Contractor Sales Lead | Lumber

PURPOSE OF THE ROLE

The Contractor Sales Lead – Lumber is responsible for building and scaling a Lumber contractor program and for developing the contractor relationships that will drive its growth. Initially, the role will lead the cross-functional design and launch of the program and will own and evolve the program as it becomes established.

This role serves as the front-end growth engine, generating qualified contractor demand, building early relationships, and transitioning opportunities to the sales team for ongoing account management and revenue capture. By identifying, developing, and converting new contractor relationships to expand Owens Corning’s presence in the Lumber business—particularly in new markets and underpenetrated regions—the role ensures contractor engagement, conversion, and long-term loyalty.

This is an individual contributor role with no direct reports, requiring strong influence across Sales, Marketing, and Product teams.

KEY RESPONSIBILITIES

1. New Contractor Identification & Conversion

• Identify and prioritize high-potential contractors in target segments and geographies not currently served
• Develop and execute prospecting strategies to build a pipeline of new contractor relationships
• Engage contractors early to understand business models, needs, and decision criteria
• Convert contractors from non-users to trial and initial adoption of Owens Corning Lumber solutions
• Act as the “voice of the contractor,” providing insights back to the business on unmet needs and emerging trends

2. Market Expansion

• Identify and develop new regions where Owens Corning has limited or no Lumber placement
• Partner with Sales Leadership to define priority markets and expansion strategies
• Establish initial contractor footholds that enable upstream distribution and sales growth
• Monitor local market dynamics, competitive positioning, and channel access constraints

3. Lead Development & Handoff to Sales

• Build and manage a qualified pipeline of contractor leads with clear conversion milestones
• Conduct early-stage engagement, education, and value articulation with contractors
• Partner closely with Territory Sales to transition accounts at the appropriate stage for scaling
• Ensure clear documentation of contractor needs, potential volume, and conversion status
• Maintain alignment with sales teams to enable smooth handoffs and sustained growth

4. Contractor Program Ownership (Lumber)

• Lead the design, execution, and continuous improvement of the Lumber contractor program
• Help define the contractor value proposition and program model based on contractor needs, business objectives, and market opportunities
• Drive contractor enrollment, engagement, and participation as the program launches and scales
• Partner with GIS, Marketing and Sales to ensure program content and functionality are reflective of contractor value proposition
• Establish the program’s operating model and clear success metrics (e.g., eligibility, approval handoff, participation, conversion rates, retention, share growth)
• Serve as primary point of contact for program-related questions and approvals

5. Cross-Functional Collaboration

• Work closely with Sales, Marketing, Product, and Insights teams to align on growth priorities
• Provide field-based feedback to inform product development, messaging, and channel strategy
• Support development of tools, resources, and training that enable contractor success
• Contribute to broader go-to-market strategies and growth initiatives

Success Measures

• Number and quality of new contractor relationships established
• Conversion rate from prospect → trial → active customer
• Growth in new/underpenetrated regions
• Effective handoff and downstream revenue realization by sales team
• Contractor program enrollment, engagement, and ROI

QUALIFICATIONS

Minimum Requirements

• Bachelor’s degree in Business, Marketing, or related field (or equivalent experience)
• 5+ years of customer-facing experience in building products, construction, or related industry
• Experience working directly with contractors or small business owners

Experience

• Experience designing, launching, or scaling a new customer program, commercial capability, or go-to-market initiative
• Experience translating an early-stage business opportunity into a structured plan, operating model, and investment recommendation
• Proven ability to build relationships and influence customers early in the buying journey
• Experience developing new business opportunities or entering new markets
• Success working in roles requiring influence without direct authority
• Experience collaborating cross-functionally to drive growth initiatives

Knowledge, Skills & Abilities

• Ability to move between strategy, implementation, and customer-facing business development
• Strong prospecting, relationship-building, and conversion skills
• Ability to understand contractor business models and identify value drivers
• Excellent communication skills across a range of audiences
• Ability to operate independently in ambiguous, early-stage growth environments
• Strategic thinking with strong execution discipline