Enable America Jobs

Sales/Account Manager (CLS)

Date: Apr 22, 2024

Location: Singapore, SG, 237994

Company: Corning

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.

As a leading developer, manufacturer, and global supplier of scientific laboratory products for 100 years, Corning’s Life Sciences (CLS) segment collaborates with researchers seeking new approaches to increase efficiencies, reduce costs and compress timelines in the drug discovery process. Using unique expertise in the fields of materials science, surface science, optics, biochemistry and biology, the segment provides innovative solutions that improve productivity and enable breakthrough discoveries.

Role Summary:

Responsible for the sale of Corning Life Sciences (CLS) key brands and products to assigned accounts or territories in South East Asia (SEA). Creates and cultivates new opportunities for growth in addition to maximizing relationships with existing key accounts and customer network. Ensures alignment of customer requirements and product attributes. Aligns and executes dealer sales and marketing activities with Corning strategies to focus on driving differentiated and new product growth.

Responsibilities:

• Meet or exceed sales budget for the territories

• Build strong relationships with customers and dealers

• Execute customer-focused selling techniques to provide workflow solutions to customer and leverage brand and product synergies

• Engagement with Key accounts to foster strong partnership and maximize upselling opportunities.

• Align, develop and execute innovative strategies to drive growth with focus on differentiated business units while defending core consumables business

• Leverage sales tools such as Sales force and PowerBI to enable sales effectiveness.

• Create, implement and maintain a dealer/market-specific sales plan than exceeds expectations

• Support direct to customer activities as required e.g. workshops, conferences

• Understand and effectively manage channel conflict and dynamics to CLS’ advantage

• Provide voice of the customer data to supervisor and regional marketing team

• Collect market intelligence through various internal and external channels e.g. life science segment/application trends and competitor pricing and activities

• Assist as required and appropriate in complaint resolution and regional product launch process

• Constructively promote change which may improve business results or team effectiveness

• Contribute to the completion of milestones associated with specific products as an individual or team contributor as required

• Build relationships with Customer Experience, Scientific Support, Applications and Marketing internal functional groups

• Work as a team with internal colleagues for the best interest of the company and business

Requirements:

• Degree or Masters in Life Sciences, Biology, Biotechnology or Chemistry preferred

• At least 3-5 years working experience in a related sales/marketing function with customer facing responsibilities

• Dealer/channel management experience preferred

• Good technical understanding of Life Science and laboratory products (plasticware, glass, reagents, equipment, media) and key applications e.g. Cell Biology, Genomics, Cancer and Stem Cell Research, Cell Therapy, Bioprocess; familiar with market dynamics and competitive environment

• Good communication and presentation skills; ability to effectively communicate in English both oral and written

• Ability to balance customer and dealer dynamics with strong cross-functional coordination skills

• Good interpersonal skills to build external customer relationship and coordinated internal support to need customer needs

• Proactive selling approach and ability to work well in a team environment

• Regular working hours with travel required (approximately 30-40%)

Key Success Factors:

• Ability to hit/exceed territory budgets

• Ability to manage dealers and achieve their dealer incentive plans

• Effectiveness of customer network building in driving new opportunities and revenue streams (as measured through CRM tool salesforce.com)

• Effectiveness of leading direct to customer activities e.g. promotions, seminars, workshops with key dealers to strategically grow differentiated business

• High quality and punctuality of reporting and feedback

• Effectiveness of teamwork with regional sales team and cross-functional relationships

Working Relationships:

• Internal: SEA Sales, SEA Customer Experience, Regional Scientific Support and Applications, Regional Marketing and Business Operations

• External: Customers, Distributors