Business Development Lead - Sheathing

The Sales Lead for Residential Continuous Insulation is responsible for leading the transformational growth agenda targeted at the residential sheathing category, working to build the business by breaking into a new market. The work includes leading the day-to-day aspects involved with building a residential continuous insulation & sheathing business.  A portion of this work will include facilitating stakeholder meetings and decision-making processes; coordinating with outside vendors and supply chain participants; and owning the execution of the theory of action detailed in the program business case. They will work with the Business Owner to develop the business strategy, execution activities, and workstream/team structure that will lead to successful implementation.

He or she will be accountable to the Business Owner to provide regular updates on execution, issues, risks and/or option analysis for key decisions. This role leads the core stakeholders and the weekly rhythms for planning, issue resolution and communications.

Reports to:  Sales Director XPS Foam

Span of Control:  Residing and Continuous Insulation Stakeholders - Accountable for indirect leadership of resources responsible for MMS (Multi-Material Systems)/Sheathing across S&T, Marketing, Sourcing, Salesto execute the program.  Role may contribute to future resource design/needs.

MMS (Multi-Material Systems) RESIDENTIAL INSULATED SHEATHING:

• Integrates deep understanding of the North American building and construction market – builders, contractors, distribution channels and codes/regulations. Leverages market back thinking to produce a focused and actionable business growth strategy. Applies the Choices to Win principles to operationalize such strategy.
• Develop a comprehensive commercial strategy to accelerate the use of XPS Foam in residential sheathing applications; including customer-backed plans, resourcing needs and adoption curve necessary.
• Execute the Opportunity to enter OC XPS into the residential insulated sheathing market category. 
  • In place today is a product innovation team working on a next generation Insulated sheathing option targeted at US builders – a pilot is currently underway with a national builder planning to build out a 150 home community
  • XPS New Product Launch with Louisiana Pacific (Novacore®) 

AGGRESSIVE GO-TO-MARKET PLANS & SYSTEMIC INITIATIVE LAUNCHES

• Defines how we position our current and future products to maximize the value created for OC. This includes understanding how we position with our customers and differentiate ourselves against competition.

• Delivers and implements growth plans – sales targets, growth projections, margin profiles.
• Defines, secures, and deploys brand, channel and commercial capabilities collaborating across OC.
• Delivers new products, systems, and services on budget and on time.
• Impatient for profit and focused on disproportionate business growth.

MINIMUM QUALIFICATIONS:

• Bachelor’s degree in business or related field. MBA preferred.
• Successfully executing full product / service management including positioning, pricing strategy, margin management, investments, and channel management
• Increasing margins through aggressive management of price, mix, and cost
• Developing and marketing new products and services; attracting new customers
• Participating in the development of strategic plans
• Experience with/deep knowledge of building materials channels, markets and customers including residential and commercial, retail, contractors, distributors.
• Working for/exposure to a manufacturing company
• Leading a team in a range of economic conditions, i.e. expansion, contraction, stable economic conditions

KNOWLEDGE, SKILLS & ABILITIES:

• Residential Building & Construction Process Knowledge; Residential sheathing is highly preferred
• Strong Cross-functional and teamwork skills, especially between Sales and Marketing
• Ability to connect the dots, and build a cohesive commercial strategy
• Operating across geographic and cultural boundaries.
• Strong business development skills, including developing and marketing new products and services; attracting new customers.
• Delivering rapid improvement in an organization.
• Participating in the development of strategic plans.
• Exposure and expertise inbuilding science; knowledge of codes, regulations, and applications.
• Three-plus years working in sales, business development, marketing or strategic consulting.
• Two-plus years of direct, customer-facing work experience.
• Exposure to/experience in the retail channel, highly desired.
• Demonstrated quantitative capabilities, including financial, statistical and predictive modeling.
• Demonstrated ability to consistently meet or beat high bar targets and deadlines.
• Development of successful relationships with suppliers and co-marketing partners, highly desired.

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