Manages, retains, and penetrates one or more account in a manner that meets the business needs of key customer(s), differentiates Corning’s Gorilla® Glass within the marketplace, and supports the achievement of the division’s sales and profits objectives. The account manager is the “gatekeeper”; access to an account is authorized by the account manager.
Encompassing Position Description:
Responsible for the sale of company products to assigned accounts or territories. Creates and develops contact with existing and potential customers. Analyzes existing and anticipated customer requirements and promotes consideration of company products to fill such requirements. Applies expertise to innovate processes and products. Has substantive knowledge of allied businesses and products within Corning. Thorough understanding of competitive environment for at least two segments of the business. Develops effective approaches to complex commercial problems which require the regular use of ingenuity and creativity. Work is performed without appreciable direction. Exercises considerable latitude in determining how to meet MBOS with supervisory input. Guides the successful completion of major programs and may function in a project leadership role. Erroneous decisions or recommendations would typically result in failure to achieve major organizational objectives. Represents the organization as the prime contact on contracts and projects. Interacts with senior external personnel on significant technical and commercial matters often requiring coordination between departments and organizations
Key Deliverables & Responsibilities:
•Ensures account plans recognize and support the achievement of the region's sales strategy
•Ensures account plans effectively position Corning to be "designed-in" at target customers to capture targeted market share
•Ensures customers clearly understand the "value add" of Corning's product, process, and technical expertise in providing complete solutions to meet current and future business needs
•Ensures Gorilla® serves the customer with one, unified voice
•Ensures account teams provide timely and meaningful customer / competitor insights to inform Gorilla’s sales, marketing, and technical strategies and associated programs and vice versa
•Ensures account teams have the right number, type, and quality of sales talent to execute their account plans
•Ensures behaviors across the region establish and reinforce Corning's Values, a positive work environment, and the protection of intellectual property
•Ensures forecast input is captured and delivered to internal customers according to the documented process
•Ensures Corning captures input regarding new technology requirements and/or threats and that this input is provided to the correct internal function, i.e. Apps Engineering, Commercial Technology, Competitive intelligence etc.
•Ensures Corning identifies new adjacent opportunities and that New Business Development is aware
•Ensures the deployment of demand management processes
•Ensures the solicitation of competitive intelligence in the form of pricing, samples etc
•Delivers account plan and VOC
•Delivers forecast and customer road maps
•Provides input for PLP and other strategic initiatives
•Guides the development of analytical tools to support value prop quantification in support of the overall account strategy
•Assures that Corning received the appropriate value for the delivery of product, service and technical support to customers
•Provides information that supports the analytical and technical work streams aimed at supporting the business
•Helping translate market and technical/product trends into forecast inputs on mix/product types
•Market and value chain assessment
•Ability to quickly build knowledge of Gorilla products and manufacturing, Commercial, and technical processes.
•Commercial or Supplier-based experience
•Extremely rigorous and detail-oriented; having minimal tolerance for mistakes or lack of precision
•Confidence in public speaking, direct customer interaction, and leading cross functional teams.
•Good interpersonal skills. Ability to interact effectively with several functional areas and with various regional Int’l offices.
•Ability to leverage past learning’s and business judgment to question/challenge/defend assumptions
•BS degree in Technical discipline, MBA preferred
•Knowledge of glass and/or glass ceramic development, manufacturing and processing including the science of diffusion
•Knowledge of Gorilla, manufacturing, and measurements.
•Commercial experience within the glass and/or consumer electronics industry.
•Experience working in or with manufacturing and/or sales personnel
•Demonstrated ability to manage complex projects to successful completion.
•Demonstrated ability to work in a remote environment i.e. away from the home office.
•Comfortable working with all levels of management both internally and externally, and with different regions and functions.
•Self-starter. Ability to take the initiative to ensure business objectives are met with minimum direction.
Corning is the world leader in specialty glass and ceramics, creating and manufacturing keystone components that enable high-technology systems.
Corning’s history is filled with breakthrough technologies that have played an important role in the way the world works. We thrive on solving difficult, commercially relevant problems through an innovative and collaborative research and development process. Corning succeeds through sustained investment in R&D, more than 160 years of materials science and process engineering knowledge, and a distinctive collaborative culture.