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Business Manager - Assay & Robotic tips

Date: Jan 11, 2019

Location: Tewksbury, MA, US, 01876

Company: Corning

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.

Scope of Position:

This role reports to the Business Director, Drug Discovery. In this role, you will supervise and lead a team of Product Line Managers and leads, develop and handle the execution of the global marketing plan for Corning’s Assay & Robotic Tips portfolio. You will be accountable for delivering the global short - term (profit & loss) and long - term (growth) objectives and to work through the Product Line Managers to create a global portfolio strategy including product positioning, messaging, pricing and portfolio evolution roadmap.

You will lead the team in charge of CLS solutions for automation in laboratories, including multiwell plates for cell based / chemistry based assay as well as robotic tips, compatible with platforms available on the market.  We look for you to work with internal and external commercial, manufacturing, engineering and development partners to advance the strategic goals and objectives. You will serve as the leader of the business team associated with driving success of the business. Additionally, you will work closely with external partners including sales, channel, customers and dealers globally to grow and expand the revenue and profitability.


Day to Day Responsibilities:

  • Leads a team of 4 people: 2 Product Line Managers, 1 Assistant Product Line Manager and 1 Robotic Technical Specialist.
  • Facilitate communication between the product management team, sales team and customers to develop relationships, and provide strong direct customer support for raised issues. This can include high - level technical specifications, product quality information, applications support and order delivery information beyond the immediate boundaries of the manufacturing, technical service, customer service and the sales teams.
  • Work with Corning’s manufacturing plants to resolve product performance and delivery issues, to ensure accurate sales and manufacturing forecasts, to review product quality test data and make decisions to accept or reject product based on this data and knowledge of customer applications
  • In collaboration with a Business Development Manager will be the champion of new product development working with customers, technical service, the sales team, R&D and Applications Development to identify new applications and product ideas and then working through Corning’s Innovation Process to commercialize these new product opportunities.
  • Provide primary input to the development and implementation of the consolidated strategic marketing plan for the portfolio of products and ensures the product strategy is translated into a clear implementation plan with financial goals and objectives. Corning Restricted
  • Reports product - line sales and profitability and implements corrective action where necessary to achieve established objectives.
  • Works with the product line managers to identify product line gaps and leads cross functional resources to fill gaps.
  • The Business Manager and Global Product Line Managers represent the voice of the customer within Corning Life Science Division. They are the commercial leaders who provide necessary input throughout the product innovation process.
  • Internally to Corning Life Sciences the Business Manager provides insight into customer’s process and economic needs, as well as values and benefits sought.
  • Prioritizes customer segments/targets, business opportunities and develops business cases in conjunction with cross functional team leaders.
  • Provide strategic guidance to global regions to establish and maintain effective and valid product line sales opportunities and forecasting.
  • Leads the development and dissemination of sales enablement collateral to ensure consistent messaging for internally and externally around their product portfolio.
  • Provides insight into market trends, competitive activity and cost savings programs for their portfolio and drives corrective actions, product enhancements and opportunities necessary to achieve CLS growth objectives.
  • Provides insight for M&A opportunities to enhance CLS’s portfolio.


Travel Requirements:

  • 10 - 20% domestic and international travel.


Hours of work/work schedule/flex-time:

  • Monday- Friday, standard business hours.


Required Education:

  • Bachelor’s degree in Life Sciences.


Required Years and Area of Experience:

  • Minimum of 8+ years Sales and Marketing experience in the Life Sciences industry.


Required Skills:

  • Experience in manufacturing environments, understanding of manufacturing injection moldings techniques.
  • Experience working in a matrix environment with remote reporting/working relationships.
  • Expertise in Pricing, Positioning and Distribution Strategies.
  • Experience working through distribution partners.
  • Project Management experience, setting schedules, motivating team to stay on schedule, meeting deadlines.


Desired Experience / Qualifications / Skills:

  • Prior supervisory experience.
  • Master’s degree in Life Sciences and/or MBA.
  • Global/international experience.


Soft Skills:

  • Dynamic/inclusive leader.
  • Creative thinker and open to ideas of others.
  • Vision to identify new product and new business opportunities.
  • High energy level to pursue opportunities, and make things happen.
  • Ability to work within small company and large company environments.
  • Strong work ethic, willingness to put in extra time when required.


This position does not support immigration sponsorship.

We prohibit discrimination on the basis of  race, color, gender, age, religion, national origin, sexual orientation, gender identity or expression, disability, or veteran status or any other legally protected status.

Nearest Major Market: Boston