Facades Sales Leader - West

The Owens Corning Building Insulation Mineral Wool (Thermafiber®) sales organization is seeking a Sales Leader to support Perimeter Fire Containment and Continuous Insulation systems. This position is accountable to partner cross-functionally to drive profitable sales growth for our customers and Owens Corning and provide customer inspired solutions while executing on Owens Corning sales and marketing initiatives for North American façade manufacturers and customers. This position interfaces with the entire value chain in Mineral Wool, engaging in team selling to facilitate heavy density sales with our Area Sales Managers.

This person must establish and maintain existing relationships with customers in the territory and develop new customer relationships to meet our growth agenda. Developing product and building science knowledge, business acumen, and industry/market insight are critical to help our customers be successful.

Foster a deep knowledge of our products and customers to drive business growth

• Continuously builds intimate insight and knowledge of the commercial construction market and customers, the Mineral Wool business, what is necessary for the customer to be successful, and the differential value that our current and future products, programs and processes deliver to the customer.
• Act as the expert on the sales team for perimeter fire containment and continuous insulation products and systems and is the “go-to” technical sales resource regarding these products and their correct installation.
• Capable of reviewing architectural drawings for commercial construction and maintains in-depth knowledge of buildings or component drawings and building materials.
• Stays abreast of changes related to codes, test standards, and other regulatory compliance that apply to commercial construction.
• Develop a working knowledge of green building principles and LEED features that provide building sustainability.
• Understand commercial construction techniques and practices to skillfully apply and expand the use of Thermafiber products.
• Participate in key trade associations (i.e., RAINA, FCIA, Facades+).

Providing Input to Sales and Marketing Strategies

• Provide insights and market intelligence for product positioning and product/system development, including insights such as:
  • An environmental analysis (economic impacts, pricing intelligence, market trends, competitor intelligence, customer needs, and sales forecasting, potential channel conflicts).
  • An analysis of competitors’ strengths, weaknesses, opportunities and threats.
  • An analysis of external and execution risks and their potential impact on business segment results, including a risk mitigation plan with identified actions.
• Continually seeks knowledge of the competition and ensures the information is fed back into the organization in a way that can shape action.

• Collaborates closely with product management, technical marketing, and channel marketing to bring our product value proposition to market.
• Supports business case development, including demand estimates and pricing for new product/system development.
• Participate with marketing and product management in SKU rationalization efforts to ensure we bring valuable product solutions to market.
• Provide design trends and customer needs to product management team to help prioritize product/system testing and development.
• Develop strong working relationships with architects, building officials, fire marshals and other construction related entities, to understand the current needs for fire and smoke containment, thermal and sound control using Thermafiber products.

Execution – Delivering Results

• Act as a strong implementer of the division strategy for our Perimeter Fire Containment and Continuous Insulation solutions and drive actions toward meeting their sales and margin goals. 
• Maintain relationships with major customers throughout the value chain and engage in business development and team selling. This includes frequent face to face meeting with curtainwall OEMs and firestop contractors to sell our systems and solutions.
• Provide technical training to external customers as well as assists in tradeshows and presentations to trade organizations and code organizations.
• Provide correct product / system attachment advice to architects and consultants.
• Build trust with customers and communicate the full value that can be derived from each of our products, services, systems and solutions. Engage them in our strategic plans and how to position for market conditions.

• Work directly with the Architectural, Engineering and Construction (AEC) team, this includes making joint calls to key architects and consultants, providing presentations with the AEC team, forwarding potential leads, and assisting them in promoting engineering judgements.
• Work directly with the Commercial Area Sales Managers with, this includes providing ongoing training and field support where needed and assisting with quality complaint resolutions.

• Manages margin through input into pricing strategies, actionable cost management, and effective negotiation using accurate and reliable reporting tools.
• Identifies and develops process changes to eliminate waste/increase profitability for Owens Corning and our customers.
• Own the relationship with key manufacturing partners to increase our market share by driving increased product placement withing their wall & roof assemblies.

MINIMUM QUALIFICATIONS:

• Bachelor’s degree in business or related field or equivalent experience
• Minimum of 5 years of direct sales experience
• Proven experience leading customer relationships and leading strategic plans that grow share
• Ability to travel as business needs dictate - up to 2-3 overnight stays (3 weeks out of the month)

DESIRED EXPERIENCE:

• Experience in the commercial building materials industry and a strong building science knowledge is preferred
• Experience effectively marketing, educating and selling new products and solutions; attracting new customers
• Demonstrated ability to develop an intimate knowledge of customers, competition, and the market

• Creating and developing collaborative customer programs, which include products and pricing programs that return significant value to OC
• Increasing margins through effective management of price, mix, and cost
• Demonstrated experience with consultive selling to direct customers as well as influencers
• Understanding of CurtainWall construction and passive fire protection products and systems is preferred but not required
• Understanding of continuous insulation products and systems is preferred but not required

KNOWLEDGE, SKILLS & ABILITIES:

• Possess excellent presentation skills, a strong customer focus, and the ability to manage change.
• Ability to make persuasive product presentations by understanding customer’s needs.
• Negotiation skills
• Conducts himself/herself with the highest ethical and moral standards
• Strong organization and time management skills
• Ability to understand and apply internal and external databases and sales tools.
• Works well cross functionally (i.e., marketing, sales, R&D)
• Shows appreciation for and understanding of the feelings of others, aware of personal impact on others. Expresses opinions without offending or creating defensiveness
• Ability to lead through influence and enroll non-direct reports in various business functions to accomplish goals

• Makes decisions and commits to a course of action with appropriate information; weighs and manages risk in decision making
• Strong business acumen and financial acumen, including analytical ability
• Building Science knowledge

The base salary range for this position is $115,000 to $155,000, with the potential for up to an additional 25% if the applicant hired has additional related qualifications. We also offer a substantial
benefits package including insurance (medical/dental/vision/life/disability/supplemental offerings), 401k (company contribution regardless of employee participation – plus match), liberal paid time off
(vacation, personal floating and standard holidays), Employee Assistance Services, Stock Purchase Program – and more.

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