Sales Director

Sales Director - Foam

PURPOSE OF THE JOB

The Sales Director provides commercial leadership for the Foamular Sales team, while also serving on the Foam Leadership team providing strategic direction for the Foamular business. The Sales Director is accountable for developing, leading, and executing business and market strategies, while developing customer plans that create value for our customers. As a member of the Foam leadership team, the Sales Director is responsible for identifying, leading, and developing top talent across the organization. He/she demonstrates excellent teamwork and connection across the company, and a commitment to the success of the business and Owens Corning.

Reports to:General Manager, Foam

Span of Control:6 Direct Reports incl. Leaders & Business Development, Total Span of Control ~25

JOB RESPONSIBILITIES

Leadership

• Develops and motivates people in a way that inspires outstanding performance; coaching, mentoring, and supporting team members, sharing best practices and resources for development and growth.
• Develops strong relationships and credibility with internal stakeholders and operates as a trusted advisor and business partner. (Marketing, Pricing, Supply Chain, Operations, and others). Builds these trusting relationships through effective and consistent communication, active listening, and dependability.
• Demonstrates strong interpersonal skills, paired with knowledge of our products and services and those of our competitors.
• Build a world class salesforce through effectively identifying, assessing, and hiring top talent. Holds the team accountable for results/outcomes.
• Coaches, recruits, and mentors team members to meet current and future talent needs; directly addresses performance concerns in a timely fashion, challenges team to grow and improve, and encourages continuous learning and development. Builds the Foam and Owens Corning talent pool.
• Embodies executive presence by inspiring and influencing others, both internally and externally. Operates and communicates in a decisive, clear, concise, and consistent manner.
• Prioritizes competing priorities effectively, focuses on what matters most, and delegates or defers as needed.
• Operates beyond Sales, acting as key business leader at the Foam Leadership Team to work cross functionally. Contributes positively to Owens Corning to solve business and customer problems, driving business results.
• Measures: Team performance, Internal Talent development, development of succession plans for key leadership roles, extraordinary talent additions through external recruiting, Leadership team feedback, Impact to broader Owens Corning, Executive feedback

Business Acumen

• Strong ability to connect market dynamics to business and financial results; both creating plans to influence and pivoting quickly when the market demonstrates a different dynamic.
• Through an expanded use of analytics and insights, continuously build a deep understanding of our customers and the marketplace, develop strategies to generate growth opportunities, local requirements to bring differential value to customers and outperform competitors. Identifies internal and external resource needs to ensure customer plans are executed fully.
• Influences national pricing decisions; manages broad pricing communications and provides explanation for complex decisions. Collaborates with the Owens Corning Pricing team(s) to develop and execute pricing strategy in the US and Canada. May negotiate specific large-scale pricing with customers by exception when necessary - but is focused on the pricing strategy.
• Understands and influences the Foam supply chain, utilizing this knowledge to find optimum solutions for customers and the marketplace. Uses analytics and team members to weight cost and benefit to make these decisions.
• Through understanding of business/sales operations: forecasting, supply chain, inventory, market dynamics - ultimately building an overall commercial strategy to advance business objectives. Includes owning the Foam demand forecast, balancing Price, Share and Value creation with customers.
• Analyses internal and external risks, and their potential impact on business results, developing mitigation plans to address risks.
• Communicates business strategy and performance to external constituents (customers, industry) effectively and engages them in the vision of the business.
• Key Performance Indicators:forecasting accuracy on a monthly and quarterly basis, pricing and margin management, Price, Volume and Mix (PVM) financial performance, Market Share.

Commercial Strategy & Consultative Selling

• Deep understanding of multiple channels within Foam (2-Step, Specialty Distribution Channels, Retail, OEM), and the ability to navigate and extract maximum value for Foam and our Customers. Ability to navigate intense channel conflict with Foam, but also other Owens Corning products including fiberglass, doors, and roofing.
• Develops and fosters strong strategic relationships with customers, understanding their needs and building a commercial organization that can deliver value creation. Ensures that Key Account Managers and the overall Foam sales team is engaging at the right levels with customers.
• Develops winning relationships with customers through a consultative, value-selling approach; listening, identifying customer needs, and aligning needs with our products and services in a way that earns trust and drives growth.
• Viewed as a trusted business advisor; knowledgeable in national market trends, including competitive intelligence and future projections; leverages expertise to coach customers.
• Drives new and different ideas, innovation, and collaboration with customers - connecting with internal Owens Corning stakeholders - to ultimately deliver Revenue growth above market.
• Committed to eliminating waste in sales and business processes driving for sales process effectiveness. Seeks to find new and innovative ways to sell and create value for customers.
• Connects customers and sales team members to both external and internal resources, creating "Win-Win" environments.
• Identifies meaningful data; interprets and leverages data to synthesize changes in market conditions and/or competitive behavior, and the support the creation and execution of strategies.
• Identifies competitive advantages, disadvantages and company strengths and weaknesses (understanding why the customer is buying from the competition).
• Develops/recommends appropriate Incentive plans for the Commercial Team that align with business strategies.
• Establishes clear and appropriate operating authority on critical performance drivers for national account customers (e.g., pricing, operations/capacity planning)
• Key owner/contributor in developing long term strategic plans for the customers and the Foam business, including products, programs, and innovation. Leverages knowledge of how our business and our customer's businesses align, and where and how we can best grow across markets to drive Revenue and Profitability.
• Measures:Customer feedback, Net Promoter Scores, Market Share and Price Realization, Business strategy reviews, Product Launches/Innovation Metrics, ROI on customer programs, Revenue execution with Key Accounts.

JOB REQUIREMENTS

MINIMUM QUALIFICATIONS:

• Bachelor's degree in business or related field, master's degree preferred.

EXPERIENCE:

• 10+ Years Experience in Business, Sales, and Building Products.
• Driving organic, above-market growth in a sales organization.
• Leading customer strategic plans in a complex and multi-channeled business environment.
• Creating and developing national account programs, plans and contracts.
• Building, Enrolling, and Developing a sales team to achieve aggressive goals and drive growth.
• Developing strong executive customers relationships.
• Operating in a Matrix Fortune 500 environment: Gaining alignment, developing, and leading strategies throughout the organization.
• Leading an organization in a range of economic conditions (i.e., expansion, contraction, etc.).
• Operating across geographic and cultural boundaries (US & Canada specifically).
• Margin management through Price, Volume, Customer Mix, and Cost position.
• Building commercial plans to acquire new customers, increasing share of wallet, and building new capacity in the industry.
• Attracting, developing, and retaining outstanding commercial talent.

KNOWLEDGE, SKILLS & ABILITIES:

• Demonstrates the Owens Corning Values: Caring, Curious, Committed, Collaborative.
• Demonstrates Owens Corning Leadership Capabilities for Growth: Connection, Challenge, Evaluation, Action.
• Ability to develop an intimate knowledge of customers, contracts, competition, and the industry.
• Ability to lead and execute in a large matrix organization.
• Ability to think strategically and execute strategic directions, especially in a multi-channel environment.
• Makes data-based decisions and commits to a course of action with appropriate information; recognizes uncertainty of success, weighs and manages risk in decision making.
• Strong business and financial acumen with demonstrated analytical ability.
• Demonstrated executive presence, including confidence and strong active listening skills.
• Highly motivated and results driven with a high energy level.
• Broad operating style, ability to adapt across cultures, environments, and styles.
• Ability to develop a functional operating plan, manage and control costs, and increase revenues without sacrificing margin profiles.
• Demonstrated ability to motivate, lead by example, encourage teamwork and provide effective communication.
• Ability to travel up to 60-70% of the time.

The base salary range for this position is $167,000- $225,000 with the potential for up to an additional 25% if the applicant hired has additional related qualifications. We also offer a substantial benefits package including insurance (medical/dental/vision/life/disability/supplemental offerings), 401k (company contribution regardless of employee participation - plus match), liberal paid time off (vacation, personal floating and standard holidays), Employee Assistance Services, Stock Purchase Program - and more.

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