Negotiations Program Manager

Company Name:
Company Description:
Are you interested in Life Changing Innovation? As with Thomas Edison, we have a history of working with the worlds greatest innovators. We solve our customers most complex problems that others cant or wont. Collaboration, Innovative Spirit and Career Development are just a few of the reasons world class professionals choose Corning Incorporated for a career. We are headquartered in Corning - a vibrant city in Upstate, NY where residents enjoy the benefits of a rich arts and culture scene, one of the worlds fastest-growing wine regions and a family friendly area with affordable homes and quality education.
Corning is the world leader in specialty glass and ceramics, creating and manufacturing keystone components that enable high-technology systems.
Cornings 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.
Scope of Position (i.e. projects involved with and role within group):
The Negotiations Center of Excellence enhances the overall commercial effectiveness of Global Supply Management through preparation, documentation and knowledge transfer of negotiation strategies, tactics, and tools. The successful candidate will be responsible for complex contractual negotiations within Global Supply Management. S/He will create, review, edit, coordinate and/or negotiate a wide range and number of contracts.
Agreements tend to be heavily negotiated, which will give the successful candidate an insight into a variety of regulatory, legal, credit and risk management issues. The candidate must be able to effectively manage a challenging and changing portfolio of internal clients.
Day to Day Responsibilities:
Independently reviewing, drafting and negotiating direct material supply agreements, I.T. software and hardware license agreements, professional service agreements
Formulates a clear vision and articulates steps to achieve the negotiation objectives for the assigned category. Interface with stakeholders in a manner that fully vets Cornings needs and opportunities
Create, build, and manage business relationships with key stakeholders including identifying unique opportunities for partnership or expansion with these teams
Champion the development of long-term negotiation strategies, taking into account existing and potential future requirement, and working seamlessly across stakeholder teams to lead strategic corporate initiatives
Provide advice and guidance for contract interpretation on the provisions of specific agreements as well as legal and risk issues that might impact Corning
Drive education and coaching of GSM stakeholders on negotiation best practices using a thorough understanding of core sourcing processes which includes market research, development of contracting strategy and requirements, administration of bid processes, negotiation strategies and contract reviews
Documents business, service and operational requirements necessary for request for proposal document preparation or direct supplier negotiations
Quickly comprehend the desired end-result, goals or objectives as communicated by executive management and determine the necessary operational tasks and procedural steps necessary to accomplish objectives
Maintain timely achievement of all assigned sourcing initiatives ensuring activities adhere to all established policies and procedures and standards of business conduct
Review, analyze, and redline standard contracts and vendor agreements
Participate on departmental and cross-functional teams focused on continuous process improvement.
Travel Requirements (please note if international):
Up to 25%, including some international travel as required
Hours of work/work schedule/flex-time:
Normal (40+ hours per week)
Required Education:
Bachelor degree (Economics, Law, Engineering preferred).
Required Years and Area of Experience: (minimum required for consideration):
15+ years of supplier / customer negotiation experience, preferably in procurement / supply chain / contract domain
Required Skills:
Bachelors Degree in Business, Economics, Law, Engineering
Fluent in English required. Fluency in other languages highly desired.
15+ years of significant experience negotiating complex business transactions, preferably in a procurement/supply chain environment
Documented and hands-on experience drafting, analyzing, negotiating supply contracts
Demonstrated strong written and oral communication skills, documentation skills, strong interpersonal skills required for daily interface with a diverse internal and external customer set.
Strong negotiation skills and thorough understanding of contract terms and conditions. Able to identify contractual risks and propose alternate language toward a solution.
Proficient in identifying cost savings opportunities and mitigating business risk.
Knowledge of negotiation theory, tactics, and strategy
Excellent cross-cultural awareness
Strong preparation, program management skills
Strong analytical, and evaluation skills
Ethical and acts with integrity
Strong Microsoft Office Skills (Excel, PowerPoint, Word)
Demonstrated ability to develop key business relationships.
Strong drafting skills, including the ability to draft original language for inclusion in highly complex negotiated contracts.
An exceptional communicator, articulate, a team player, with an ability to work across functional areas in order to achieve results.
Desired Skills:
MBA or other graduate level degree
Experience with OECD transfer pricing guidelines
International business experience
Experience leading cross cultural, cross functional teams
Supplier relationship management experience
Additional language(s) (German, French, Cantonese, Mandarin, Japanese, Spanish)
Stamina to withstand long negotiation sessions
High attention to detail and process oriented
Soft Skills:
Ability to think clearly and rapidly under pressure and uncertainty
Ability to express thoughts verbally
Listening skill
Judgment intelligence
Ability to persuade others
Ability to consider lots of options
Aware of the process and style of the other person
Thinks and talks about possible areas of agreement
A "direct" communication style
You should have a thick skin
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