Date: Jul 22, 2025
Location: Shanghai, SH, CN, 201807
Company: Corning
Requisition Number: 69681
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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.
Purpose of Position：
Manage the major accounts for Corning OEM business in assigned territory with ultimate goal to grow Corning products revenue by developing the customer relationship, understanding customer business and demand and then introducing Corning OEM solutions.
Major Responsibility:
- Lead the OEM sales in Greater China region and act as the key interface between the customer and all relevant functions
- Develop trust relationships with target account’s different level key decision makers and acquire a thorough understanding of customers’ needs and requirements
- Responsible for the development and achievement of sales through the direct/indirect sales channel.
- Develops and executes business plans with a fully integrated set of product, process, service, and technical solutions which draw on Corning’s total value to meet specific business needs
- Resolve any issues and problems faced by customers and deal with complaints to maintain trust
- Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics
- Involves Corning’s executive leadership in customer visits, as appropriate, to further build Corning’s credibility and penetrate carrier market.
- Understanding customers’ short term and long term requirements and then collaborates with Product Line Management, engineering and other functions to negotiate favorable agreements with customers.
- Collects market, customer, and competitor intelligence and insights and shares this knowledge with others, as appropriate, to inform sales, marketing, and technical strategies as well as the demand forecast and sales planning processes.
Performance Evaluation Criteria:
- Achieve annual revenue target and new production introduction objectives
- Timely update account activity monthly plan and execution;
- Build strong multiple-level relationships with the external customers, document the customer relationship development plan;
- Good communication with plant quality, planning people, respond to customer quality issues within 48 hours and work with quality department to solve quality issues in a timely manner;
- Effective ability to secure cooperation of others in getting the job done;
- Demonstrate capable decision making ability and follow through on actions.
- Ability to translate customer requests into language that plants understand and follow-up to insure the plants are using the proper systems to meet customer requirements.
Key Decision Area:
- Prioritizing of customer technical needs (product, capability, etc.).
- Decide in the development, negotiations and maintenance of OEM specific product specifications.
Education & Experience:
- Bachelor Degree or above in Electronic Engineering or Engineering related
- 5+ years above engineering experience in Optical or OEM industry(multi-national company experience preferred)
Required Competency:
- Familiar with optics connectivity product development process; knowledge of key OEM customers
- Good interpersonal communication skill
- Good presentation skill
- Good verbal and written in English
- Good problem solving skill
- Initiative and eager to learn
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.