Sr Sales Lead

PURPOSE OF THE JOB 

The National Accounts Sales Leader provides commercial leadership for our strategic account partners within the Foamular® business unit. The National Accounts Sales Leader is accountable for developing, leading and executing business and market strategies, while developing customer plans that create value for our customers. He/she will be a member of the Foam Sales Leadership team and will demonstrate excellent teamwork and connections across the company, and a commitment to the success of the business.

REPORTS TO: Director of Sales, Foam

SPAN OF CONTROL: No direct reports - this is a highly visible individual contributor role requiring strong collaboration with Sales team members who support our most strategic National Accounts.

LOCATION: The location of this position is open, must live close to a major airport.

JOB RESPONSIBILITIES  

Leadership

• Critical to the role is establishing and maintaining day-to-day senior-level relationships with key customers (Corporate & Regional) and identifying opportunities for growth.
• Develops strong relationships and credibility with internal stakeholders and operates as a trusted advisor and business partner (Marketing, Pricing, Supply Chain, Operations, and others).
• Continuously builds an intimate insight and knowledge of business segment; customers, their business, what is necessary for the customer to be successful, and the differential values our current and future products, programs and processes deliver to National Account customers.
• Develops strong interpersonal skills, paired with knowledge of our products and services and those of our competitors.
• Embodies sales leadership presence by inspiring and influencing others, both internally and externally. Operates and communicates in a decisive, clear, concise, and consistent manner.

Commercial Strategy & Consultative Selling

• Deep understanding of multiple channels within Foam (2-Step, Specialty Distribution Channels, Retail). Ability to navigate channel conflict with Foam, but also other Owens Corning products including fiberglass, doors, and roofing.
• Develops and fosters strong strategic relationships with customers, understanding their needs so we may deliver value creation. Engages and collaborates with Key Account Managers to ensure we are communicating at the right levels with customers. Will also collaborate with Owens Corning Home Center Team members as needed on strategic decisions and opportunities.
• Develops winning relationships with customers through a consultive, value-selling approach, listening, identifying customer needs, and aligning needs with our products and services in a way that earns trust and delivers growth.
• Viewed as a trusted business advisor, knowledgeable in national market trends, including competitive intelligence and future projections, leverages expertise to coach customers.
• Identifies meaningful data, interprets and leverages data to synthesize changes in market conditions and/or competitive behavior, and the support to the creation and execution of strategies.
• Identifies competitive advantages, disadvantages, and company strengths and weaknesses (understanding why the customer is buying from the competition).
• Establishes clear and appropriate operating authority on critical performance drivers for national account customers (e.g., pricing, operations/capacity planning).

Business Acumen, Executing Strategy, & Delivering Results

• Helps develop and communicate annual sales plan for each National Account, consistent with near term requirements for financial and non-financial performance and long-term strategic requirements.
• Strong ability to connect market dynamics to business and financial results, both creating plans to influence and pivoting quickly when the market demonstrates a different dynamic.
• Through expanded use of analytics and insights, continuously build a deep understanding of our National Account customers and the marketplace, develop strategies to generate growth opportunities, bring differential value to customers, and outperform competitors.
• Collaborates with the Owens Corning Pricing team(s) to develop and execute pricing strategies.
• Contributor in developing long term strategic plans for the National Account customers and the Foam business. Leverages knowledge of how our business and our customer’s business align, and where and how we can best grow across markets to drive revenue and profitability.
• Committed to eliminating waste in sales processes, driving for sales process effectiveness.

JOB REQUIREMENTS

Minimum Qualifications 

• Bachelor’s degree in business or related field, master’s degree a plus.

Experience:

• Minimum of 5 Years experience in sales, preferably working with National Accounts & building products.
• Creating and developing national account programs, plans, and contracts.
• Leading and developing strong relationships with decision makers at the National Accounts corporate and regional levels.
• Creating and developing collaborative customer programs, which include marketing, promotion, training, products and pricing programs that return significant value to OC.
• Creating and implementing customer business plans.
• Increasing margins through aggressive management of price, mix, and cost.
• Experience working in large matrix organizations with demonstrated ability to influence others and execute plans through cross functional teams.

Knowledge, Skills & Abilities

• Demonstrates the Owens Corning Values: Caring, Curious, Committed, Collaborative.
• Ability to develop an intimate knowledge of customers, contracts, competition, and the industry.
• Makes data-based decisions and commits to a course of action with appropriate information, recognizes uncertainty of success, weighs and manages risk in decision making.
• Strong business communication and financial acumen with demonstrated analytical ability accompanied by superior presentation skills.
• Highly motivated and results driven with a high energy level.
• Broad operating style, ability to adapt across cultures, environments, and styles.
• Exudes professional confidence with strong listening and negotiation skills.
• Ability to travel up to 60% of the time.

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