What are the responsibilities and job description for the Sr. Deal Desk Americas, Direct Pricing Specialist position at Corning?
Requisition Number : 66811
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.
Our Optical Communications segment has recently evolved from being a manufacturer of optical fiber and cable, hardware and equipment to being a comprehensive provider of industry-leading optical solutions across the broader communications industry.This segment is classified into two main product groupings – carrier network and enterprise network. The carrier network product group consists primarily of products and solutions for optical-based communications infrastructure for services such as video, data and voice communications. The enterprise network product group consists primarily of optical-based communication networks sold to businesses, governments and individuals for their own use.
Role Purpose
Facilitate accurate and timely response based on customer RFQ requirements and deadlines, while incorporating key commercial considerations and in accordance with department procedures. Broker agreements between teams for large tenders / RFQs following established escalation procedures and gaining appropriate approvals based on price levels and other terms and conditions. Serve as single point of contact for sales for each specific opportunity responsible for coordinating with rest of organization for that opportunity.
Key Responsibilities
- Review customer request and work with sales, marketing, and PLM teams to develop pricing strategies for individual opportunities; balance revenue and profit requirements when evaluating opportunities and creating proposed responses
- Create scenario analysis (including financial view) for each deal; complete individual deal scoring for each option evaluated and present results to other team members along with recommended offering
- Ensure bid is completed in format and by time specified in customer RFQ; verify correct Bill of Materials / part number list; document pricing strategy and decisions for future use
- Broker agreements with members of sales, marketing, and PLM teams
- Create actual prices for quotes and large contracts (including contract price exhibits), evaluating profitability for each and in total
- Incorporate standard costs and additional items such as cost-to-serve (e.g. freight, duties, payment terms) to ensure a complete profitability picture
- Capture competitive price intelligence for future use and utilize existing data for specific opportunities to maximize win probability while maximizing profitability
- Evaluate prices vs established price levels to determine when escalations are required; obtain escalation approvals and / or make adjustments to proposal to fit within established levels
- Understand impact of Most Favored Nation (MFN) clauses (to include pricing and associated terms and conditions) and make recommendations to management on approvals when required
- Understand, document, and if necessary, gain approval where required, for price offerings that will have impacts on other contract customers in the future as well as potential future impacts on Corning’s profitability
- Lead cross-regional deal if customer from this region; help broker cross-regional pricing deals, as required
- Participate in or lead Game Theory exercises as required
- For large contracts, work with Commercial Pricing Strategy team to create rules and system inputs to enable future requests to be handled systematically, creating pricing consistent with contract while maintaining profitability levels
- Understand financial reporting requirements and provide inputs for to supervisor for financial accruals and forecasts
Required Education / Experiences
5 years Commercial / Marketing / PLM experience
Desired Experience
This position does not support immigration sponsorship.
The range for this position is $94,186.00 - $129,507.00 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.
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 accommodations@corning.com .
Salary : $94,186 - $129,507
