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.
Corning Cable Systems is a leading manufacturer of fiber optic and copper communications system solutions for voice, data and video network applications worldwide. Corning Cable Systems is wholly owned by Corning Incorporated.
Corning Cable Systems offers the broadest range of end-to-end fiber optic and copper product solutions for customers' telecommunications networks. Our customer-focused solutions include cables, connectors, and related hardware, and network services that include network design, project management, installation and maintenance, equipment rental and training programs.
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Scope of the Position:
This position is responsible for maximizing Corning Optical Fiber’s (COF) business performance through active management of pricing and contracts. This role is responsible for developing and maintaining the COF pricing strategy as well as a variety of commercial tools we use to achieve pricing, volume, share and margin goals. This individual will work very closely with leaders across our sales and marketing organizations. It will also interact quite extensively with the senior leadership of the Corning Optical Fiber business unit. Specific responsibilities of the Manager, Strategic Pricing & Contracts will include but not be limited to:
Develops the pricing strategy for the division, communicates the intent and value of the pricing strategy, and ensures visibility of pricing data within the division to maintain a desired level of consistency in pricing approaches across product lines and regions. Works with multiple functions, including Product Line Management, Sales, Engineering, Finance and Strategy to understand customer value, as well as the competitive, technical, and cost drivers of pricing. Uses this understanding to ensure the pricing strategy is value-based, when appropriate, and in support of the division’s market value proposition. Engages with Product Line Managers and Regional Sales to develop pricing plans and analysis for new products (value propositions) as well as premiums on improvements to existing products Develops and maintains a variety of commercial tools to effectively administer pricing and ensure alignment with pricing strategy. Analyzes the impact of non-price contractual obligations on the value received by the customer (“pocket value”) when developing negotiation plans for new customers and when determining regional based pricing plans Tracks and analyzes Corning’s price premium over time and provides this information to Product Line Management as input to the product line strategy. Provides support to Product Line Managers and sales leaders in developing short- and long-term pricing strategies aligned to overall business objectives Assists in finding solutions to pricing issues or unique customer situations, including special agreements with specific customers. Ensures Corning’s and customers’ compliance to prevailing contractual terms and conditions and properly executes contract pricing requirements; consults heavily in the renewal of Long Term Sales Agreements (LTSAs) Assesses price change requests from Account Managers to determine if the change falls within the pricing policies and/or contract guidelines and, if necessary, collaboratively creates price proposals. Helps advocate for and maintain the “pocket value” pricing structure. Supports contract development for long-term sales agreements by providing or overseeing necessary analyses and proposing pricing tactics to close the deal within pricing policies and guidelines. Develops long-term price forecasts and budgets to inform short-term business planning, capital expenditures, and long-term (5-Year Plan) strategy development and planning. Monitors competitors’ product offerings, product performance, pricing strategy, and pricing tactics. Uses competitive understanding to develop pricing tactics to assist the sales and marketing teams to optimize COF”s price premium Prepares pricing information and reporting, as needed, to support executive presentations and interactions with the investment community. Leads process improvements by working with various functions within the organization to move from manual to automated data entry for the purpose of providing quicker analysis of commercial dealings and improved planning Works with Finance to assess foreign exchange implications on pricing and to develop currency proposals. Oversees and develops a direct repot who is responsible for tactical pricing activities. Monitors and provides guidance to ensure Corning adheres to WW anti-dumping regulations Leads the regional teams in preparing and recommending the optimal pricing strategy to COF’s leadership team for large, annual e-auctions / central tenders of key customers
Bachelor’s degree in Engineering, or related technical field; Master of Business Administration a plus 10+ years of experience in sales, marketing, or product line management Strong analytical skills including especially financial analysis and affinity for process rigor Demonstrated track record of developing and implementing strategic recommendations Outstanding oral and written presentation and communication skills Strong teamwork skills Ability to create alignment and action plans to support strategies
Monster - 20 months ago
Corning Incorporated is the world leader in specialty glass and ceramics. Drawing on more than 160 years of materials science and process...