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Sr. Manager, PLM and Commercial Strategy, Gorilla(R) Glass China

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日期: 2022-6-17

地点: Shanghai, SH, CN, 201807

公司名: Corning

Position Description                                                                                                         

 

 

Purpose of the Position:

This purpose of this position is to lead, help develop and deploy all elements of the product line and pricing strategies to mee the business objectives in China.  The position will ensure the Gorilla Glass business delivers the target market share, revenue and profitability objectives.  The Manager will lead a team of PLM, Pricing and Strategy professionals and be focused on the mobile consumer electronics market, OEMs, PMs and finishers in China.  This position will have direct responsibility for partnering with Director of Global PLM and Strategy to help develop and deploy integrate strategies for each account.  In addition, the role is responsible for becoming the center of excellence for products line management in China, with a focus on training account managers and having first hand interactions with customers.  The role will require the need to work closely with the Gorilla Glass Solutions business, on transition of new products to established base business product lines.

 

Major Responsibilities:

 

Product and Pricing Management

 

Develop and implement product strategies with Product Line Managers

  • Articulate product attributes, specifications, basis of competition, product trajectory and strategies specific to China for existing products; Concore GG3, GG5, Victus and Innovations.
  • Put in place product roadmap process and work in conjunction with CTM and Global PLM to prioritize development activity
  • Train account mangers on key product attributes and assist as necessary to create customer specific selling decks.

 

Develop and implement pricing strategy with Global Pricing Manager

 

  • Provide input on develop pricing strategy specific to China based on cost analysis, competitive analysis and value analysis
  • Ensure pricing strategy is integrated across all products, and is logical and defendable across finishers and OEMs
  • Utilize customer and competitive data as input to develop product and pricing strategies
  • Provide leadership for Finisher Alliance and create advantage pricing tools to leverage our Finisher relationship and grow share
  • Lead CAA process to support contract closure and all pricing approval
  • Lead Greenbook pricing process, forecasting and GM$ tracking for China

 

Develop and implement customer segmentation and strategy

  • Work with sales to segment customer base, prioritize customer interaction at a product level
  • Work with legal and sales to define contractual and licensing terms and act as an approver of the supply agreement and licensing process

 

Support business MAP initiative of doubling revenue per device

  • In conjunction with Product Innovation and Gorilla Parts teams, ensure Gorilla business is tracking to hit MAP metrics and goals
  • Ensure glass strategy and delivers to plan
  • Track and report out $/device for China customer
  • Ensure periodic assessment of competitive product offering, price points and share
  • Utilize customer and competitive data as input to develop product and pricing strategies

 

Commercial Effectiveness

  • Create, implement and maintain process documents supporting launch activities and post-launch product life cycle management across the division
  • Develop and maintain sales support plan and identify required tactics and sales tools
  • Maintain repository and control access to latest versions of launch materials
  • Lead annual product line plan process and strategic question development

 

Internal Reporting

  • Ensure appropriate support of internal meetings – Op-Comm, QBR Performance Reviews, GEC, Glass Council, Deep Dive, Black Book, Green Book

 

Customer interaction

  • Develop customer relationships at the appropriate levels
  • Work with Directors of OEM and TPM Accounts, AE, Commercial Technology and Gorilla Glass Solutions and staff as appropriate

 

Direct reports:  2 direct reports

 

Education & Experience  

 

 

Education

Required:        Bachelor’s degree in engineering or materials

Desired:           Master’s degree in business administration, or equivalent field

 

Experience

  • 10+ years of experience in high-tech, display related, OEM, or materials industry
  • Commercial [sales or marketing] experience
  • Forecasting, strategy or business planning experience

 

Required Skills                                                

 

Knowledge, Skills and Behaviors

  • Knowledge
  • Extensive knowledge of LCD and/or glass or semiconductor industry
  • Extensive knowledge of marketing and commercial operations
  • Experience in forecasting, product planning, customer interaction, strategy
  • Skills
  • Strong business acumen
  • Strong leadership
  • Strong commercial skills
  • Ability to prioritize
  • Ability to handle high stress environment
  • Ability to do business across various Asian business cultures
  • Ability to interact effectively with internal groups
  • Ability to network throughout glass value chain
  • Advanced skills in Excel and Powerpoint
  • Fluent in English
  • Strong communication, negotiation and interpersonal skills
  • Behaviors
  • Ability to recognize and address performance issues
  • Ability to effect change in an established organization
  • Ability to develop and lead an effective global organization
  • Ability to address and improve team dynamics
  • Manage business relationships using combination of data driven analysis, strategic thinking, networking and strong interpersonal skills
  • Well organized, process oriented, has systematic approach to problem solving
  • Able to work independently
  • Ability to work across functions in a matrixed environment

 

 Indicator for Performance Evaluation

  • Gorilla share of AlSi market
  • Delivering on Gorilla + and MAP metrics and target
  • Delivering revenue, share and profit targets
  • Clearly articulated and timely strategies (product, customer, pricing)
  • Clearly defined value proposition
  • Timely CAA renewals
  • Effectiveness of commercial org structure and dynamics  

 

Other Information

Travel Requirements: (National/International; 0-100%)

•         Yes, up to 50% National, <30% international