Director, Enterprise Sales Excellence

The Director, Enterprise Sales Excellence leads the transformation of Owens Corning’s commercial capabilities from fragmented efforts to a scaled, enterprise-wide operating system that enables consistent execution, accelerates growth, and strengthens competitive advantage. This role addresses the need for a unified approach to how we sell—resolving inconsistencies in tools, processes, and expectations that limit enterprise outcomes—and integrates CRM, Sales Process, and Key Account Management into a cohesive system. It also strengthens the customer experience by enabling a more consistent, connected, and value-driven engagement model across Owens Corning. The role ensures enterprise standards, governance, and leader routines translate strategy into measurable commercial outcomes for both customers and Owens Corning.

Enterprise defines the system and standards and governance; businesses are accountable for execution and results.

Reports to: Chair of Unparallel Commercial Strength

Span of Control: 0 direct; significant enterprise influence across all business commercial teams; sales, marketing, customer insights, GIS and HR. 

CRM Strategy, Governance & Adoption

• Define and evolve the enterprise CRM strategy and roadmap as the unified voice of the businesses
• Translate business needs into standardized CRM requirements, workflows, and data structures
• Partner with IT and Digital to enable delivery while maintaining business ownership of outcomes
• Embed CRM into daily sales rhythms including pipeline reviews, forecasting, and account planning
• Establish and enforce global standards for usage, governance, and data quality
• Drive adoption through leader inspection routines and accountability mechanisms
• Ensure CRM improves decision-making, visibility, and execution quality

Sales Process & Capability System

• Lead enterprise work to define and collaboratively create consistent sales processes aligned to channel specific dependent sales processes (e.g., distribution, 1 step vs 2 step, contractor, dealer, retail).  Create clear roles and responsibilities to drive clarity for business level execution and ownership
• and operationalize enterprise sales processes aligned to the customer buying journey
• Establish clear expectations for pipeline management, deal execution, and forecasting rigor
• Translate strategy into observable behaviors and execution standards
• Integrate CRM, analytics, process, and training into a cohesive capability system
• Codify and scale best practices from top-performing teams
• Equip leaders with tools, routines, and coaching frameworks to drive consistent execution
• Drive enterprise-wide consistency while allowing targeted flexibility

Enterprise Key Account Management (KAM)

• Define and deploy an consistent Key Account Management model
• Establish criteria, governance, and expectations for key account selection and management
• Standardize account planning, executive engagement, and cross-portfolio selling
• Enable a shift to long-term, strategic customer partnerships
• Integrate KAM into CRM and enterprise sales processes
• Drive alignment across businesses to maximize enterprise value from key accounts

Operating Model, Governance & Prioritization

• Own the commercial excellence operating model including governance and decision rights
• Lead prioritization and sequencing of enterprise initiatives
• Provide clarity and escalation when priorities conflict

Adoption, Performance & Outcomes

• Drive enterprise adoption and execution discipline
• Define KPIs and scorecards tied to commercial performance
• Ensure measurable impact on pipeline health, win rates, and growth
• Act as accountability partner to Sales Leadership for execution and outcomes

MINIMUM QUALIFICATIONS

• Bachelor’s degree or equivalent experience.
• 10+ years leading enterprise commercial transformation or sales operating models.
• Proven experience owning enterprise-wide systems (CRM, sales process, KAM) and driving adoption, behavior change, and outcomes.
• Demonstrated ability to translate strategy into integrated workflows, standards, and leader routines.
• Strong systems thinking—able to connect process, technology, data, and behaviors into a cohesive commercial operating system.
• Proven ability to influence VP/GM-level leaders across a matrixed environment without direct authority.
• Strong business acumen linking execution discipline to growth, pipeline health, and performance.

PREFERRED EXPERIENCE

• Leading enterprise CRM strategy, governance, and adoption within a broader commercial system.
• Integrating CRM, sales process, analytics, and enablement into a scalable capability system.
• Experience with enterprise/key account management models and cross-business coordination.
• Designing governance models (decision rights, prioritization, escalation).
• Embedding expectations into:
• Leader inspection routines
• Pipeline, forecasting, and account planning discipline
• Performance and reinforcement mechanisms
• Cross-functional leadership.
• Defining KPIs and scorecards to measure adoption, execution quality, and business impact.

KNOWLEDGE, SKILLS & ABILITIES

Enterprise & Systems Thinking

• Deep understanding of enterprise selling systems (pipeline governance, deal execution, KAM).
• Applies systems thinking to align process, technology, data, and behaviors into a unified operating model.
• Connects strategy to standardized workflows, execution rigor, and measurable outcomes.

Adoption & Change Leadership

• Leads enterprise adoption and behavior change at scale through:
  • Clear standards and expectations
  • Leader inspection and accountability
  • Data quality and compliance discipline
• Designs sequenced change strategies that drive sustained adoption.

Leadership Enablement & Influence

• Equips leaders with:
  • Clear expectations and standards
  • Dashboards and decision tools
  • Coaching and inspection routines
• Strong executive presence; challenges and aligns senior leaders effectively.

Cross-Functional Integration

• Aligns cross-functional teams into a single enterprise system.
• Drives consistency across process, tools, training, and governance.
• Navigates complexity and drives decisions in enterprise governance environments.

Operating Model & Governance

• Designs and leads an enterprise commercial operating model (governance, decision rights, prioritization).
• Ensures system integrity and enterprise standards while enabling BU execution.
• Tracks progress, surfaces risk, and drives enterprise accountability.

About Owens Corning  

Owens Corning is a branded building products leader with three complementary market-leading businesses providing roofing, insulation, and doors primarily for residential markets in North America and Europe. The company operates with an integrated go-to-market strategy and a unique set of OC Advantages™ – including its iconic brand, unparalleled commercial strength, leading technology, and winning cost position – to help customers win and grow in the market. Owens Corning is committed to helping build better and achieve more through winning partnerships, leading performance, and engaging people. Founded in 1938 and headquartered in Toledo, Ohio, Owens Corning is listed on the New York Stock Exchange (NYSE: OC). For more information, visit www.owenscorning.com. 

Owens Corning is an equal opportunity employer. Except in limited circumstances such as formal apprenticeship programs, Owens Corning does not employ anyone under the age of 18.