Investigates and identifies sales opportunities and develops and executes related sales plans, or executes portions of an account plan, that provide customers with a fully integrated set of product, process, and technical solutions which draw on Corning’s total value proposition to meet customers’ specific business needs
Promotes Corning’s products and services to potential and existing customers to differentiate Corning in the market place and secure new or extend existing selling opportunities
Closes sales opportunities through negotiation of price, volume, and other contractual terms and aligns customers’ expectations with the division’s ability to deliver
Maintains frequent contact with the customer to strengthen the relationship, continually assess Corning’s effectiveness in meeting the customer’s needs, and ultimately maximize sales penetration and customer retention
Customizes presentations and marketing collateral to fit the customer’s technical needs
Collects market and customer intelligence and insights and disseminates this knowledge across the function to inform sales, marketing, and technical strategies as well as the demand forecast and sales planning processes
Collects sales information from customers to inform short-term and long-term sales forecasting (i.e., sales budget and 5-year plan)
Supports existing customers with issues related to logistics, qualification, and / or a variety of contractual terms
Educates customers and keeps customers up-to-date on product changes and new product offerings
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.
Aligns the technical and sales capabilities of Corning’s resources with the customer’s needs and with consideration of individual interests, capabilities, and development Positions Corning to take advantage of early stage partnerships on new product introductions within existing customers.
Conducts market and technology analysis to inform early stage opportunity assessments and the development of the division’s strategy.