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Key Account Manager

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Date: May 3, 2019

Location: Shanghai, China, CN

Company: Corning

Requisition Number: 35981

 

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:

 

In depth understanding of customer demand information, and establish a deeper level of contact with customers to drive Corning's leadership at CRO, Pharma and Cell Therapy industry segments and new emerging industries. Ensure that business growth is well above the average in China.

 

 

Day to Day Responsibilities:

  • Take care of key accounts at three industrial segments, CRO, Pharma and Cell Therapy.  
  • Achieve sales target and profit target assigned by company;
  • Integrating company resources (such as FAS, BD, MKT, etc.) to provide customers   with comprehensive service and technical solutions, combining company's key promotional products, such as DNP products, to develop customer promotion programs, to help and guide distributors in product promotion and business development on the client side;
  • Collect customer’s application and demand information, competition information, provide sales forecast and assist the company to make sales plans;
  • Pay close attention to the development trends of customers in three industries and the new demands in the process of this trend,and give feedback to the company to help the company formulate business development plan;

     

  • To strengthen the interests of the customer bundling, grasp the key business opportunities and promote the company's business and customer growth together through contracts, agreements, price negotiation, etc.
  • Maintain in frequent contact with the customer to identify, build and strengthen the relationship, understand the customer organization structure, timely grasp the change of customer organization structure, purchasing factors and R&D trends, and timely adjust sales plans and strategies to ensure the stable supply and sustainable development of Corning products in customers;
  • Deal with client technical issues, production requirements and quality issues, submit the issues and requirements to the relevant departments of the company according to the company's process, and track the progress of problem solving to ensure that these issues are properly addressed;
  • Collect customer's current business demand budget information, coordinate the stocks of distributors and companies to ensure stable supply;

     

  • Help and guide dealers to fully demonstrate the competitiveness of Corning products in the promotion of key business opportunities and price negotiations;
  • Supervising and managing distributors to ensure the benign competition between different distributors in the client, and maintain the stable supply and healthy development of Corning business in the client, to ensure that their services and actions on the client side contribute to the establishment of Corning's brand reputation and conform to Corning's values;

 

Education & Experience

  • Master’s degree or above, or Bachelor’s degree with at least 3 years of sales experience.
  • Work experience in a Commercial function.
  • Work experience in a multi-national company is preferred.
  • Demonstrated track record of implementing solutions/value selling strategies.
  • Demonstrated track record of managing industrial accounts is preferred.

     

    Required Skills

  • Selling skills for different products and solutions.       
  • Business negotiation skills, project management skills and base financial knowledge.
  • Excellent communication, keep and develop relationship with the decision makers and administrative staffs, generates enthusiasm for Corning’s solutions among the high levels of the customer organization while setting realistic expectations about the solutions that Corning can profitably deliver.
  • Excellent business sensibilities, collect and analysis the competing situation and incremental potentials of different product line, based on this to develop the account plan and to reach a strategic management for key account. 
  • Update the latest formal/informal structures within the customer’s organization in time, understands the customer’s competitors, regulations and marketing, uses this understanding as input to develop the account plan and handle the business better.
  • Excellent coordination. Enable to introduce other Corning resources to customer to meet the needs better. Demonstrate Corning’s capability and value.
  • Industry acumen, understand the competition situation and the full value chain for the division’s products. Recognizes major industry / regulatory trends and issues that will may affect demand for quantity or type of product to optimize product, service arrangements and promoting policies as needed.

 

Desired Skills

  • Can create competitive and breakthrough strategies and plans,control workflow expertly and carry out the projects smoothly  to ensure the success of individual,key account team and life science team.
  • Can make sale and marketing decisions quickly, good communication with important customers for rapid and organic growth.
  • Encourage the cross functional communication effort for progress and constructive result.
  • Anticipate potential challenges, analyze potential risks, and develop solutions to solve problems.
  • Forecast the research or products tendency in Life Science by marketing development and national policy.
  • Presentation skills. Enable to present sales performance and sales strategy and summary.

 

Soft Skills

  • Be Integrity and trustworthy. Admits mistakes. Show individual confidences.
  • Good teamwork spirit,self-motivation and ability to challenge the new goals.
  • Must be cool under pressure, consider composure and mature around the Corning Life Science.
  • Relates well to all kinds of people— up, down, and sideways, inside and outside the organization. Keep good relationship with customers and colleagues, build appropriate rapport, dig the potential of key account, and then expand the influence of Corning Life Science, be a preferred partner of customers.
  • Can take on multiple tasks and projects at the same time, track and complete these projects.