Sales Lead

PURPOSE OF THE JOB

The Composite Solutions Business is seeking an Area Sales Manager (ASM) for the Glass Reinforcements North America Team.  This position will be responsible for executing the customer strategy as defined by the North America Sales Team for OC Reinforcements across Wisconsin, Minnesota, Iowa, N. Dakota and S. Dakota. The primary accountabilities of the Area Sales Manager position are ensuring customer satisfaction, driving profitable sales growth of glass fibers, gaining/maintaining OC market share and successfully implementing a distribution strategy for the region to achieve the above. 

Reports to:  This position reports to the Senior Sales Leader-OC Composite Materials

JOB REQUIREMENTS & CAPABILITIES

1. The ASM has responsibility for transactions of all offerings with accounts in their region. Distribution is and will remain a strong focus in this region with a number of direct account responsibilities as well.
2. This position will require building strong relationships with all customers and will be responsible for achieving the highest level of customer satisfaction and transactional excellence within the region.
3. The ASM will successfully grow current accounts, convert targeted accounts as well as coordinate the required technical support to these accounts.
4. Seventy percent of the ASM’s time is expected in to be in front of customers and distribution partners, as a result travel is a direct function of the role and where the ASM should be located within the territory.
5. The ASM is supported by and works closely together with OC support partners (Commercial Excellence, Customer Service, Finance, Technical organizations, Supply Chain, legal, etc.)
6. The ASM will be responsible for creating and implementing a sales strategy for the territory that aligns with the GRNA business strategy. The strategy will focus on growing OC’s profitable share with distribution partners and direct accounts by capturing and creating value with customers through products, service, and technology.
7. Ability to deliver measurable results in the form of customer satisfaction, margin, revenue and volume through sales tactics that support customer growth and business strategy
8. Ability to articulate differential value proposition of Owens Corning and to Customers.
9. Capable of negotiating contracts, commercial agreements, and price agreements that capture value in both short and long term.
10. Broad understanding of GRS products and customer processes and the ability to understand customer needs, goals, FFU and select the appropriate potential product and services solutions to meet the customer needs.
11. The ASM will be responsible for forecasting demand, capturing market intelligence and communicating both to the OC organization.
12. The ASM is a member of the North American Sales and Distribution organization and is expected to be a strong team player, excellent communicator and provide a positive impact to our fun, dynamic and successful team.

MINIMUM QUALIFICATIONS:

• Three to five years of demonstrated ability to deliver results in a previous industrial sales role is required.
• Proven track record of selling the value of an organization to the customer

PREFERRED EXPERIENCE:

• Composites Industry knowledge is preferred
• Selling experience with distribution partners is preferred
• Bachelor’s Degree (or equivalent experience may be considered)

KNOWLEDGE, SKILLS & ABILITIES:

• Strong business acumen and analytics as well as have strong planning and organizing skills.
• Ability to create and evaluate business cases using strategy, margin, Price, Volume and Mix
• Demonstrated problem solving experience
• Demonstrated ability to develop and implement a sales strategy
• Ability to work in a dynamic environment
• Ability to develop an intimate knowledge of customers, competition, and the market to drive short- and long-term growth
• Ability to clearly articulate needs, trends, opportunities 
• Ability to build relationships at all levels of the customers to drive stakeholder alignment
• Ability to travel up to 60-70%
• Succession planning for the region