Key Account Manager

Key Account Manager

Date: Feb 13, 2025

Location: Corning, NY, US, 14831Fairport, NY, US, 14450

Company: Corning

Requisition Number: 66912

Corning is vital to progress ? in the industries we help shape and in the world we share.

We invent life-changing technologies using materials science. Our scientific and manufacturing expertise, boundless curiosity, and commitment to purposeful invention place us at the center of the way the world interacts, works, learns, and lives.

Our sustained investment in research, development, and invention means we're always ready to solve the toughest challenges alongside our customers.

Corning?s businesses are ever evolving to best serve our customers, industries, and consumers. Today, we accelerate and transform life sciences, mobile consumer electronics, optical communications, display, and automotive markets. We are changing the world with:

Trusted products that accelerate drug discovery, development, and delivery to save lives

Damage-resistant cover glass to enhance the devices that keep us connected

Optical fiber, wireless technologies, and connectivity solutions to carry information and ideas at the speed of light

Precision glass for advanced displays to deliver richer experiences

Auto glass and ceramics to drive cleaner, safer, and smarter transportation

Role Purpose

Manages, retains, and penetrates one or more account(s) in a manner that meets the business needs of key customer(s), differentiates Corning within the marketplace, and supports the achievement of the division?s sales and profit objectives

Key Responsibilities

Develops and executes account plans that provide the customer(s) with a fully integrated set of product, process, service, and technical solutions which draw on Corning?s total value proposition to meet specific business needs

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 customersexpectations 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 and 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

Travel Required - approximately 40%

Required Education and Experience

Minimum bachelor's degree preferably a STEM degree

Minimum 2 years' experience in technical sales and success in leading large accounts.

Demonstrated track record of meeting or exceeding sales goals

Desired Experience

Master?s Degree - MBA Preferred

Experience in the semiconductor industry

Experience working in more than one country

Work experience in a Commercial function

Work experience in a global company

Demonstrated track record of implementing solutions/value selling strategies

Demonstrated track record of managing and growing a medium size account through cross-selling and penetration over a 2-year period

Demonstrated track record of working with multiple functions with customer to close a sale

Demonstrated track record of aligning internal technical and selling resources with the appropriate customer stakeholders

Completion of fundamental training in Finance, IP, and Business Law

This position does not support immigration sponsorship.

The range for this position is

$146,638.00


$201,627.00 assuming full time status. Starting pay for the successful applicant is dependent on a variety of job-related factors, including but not limited to geographic location, market demands, experience, training, and education. The benefits available for this position are dependent on hours worked and may include medical, dental, vision, 401(k) plan, pension plan, life insurance coverage, disability benefits, and PTO.

Corning Puts YOU First!

We are committed to supporting your health, financial, career development, and life goals as you grow professionally and personally to achieve your highest potential. All benefits begin as soon as you start your career at Corning.

Our monetary peer-to-peer recognition program is tied to ourand celebrates you and your colleagues? contributions.

Health and well-being benefits include medical, dental, vision, paid parental leave, mental health/substance use, fitness, and disease management programs.

Financial benefits include a 401(k) savings plan with company matching contributions and a 100% company-paid pension benefit that grows steadily throughout your career.

Companywide bonus and attractive short- and long-term compensation programs are available based on your role and responsibilities.

Professional development programs help you grow and achieve your career goals.

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. To request an accommodation, please contact us at.

Nearest Major Market: Corning