Owens Corning Roofing is seeking a Contractor Specialist for Canada.  This position will be responsible for all aspects of sales and service to Roofing Distribution Channel as well as Roofing Contractors.

The Roofing Contractor Specialist is responsible for executing Owens Corning’s Roofing growth strategy. Working closely with the Roofing National Account Managers, Regional Sales Leaders, Roofing Components ASMs, Technical Sales Representatives and ASM’s, this individual will foster current customer growth as well as identify and pursue profitable new business opportunities within the retail dealer network and commercial channel.

This position reports to the Roofing Sales Leader:  David Flood

Home Office Based: In Region

1. Knowing Our Contractor Customers (Driving Business Growth through deep customer knowledge and market understanding)

• Continuously builds intimate insight and knowledge of the market and customers within the territory, their business, what is necessary for the customer to be successful, and the differential value that our current and future products, programs and processes deliver.
• Understands what is necessary for the direct customer to be successful, generates measurable differential value from current and future products, programs and processes delivered to the customer.

2. Developing Down-channel Territory Strategy for Contractors

The ASM will provide the following insights:

• An environmental analysis that includes:
  • Economic impacts
  • Market trends
  • Competitor intelligence and strategies
  • Clear needs of the customer and the customer’s strategy

• An analysis of the competition, which identifies competitive advantages, disadvantages and company strengths and weaknesses. (Understanding of why the customer is buying from the competition.)
• An analysis of external, execution risks, their potential impact on business segment results, and the definition of a mitigation plan, which addresses the risks with, identified actions.

3. Execution – Delivering Results

The Roofing Contractor Specialists must be a well-organized self-starter with high work standards to achieve defined sales revenue and gross margin objectives while managing OC product placement within their territory.

The Roofing Contractor Specialists will execute on the customer strategy, share results with others, conduct meaningful customer discovery interviews; to insure we are delivering on what the customer value most.

• Delivers on the plans for all segments; optimizes for Owens Corning and the customer
• Identifies and delivers differential value for OC and our customers
• Develops and implements customer .operating plans with a 3-year vision organization.
• Through partnership, ensures the customer meets their financial goals
• Manages margin through strategic price, actionable cost management, and effective negotiation using accurate and reliable reporting CRM tools
• Through communication and behavior, advances our desired market role and positioning
• Recommends resourcing and funding decisions that maximize value for Owens Corning.
• Identifies and develops process changes to eliminate waste/increase profitability for Owens Corning and our customers
• Establishes strong and productive high, wide and deep customer relationships
• Communicates the full value that can be derived from each of our products, services, systems and solutions; individually and collectively
• Ensures a safe, clean, and environmentally compliant work environment and builds a culture where safety is a priority.

4. Training Contractors and Builders

• Working closely with the regional ASM to develop a list and engage key contractors and builders on the OC shingles.
• Develop a value proposition catered to each contractors/ builder’s business needs.
• Develop and conduct learning and information sessions for the contractors and builders in the region.
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Experience:

1. Experience in the building materials industry working with builders and contractors.
2. Solid understanding of the builder and contractors’ business.
3. Demonstrated ability to develop a sale from cold call through close
4. Operating across geographic and cultural boundaries
5. Ability to market, educate and sell new products and services, attracting new customers.
6. Solid experience delivering impactful presentations and demonstrations

Knowledge and Skills:

• Excellent verbal and written skills
• Demonstrated ability to develop an intimate knowledge of customers, competition, and the market.
• Building science knowledge
• Demonstrated ability to build strong customer relationships
• Superior presentation skills

Abilities and Personal Characteristics:

• Leads with a strong set of values aligned with OC values
• Conducts himself/herself with the highest ethical and moral standards
• Demonstrated ability to prioritize and execute against multiple opportunities
• Makes decisions and commits to a course of action with appropriate information while managing risk.
• Highly motivated and results driven with a high energy level
• Carries self with a high degree of professionalism and poise
• Asks meaningful questions with critical listening and analytical skills
• Intelligent, creative, analytical
• Behave in a mature and appropriate manners.
• Shows good judgment; does not allow feeling or biases to distract reasoning; does not rationalize failures
• Expresses himself/ herself candidly and encourages candor from others
• Shows appreciation for and understanding of the feelings of others.
  Aware of personal impact on others.  Expresses opinions without offending or creating defensiveness
• Leadership - Lead teams, Peer Mentoring Ability to sell against the competition’s products and services. Knows products and services from memory and is an information source for others.
• Market Complexity - Experience with multiple locations located in various markets in various provinces. Acts upon and understand how the customers define success and how to leverage the two organizations for mutual success.
• Ability to travel up to 50% of the time

Education:

• Bachelor’s degree in business or related field
• Minimum 3 years sales experience preferred

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