Strategic Contractor Sales Leader, West

The Strategic Contractor Sales Leader (SCSL) is accountable for the development and execution of the long-term strategy that enables Owens Corning to grow through the elevation of its salesforce into strategic business partners. The SCSL leader has responsibility for the operation and execution of our current contractor programs, the Platinum Preferred Contractor and Preferred Contractor programs - including ASM training, contractor events/training and as the first point of contact for ASMs and contractors with questions or requiring approvals - and is expected to provide leadership and direction to the sales teams.  The Leader will work in concert with Area Director and Regional Sales Leaders to identify strategic MSA focus areas, critical sales development needs and strategic market development areas.  The leader is accountable to provide the voice of the contractor in actively participating in the development of new services and marketing materials to support our roofing contractors’ businesses.

Reports to:                   Leader, Contractor Strategy Sales Team

Span of Control:          No direct reports, but indirect leadership and influence is a requirement.

Strategic Sales Capability Development

• Through strategic teaching of consultative sales tactics, elevate the acumen and expertise of the sales team.
• Develop and motivate people in a way that inspires outstanding performance; coaching, mentoring, and supporting team members, sharing best practices and resources for development and growth.
• Create a consistent and cohesive process and procedure for delivering sales training and resources to grow sales acumen with contractor strategy.
• Provide on-boarding support and development to new sales team members.
• Build expertise in sales to train on business services.
• Act as a resource for sales team members as they are leaning into difficult contractor experiences and conversations.
• Engage with the early career Sales Development Program to build a skillset to prepare them for outside sales careers.
• Provide ongoing feedback to Regional Sales Leader on Area Sales Manager development needs and input as requested for performance reviews.

Develop and Execute the Contractor Strategy

• Work in concert with both Area Directors and Regional Sales Leaders to identify strategic MSA focus areas, and strategic market development areas.
• Align with ASMs and leadership to develop annual growth plan for contractor business within designated territories.
• Utilize data analytics (Power BI & CRM) to drive decision-making and sales effectiveness.
• Support national contractor sales team initiatives and strategies impacting national accounts, franchise locations and private equity groups.
• Interact directly with sales team and render decisions on new applications for membership, purchase volume, funding, etc.  Be the first point-of-contact for the ASMs with questions about the programs.
• Interacts regularly with Marketing, Inside Sales, Technical Department, Warranty Department and Building Science helping to further initiatives aimed at addressing contractor demand.
• Partner with sales team to prepare them to make sales calls on current and targeted contractors.

Know the Customer and Elevate Contractor Programs

• Act as the expert in the field on current market dynamics & future trends
• Understand what contractors value and help build and deliver solutions to enhance our partnerships.
• Provide insights to contractors and support local sales team to deliver results.
• Support strategic relationships with local, regional and national contractors.

• Work with Marketing, Inside Sales, Technical Department, Warranty Department and Building Science to help further initiatives aimed at addressing contractor demand.
• Understand contractor trends and tools and provide insights into forward looking initiatives.

MINIMUM QUALIFICATIONS:

• Bachelor’s Degree in Business or related field, or equivalent experience
• 5 years of customer-facing experience in the residential building products industry with at least 2 years of customer-facing residential roofing industry experience preferred. 
• Proven success in the formal or informal coaching and influence of others
• Must be located within the West Area

EXPERIENCE:

• Customer-facing marketing or sales experience building relationships beyond the transactional customer.
• Worked with independent and entrepreneurial business owners and knowledgeable of the problems they face running their business.
• Worked in an environment where you must influence the behavior of associates who do not report to you in order to achieve a common goal.

KNOWLEDGE, SKILLS & ABILITIES:

• Excellent communication skills including speaking in front of large audiences; the ability to work at all levels of a customer organization (CEO to shingle installer)
• Demonstrated negotiation skills
• Demonstrated training skills
• Building science knowledge, specifically at the “top of the house”
• Live the safety standard; adhere to safety responsibilities

#LI-TF1
#LI-Remote