Job Title: Area Sales Manager - Foamglas (North East)

Location: must be based in New England area with easy access to major airports / travel centers

The Owens Corning Industrial sales organization is seeking an Area Sales Manager (ASM) to support our Northeast region for the Insulation business.  This position is accountable to drive profitable sales growth for our customers and Owens Corning by providing customer inspired solutions while implementing our Industrial mechanical insulation sales strategy.

The position involves selling Specification of Owens Corning Foamglas®, and Foamular products and accessory materials primarily to owners and mechanical/consulting engineering firms in the industrial and commercial sectors.  The ASM must maintain existing relationships with customers in the territory and establish new customer relationships to meet our growth agenda. The ideal candidate will understand channel pull-through sales tactics focused on facility and project owners, mechanical engineers, and other influencers in support of distributors selling the Owens Corning Industrial insulation portfolio.

Industrial insulation product knowledge, application, basic insulation science, financial business acumen and the ability to develop industry/market knowledge and opportunity analysis are critical to helping our customers be successful.

Reports to: Regional Sales Leader

Travel: up to 70%

Span of Control: Individual Contributor

Develops Sales Territory Strategy

• Collaborate with Marketing and Technical groups to develop sales and marketing strategies that will ensure the profitable growth and success of Owens Corning and our customers within the markets served in the region.
• Create and maintain a territory analysis that includes economic impacts, market trends, competitor intelligence and strategies, clear needs of the customer, and the customer’s strategy.
• Know competitive landscape and how to leverage that knowledge to win with your customers.

Drives Business Growth

• Continuously builds intimate insight and knowledge of the Industrial insulation market and influencers which include distributors, contractors, engineers, trade support within the territory.
• Utilize a strategy to grow sales by understanding the customer’s business, channel influencers and what is necessary for the customer to be successful.
• Utilize cross functional resources to create differential values and articulate a value proposition that leverages marketing tools, product portfolio, construction data and relationships to grow your region.
• Understand Industrial construction projects, track projects by region in support of product specification activities during design, bid, and award phase.

Delivers Strong Results Strong implementation of the division strategy for each of the products and solutions they represent, and drive actions toward meeting their sales goals. 

• Execute customer strategies, share results with others, conduct meaningful customer discovery interviews, to ensure we deliver what each customer values most.
• Measure success through the active utilization of CRM to track sales activities leading to tangible results.

Below is a typical breakdown of where this role will be spending time and effort:

• Engineering Sales (specification development) – 30%
• Plant/facility specification development – 25%
• Channel Management and support – 15%
• Contractor Development – 15%
• Territory management – 15%

MINIMUM QUALIFICATIONS:

• Bachelor’s degree in Business, Mechanical Engineering, Construction management, Industrial Distribution or related field
• At least 5 years of channel sales experience; highly preferred in industrial material specification sales (Insulation, piping, Valves, Industrial, Marine).
• Knowledge of industrial specification methodology.
• Demonstrated understanding of market dynamics including channels, customers, and competitive landscape.  
• Ability to market, educate and sell existing and new products and services, attracting new customers.
• Demonstrated ability to build strong customer relationships with direct and indirect influencers.
• Familiar with construction practices and how to sell within the industrial insulation segment.
• Well-organized self-starter with high work standards

PREFERRD EXPERIENCE

• Experience in the industrial materials industry and a strong process science knowledge is preferred.

• Understands the impact of segment macroeconomics on demand
• Has deep drive and experience with achieving exceptional results.
• Demonstrated experience driving and developing business for future growth.
• Identify and appropriately manages key accounts.
• Experience making persuasive product presentations
• Demonstrated ability to manage change
• Desire to lead people and manage a team

KNOWLEDGE, SKILLS & ABILITIES:

• Conducts himself/herself with the highest ethical and moral standards
• Strong organization and deadline management skills
• Works well cross functionally (i.e. marketing, sales, R&D)
• Applies continuous improvement to the sales process to improve business execution and results
• Demonstrated dependable ability to prioritize, follow-up and execute against multiple opportunities
• Demonstrates leadership within teams
• Demonstrates strong communication upstream and downstream.
• Demonstrate strong problem-solving skills.
• Demonstrates strong technical acumen.

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