Account Manager

Role Purpose

Pursues, secures, and executes profitable business opportunities with new and existing customers to support the achievement of the division’s or region’s sales and profit objectives

Day to Day 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.
• Coordinates cross-functional account services (with Applications Engineering, Customer Service, Systems Engineering, Technical Management) to lead the account serve the customer with one, unified voice and to provide seamless support.
• 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.
• Collects sales information within the account to inform short-term and long-term sales forecasting (i.e., sales budget and 5-year plan) at the account and division level and inform inventory management efforts
• Customizes presentation / marketing collateral to fit the customer’s technical needs
• Assesses the overall cost of sales to ensure that resources are optimally allocated to align with the opportunities that are available. 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

Experiences/Education - Required

• Bachelor’s Degree - Technical
• Fluency in the English language
• Language skills in customers' primary geographic location(s)

Experiences/Education - Desired

• Significant work experience in a customer facing role
• Work experience with similar products or technology
• Successful completion of a basic sales training course
• Experience working with international trade terms