New Business Development and Account Manager

Corning is one of the world's leading innovators in glass, ceramic, and materials science. From the depths of the ocean to the farthest reaches of space, our technologies push the boundaries of what's possible.

How do we do this? With our people. They break through limitations and expectations – not once in a career, but every day. They help move our company, and the world, forward.

At Corning, there are endless possibilities for making an impact. You can help connect the unconnected, drive the future of automobiles, transform at-home entertainment, and ensure the delivery of lifesaving medicines. And so much more.

Come break through with us.

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

PURPOSE STATEMENT:

The purpose of this role is to spearhead the identification and cultivation of new business opportunities while overseeing regional accounts within assigned businesses/MAPs across the Southeast Asia region. The incumbent is responsible for prospecting new businesses and nurturing long-term partnerships with a cadre of key regional customers, whether they are newly assigned prospects, existing accounts, or a combination thereof.

PRINCIPAL ACCOUNTABILITIES:

• Identify and pursue new business opportunities through market research, networking, and proactive outreach.
• Develop and maintain relationships with key stakeholders, including clients, partners, and industry contacts.
• Create and execute strategic plans to achieve NBD targets and expand the client base.
• Collaborate with cross-functional teams (application engineering, PLM, supply chain, etc.) to tailor solutions that meet the needs of clients and align with company objectives.
• Manage end-to-end NBD process, from prospecting to closing deals and onboarding new clients.
• Conduct regular key account reviews and analysis to track progress against goals and optimize strategies as needed.
• Stay abreast of industry trends, competitor activities, and market dynamics to identify opportunities for growth and innovation.
• Provide exceptional customer service and support to ensure client satisfaction and retention.
• Prepare monthly reports, forecasts, and presentations to communicate progress, insights, and recommendations to stakeholders.
• Continuously improve processes, tools, and methodologies to enhance efficiency and effectiveness in NBD and account management.
  Serves as an advocate for both Corning and new/existing clients by creating value for both parties and balancing the needs and constraints of both parties.

ADDITIONAL INFORMATION:

i. Knowledge, Skills & Experience Required:

• Bachelor's degree in Engineering, Materials Science and Engineering, Glass Technology, or a related field.
• At least 5 years of experience in sales, business development, or account management roles, preferably in a related industry.
• Previous experience in achieving NBD targets, acquiring new clients, and retaining existing accounts.
• Knowledge of the industries Corning operates in, market trends, competitor landscape, and customer needs.
• Understanding of Corning's products and services.
• Proficiency in New Business Development (NBD) strategies.
• Understanding of financial concepts like pricing, profit margins, and ROI for developing business proposals.
• Excellent communication skills for conveying ideas, negotiating, and building relationships.
• Strong networking skills for maintaining relationships with stakeholders.
• Ability to identify challenges, analyze data, and develop creative solutions.
• Proficiency in delivering presentations showcasing product and service value propositions.
  Good time management skills and ability to prioritize tasks in a fast-paced environment.

ii. Key Success Factors:

• Strong ability to develop and execute strategic plans aligned with organizational objectives. This involves setting clear goals, identifying target markets, and devising effective strategies to achieve NBD targets and expand the client base.
• Strong understanding of client needs, preferences, and pain points.
• Proactive in identifying new business opportunities, anticipating client needs, and addressing challenges. This involves staying ahead of market trends, networking effectively, and initiating meaningful interactions with potential clients.
• Strong ability to adapt to changing market conditions, and internal dynamics. Being resilient in the face of setbacks and learning from failures.
• Strong ability to lead and influence others, build consensus, and foster a collaborative culture to drive collective success.
  Investing in personal and professional development, seeking out learning opportunities, and adapting to evolving technologies and methodologies.

iii. Working Relationships:

• Internal: Director of Strategy and Business Development, BD and Sales Managers, Application Engineering Managers/ Engineers, Supply Chain Managers, Customer Care team, and Finance Managers.
  External: Prospective Customers

iv. Travel requirement:

• Varies (20% typical)