Account Manager

Role Purpose

• Manages, retains, and penetrates a key account within a specific geographic / industrysegment in a manner that meets the business needs of customer(s), differentiates Corning within the marketplace, and supports the achievement of the division’s sales and profit objectives

Key Responsibilities

• Accurately executes order specifications in Corning’s and customer’s order system; ensures proper pricing, payment, quotes and shipping/ transportation terms; and ensures orders are in accordance with Corning’s standard terms and conditions.
• 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, and partnership efforts.
• Involves Corning’s executive leadership in customer visits, as appropriate, to further build Corning’s credibility and penetrate the account.
• Maintains 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. Serves as an advocate for both Corning and the customer by creating value for both parties and balancing the needs and constraints of both parties.
• Stays informed of customer requirements and key buying factors, and uses this knowledge to pursue profitable selling opportunities for current or next generation products and to modify account plans, as needed.
• Collaborates with Pricing, Product Line Management, and other functions to negotiate favorable agreements with customers.
• Proactively clarifies and executes contract terms and aligns customers’ expectations with the division’s ability to deliver.

Competencies (knowledge, skills, and behaviors)

Experiences/Education - Required

• Bachelor’s Degree
• Project managing experience, strategy developing and data analyzing experience preferred
• LCD industrial experience is a plus
• Fluency in the English language
• Able to relate to all kinds of people regardless of background; finds topics and common interests that he/she can use to build rapport with others.
• Excellent presentation skill is required
• Aligns day to day activities around broader organizational goals and objectives; prioritizes resources based on the strategic objectives of the organization; recognizes and rewards people based on how their actions support the broader needs of the company.
• Effectively leverages negotiating strategies and tactics to reach mutually agreeable solutions; focuses on win-win solutions; outlines requirements, contingencies and timetables that help drive discussions toward completion.
• Clearly states goals and beliefs; lets people know his/her true intentions; follows through on commitments.
• Aggressively pursues challenging goals and objectives; will to put in considerable time and effort to accomplish objectives; takes a highly focused, goal driven approach toward work.