position 
To develop new industry key accounts and grow business of existing CRO/CDMO and Pharmaceutical segments significantly 

- Day to Day Responsibilities 
• Develops and executes account plans that provide the customer(s) with a fully integrated set of product, process, service, and technical solutions which draw on Corning’s total value to meet specific business needs. • For key accounts, develops and executes a multi-year strategy for further enhancing Corning’s value add to the customer and maximizing the account’s impact to Corning through targeted relationship development, opportunity identification. • Maintains in 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. • Stays informed of customer requirements and key buying factors, and uses this knowledge to pursue profitable selling opportunities for current or NEW products and to modify account plans, as needed. • Proactively clarifies and executes D-contract terms and aligns customers’ expectations with the division’s ability to deliver. 
• Coordinates cross-functional account services (with Applications Engineering, Customer Service, Business development, Technical Management) to lead the account serve the customer with one. • Collects market, customer, and competitor intelligence and insights and shares this knowledge with others, as appropriate, to inform sales, marketing, and technical strategies as well as the demand forecast and sales planning processes. • Aligns the technical and sales capabilities of Corning’s resources with the customer’s needs and with consideration of individual interests, capabilities, and development needs." - Project involved with - Reporting Structure - Direct reports - Regular shift - Education and Experience "• Master’s Degree. • Work experience in a Commercial function. • Technical degree or equivalent experience. • Work experience in a global company. • o Demonstrated track record of implementing solutions/value selling strategies. • o Demonstrated track record of managing and growing a medium size account through 
• cross-selling and penetration over a 3-year period.
- Required Skills 
• Negotiating Can negotiate skillfully in tough situations with both internal and externalgroups. 
• Can settle differences with minimum noise. Can win concessions without damaging relationships. 
• Can be both direct and forceful as well as diplomatic. Gains trust quickly of other parties to the negotiations. 
• Has a good sense of timing. 
• Business: Drive for Results 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. 
• Is dedicated to achieving results and balances personal and professional commitments and time appropriately to do so.