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Commercial Account Program Manager

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Date: Nov 18, 2021

Location: Troy, MI, US, 48084

Company: Corning

Requisition Number: 50644


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.

Corning’s Environmental Technologies segment manufactures ceramic substrates and filter products for emissions control in mobile and stationary applications around the world.


Scope of Position:

In this role, you will be the Commercial and technical leadership of a key global customer in Corning’s Environmental Technologies (CET). You will drive strategies (commercial, product, and technology) to sustain and grow Corning position with the customer.


Day to Day Responsibilities:

  • Lead commercial elements of the customer relationship
  • Assure maintenance of all aspects of current business within Corning obligations and customer expectations; find ways to exceed where possible
  • Develop short and long-term commercial strategies to identify and develop customer opportunities and grow the account
  • Drive and formulate responses to quotations, including alignment with associated product, technology, and pricing strategies
  • Negotiate commercial agreements, including and up to long-term supply agreements
  • Coordinate with, and coach and mentor as required, regional colleagues engaged with the customer
  • Coordinate technical aspects of the account
  • Negotiate and gain acceptance for external product specifications
  • Lead response to product quality inquiries with internal stakeholders and represent the outcome to the customer
  • Act as point of contact for customers technical information requests
  • Provide technical assistance to the customers engineering and quality groups
  • Represent customer perspective on CET internal projects and programs (product, process, technology, quality)
  • Assume leadership roles on internal and external projects as necessary
  • Build and nurture strong, influential relationships with customer, supply chain, and regional colleagues to influence appropriately in support of Corning business and the customers best interests
  • Coordinate closely with Regional Technology Director
  • Work effectively within CET business processes
  • As needed communicate appropriately and effectively with commercial and technical managers, including executives


Travel Requirements:

  • Up to 25% domestic travel
  • On occasion may include international travel


Required Education:

  • Bachelor’s Degree: Business or Engineering related ideal


Required Years and Area of Experience:

  • 5+ years of business-related experience
  • Previous customer commercial and technical experiences preferred


Required Skills:

  • Superb ability to communicate
  • Significant experience in problem resolution and related tools
  • Excellent direct and indirect leadership capabilities (ability to manage multi-functional matrixed teams)
  • Good supervisory / people skills
  • Ability to communicate clearly in front of a large external audience, including explaining Corning product technology and applications
  • Some experience working with and leveraging commercial functions (marketing, pricing, product engineering)
  • Proven ability to work proactively and autonomously within established guidelines
  • Perseverance to drive needs to achieve objectives into the organization


Desired Skills:

  • Understands Environmental Technologies global business structure and the markets within which we operate
  • Experience working across functions, borders and cultures to successfully accomplish objectives
  • Established Corning network
  • Ability to develop winning strategies and negotiate effectively to accomplish objectives
  • General engine and emission control technology knowledge, especially within the off-road market
  • Know the supply chain, their technologies/processes, and the value they contribute to our products
  • Knowledge of competitors and competitive technologies
  • Understanding of specifications, drawings, and their related approval processes
  • Thorough understanding (or ability to learn quickly) of Substrate and Diesel Particulate Filter products including physical attributes, specification measurement, production, and quality methods
  • PPAP, DFMEA and PFMEA experience
  • Data analysis and related tools


Soft Skills:

  • Presentation and communication skills (broad group settings and executive level)
  • Negotiation skills
  • Natural relationship builder
  • Willingness to take the initiative to lead and drive action
  • Technically curious and process oriented
  • Customer focus and service excellence
  • Team oriented


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, veteran status or any other legally protected status.


We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Nearest Major Market: Troy
Nearest Secondary Market: Detroit