The Commercial & Industrial organization is seeking a Business Development Leader (BDL) for the Air Distribution and Flexible Duct Media (FDM) business. The BDL is accountable for the execution of the AirCareTM Contractor Program and strategy, direct accountability for strategic FDM customers and accurately forecasting FDM volume. The BDL will have direct leadership of the AirCare Market Development Managers (MDMs) in their territories across the US and FDM.  This position will be responsible for driving profitable sales growth by developing, maintaining, and executing account plans that align with customer needs and Owens Corning’s strategy.  

Travel required up to 50% by either plane or car, depending on key focus areas.

Reports to:  Director of Air Distribution Technical Insulation

Location: Open to remote work setup. Toledo preferred. 

Span of Control: 5 Market Development Managers (MDMs) and 1 FDM KAM

The Business Development Leader has four primary responsibilities for success:

1. Knowing Our FDM Customers (driving business growth through deep customer knowledge and market understanding), Establish and Execute Key Account Management plans for each account, and Price Leadership and Outcome-focus 

• Intimate business insight and knowledge on the FDM segment at all levels of the value chain (Flex Duct Manufacturers, HVAC Distributors, and contractors).
• Manage relationships throughout the National Account customers.  This includes executive level contacts, operations, sales, R&D, finance, and quality.
• Provide guidance to the FDM channel, helping our customers and Owens Corning be successful.
• Develop and execute the strategic plans of the FDM business inclusive of forecasting of FDM (development of forecasting tools, etc). The strategic plans will identify the customer objectives, agree on focus areas, and includes resource plans.  The plans will shape the strategic vision and outline the value proposition with our FDM customers
• Utilize CRM to keep the FDM plan current.
• Manage price and margin through strategic price actions.
• Monitor business performance and provide regular summaries to the organization, leveraging key contacts to organize and accomplish business priorities.
• Efficient use and allocation of resources.

2. People Leadership of the Market Development Team

1. • Provide people leadership to the Market Development Managers, effectively coaching to metrics and CRM usage, as well as the Owens Corning Leadership Capabilities for Growth
   • Maintain and recruit a diverse and inclusive market development team in key geographies to support the AirCareTM program
   • Develop an intentional internal succession pipeline

3. Effective AirCareTM Program Leadership

1. • Develop and maintain a detailed scorecard of key performance indicators (KPIs) for the program and for the market development team, including Lead Conversion %, Revenue contribution per contractor, number of contractors in the program, among others
   • Partner with Marketing to ensure Marketing spend aligns with Program goals, maximizing Return on Investment for campaigns or other investments
   • Develop and execute, in coordination with other functions, effective training tools, processes and initiatives to drive KPIs
   • Provide Insights to Owens Corning leadership on resources required for success
   • Current market dynamics and future trends, using this knowledge to drive appropriate allocation of resources within Owens Corning
   • Navigating complex manufacturer à distributor à contractor relationships both nationally and locally; using this knowledge to maximize program results as well as coaching the market development team and others
   • Developing direct and strategic relationships with established contractors, as well as potential Key Account Management for regional or national contracting groups as required

MINIMUM QUALIFICATIONS:

• Bachelor’s degree in sales, marketing, business, or related field. MBA preferred
• 7+ years of customer-facing experience in the building products industry.
• Knowledge of market dynamics which influence customer behavior.
• Demonstrated ability to build strong customer relationships.
• Comfort dealing with executive level contacts.

EXPERIENCE :

• Demonstrated ability to build strong team of MDM’s.
• Familiar with HVAC practices and how to impact at each level of the value chain.
• Demonstrated ability to work with all levels of an organization within a large national account customer (CEO, President, Director, Purchasing, Technical, etc.).
• Experience in preparing, leading, and engaging in strategic customer meetings.
• Demonstrated understanding of market dynamics including channels, customers, and competitive landscape.
• Demonstrated experience driving and developing business for future growth.
• Identify and appropriately manage key accounts.

KNOWLEDGE, SKILLS & ABILITIES: 

• Uses knowledge of the industry, market, and economic data to identify opportunities and threats in the business landscape. 

• Strong business and financial acumen. 

• Understands how individual goals and metrics tie to the Enterprise goals and objectives. 

• Possess excellent presentation skills, a strong customer focus, and the ability to manage change. 

• Ability to engage in persuasive and influential discussions by understanding customer’s needs. 

• Listening, fact gathering, developing conclusions, developing strategies / recommendation, and executing action plans. 

• Strong organization and deadline management skills. 

• Works well cross functional teams (i.e. marketing, customer service, sales, manufacturing, R&D), while demonstrating leadership to achieve optimal business outcomes. 

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