Account Manager

Role Purpose

Develop, manage, and grow the commercial relationship between Corning and its key customers, with a focus on Precision Optics/Inspection. The role owns the customer experience and sets a multi-year strategy that increases Corning's value to the customer and the account's impact on Corning.

Key Responsibilities

Strategy and Growth:

• Develop and execute a multi-year account strategy. It should enhance Corning's value-add and maximize the account's impact on Corning through targeted relationship development and opportunity identification.
• Achieve and exceed the sales budget.
• Assess Corning's effectiveness in meeting customer needs. Maximize account penetration and customer retention.
• Provide short- and long-term forecasts to the Corning business unit.

Customer Relationship Management:

• Keep frequent contact with the customer. Build and strengthen relationships at all levels.
• Represent Corning at all levels of the customer organization, from procurement to senior executives.
• Serve as Commercial lead and own the customer experience. This includes:
• facilitating product and technology development
• negotiating price and contracts
• coordinating program management resources
• handling management escalations

Pricing, Proposals, and Negotiation:

• Deliver pricing strategy based on cost analysis, competitive analysis, value analysis/proposition, and shareholder need.
• Develop formal proposals and quotations for ongoing customer needs and new business opportunities.
• Assemble complex quotations, including program packages, sample/prototype pricing, and HVM economics.

Product and Market Expertise:

• Understand and articulate product attributes, specifications, basis of competition, and product trajectory, to ensure advantaged products.
• Lead efforts to synthesize and assess competitive technologies and offerings.

Cross-Functional Collaboration:

• Work actively across disciplines, both internally and externally. These include engineering, development, management, legal, finance, and product line management.
• Work across a complex, technical supply chain.
• Work with other account managers and PLM to maximize business return.

Performance Indicators:

• Performance against sales targets (e.g., budget)
• Formal and informal customer feedback
• Effective working relationships with technology, market analysis, sales, finance, and manufacturing leaders
• Key business objective performance, as defined in the annual priority rollout

Required Qualifications

Education:

• BS in a STEM field

Experience:

• 8+ years in customer-facing account management, sales, business development, or commercial leadership roles
• Demonstrated success leading strategic customer relationships and complex commercial negotiations
• Experience leading multi-disciplinary teams (operations, engineering, development, commercial) in the semiconductor industry
• Knowledge of semiconductor manufacturing, processing, and advanced packaging

Skills and Competencies:

• Proven track record of managing complex customer relationships and delivering on revenue, margin, and growth targets
• Proven business acumen and analytic skills
• Ability to communicate persuasively, both internally and externally, up to and including executive level. This covers problem definition, recommendations, and supporting logic/data.
• Ability to prioritize and manage time effectively
• Ability to manage a stressful environment and multi-task competing priorities
• Skilled negotiation in tough situations with both internal and external groups
• Anticipates potential challenges, and develops and executes strategies to meet goals despite them

Executive presence:

• Resilience: works through setbacks and recovers from disappointments
• Makes decisions with appropriate response time
• Willingness to "roll up sleeves" and collaborate directly with customers and internal project teams
• Manages business relationships using data-driven analysis, strategic thinking, networking, and strong people skills
• Well organized, process oriented, with a systematic approach to problem solving
• Able to work independently

Other Requirements:

• Approximately 25% domestic and international travel
• If Corning-based, potential periods of 50%+ presence in Fairport
• Must sign a covenant not to compete

Desired Qualifications

• MS in a STEM field (Optics preferred) plus an MBA
• Experience in the semiconductor industry or other similar technical industries
• Professional sales training (e.g., Sandler, Miller Heiman)
• Knowledge of opto-mechanical systems
• Knowledge of semiconductor process control equipment

Additional Information

• This position does not support immigration sponsorship.

Compensation

• The range for this position is $149,570.00 - $205,660.00 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.

A job that shapes a life.

Corning offers you the total package.

Your well-being is our priority. Our compensation and benefits package supports your health and wellness, financial aspirations, and career from day one.

• Company-wide bonuses and long-term incentives align with key business results and ensure you are rewarded when the company performs well. When Corning wins, we all win.
• As part of our commitment to your financial well-being, we provide a 100% company-paid pension benefit with fixed contributions that grow throughout your career. Combined with matching contributions to your 401(k) savings plan, Corning’s total contributions to your retirement accounts can reach between 7% and 12% of your pay, depending on your age and years of service.
• Our health and well-being benefits include medical, dental, vision, paid parental leave, family building support, fitness, company-paid life insurance, disability, disease management programs, paid time off, and an Employee Assistance Program (EAP) to support you and your family.
• Getting paid for our work is important, but feeling appreciated and recognized for those contributions motivates us much more. That’s why Corning offers a recognition program to celebrate successes and reward colleagues who make exceptional contributions.

We prohibit discrimination on the basis of race, color, gender, age, religio