EMEA Deal Desk Manager (m/f/d)

Requisition Number: 72073

 

The company built on breakthroughs. ​ 
Join us.​ 

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. 

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

Oversee the EMEA Deal Desk team focused on delivering prompt responses to Distribution opportunities as well as Strategic Accounts, while maximizing overall profitability and revenue. Facilitate responses to customer requests within agreed upon turn-around time that are error free and incorporate essential terms and conditions. Resolve pricing issues within established rules including brokering agreements between relevant stakeholders within and outside the team (to include other elements of pricing teams, sales, and PLM). Support the Tender Review, Financial analysis and reporting processes. Establish and enforce price escalation/approvals within team and drive consistency and efficiency to create lean processes. Help broker cross-regional pricing deals, as required.

Key Responsibilities

• Oversee a team of pricing personnel responsible for reviewing customer requests to determine requirements and prepare the quotation/bid proposals in timely manner, aligning to Sales and Commercial polices.
• Regional pricing leader within region with focus on Deal Desk systems (Vendavo, SFDC, SAP, Sharepoint)
• Regional pricing leader within region with a focus on Deal Desk processes such as Vendavo quoting/contract processes, cost to serve, price pressure, MFN and Sales polices.
• Lead creation and drive process improvement for key pricing interaction rules across commercial teams; coordinate rules with GPO, PLM, and others as required.
• Establish/maintain price escalation thresholds within team while securing agreement and support with external teams.
• Broker agreements with sales and PLM leadership when teams are unable to reach consensus .
• Ensure team is balancing revenue and profit requirements such that both are weighed evenly.
• When required, evaluate the impact and manage Most Favored Nation (MFN) clauses to include pricing and associated terms and conditions.
• Ensure regional pricing strategies and currencies are understood and documented; coordinate with other regions for global accounts or when otherwise required.
• Lead team to develop and coordinate large tender responses and competitive bid responses with PLM and Commercial leadership following the Tender Review process.

Experiences/Education - Required

• Education: Bachelor’s degree in business or technical field; MBA and/or applicable experience desired
• Experience: 5-10 year experience in pricing, commercial or PLM role
• Manager experience or experience leading teams/projects required
• 100% fluent in English; other languages a plus
• Strong analytical skills (both quantitative and qualitative) with ability to see the big picture as well as the individual details
• Strategic thinker and problem solver
• Strong interpersonal skills required along with ability to drive consensus across multiple parts of the organization
• Demonstrated ability to recognize impact decisions could have on future opportunities (strategic thinking)
• Knowledge of COC Customers, Markets, and Products
• Ability to drive business process improvement

Experiences/Education - Desired

• Pricing or finance experience
• SAP systems experience
• Knowledge of Vendavo system
• Salesforce.com experience
• Commercial experience
• Knowledge of Corning products and markets

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 that grows throughout your career.

• Our health and well-being benefits include company-paid life insurance, disability insurance (provided as part of the pension plan), paid time off, and an Employee Assistance Program 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 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 [email protected] .