• Job Description

  Req#: 61629

  PURPOSE OF THE JOB

  Have you wanted to work for a start-up business? Now is your ideal opportunity to join a start-up business part of a larger Fortune 500 ® company that is one of the most recognized and trusted brands in the industry. At OC Lumber, we are looking for talent that is risk-taking, takes initiative with little to no process (while creating process along the way), provides close communication with the team, and one who works agile pivoting quickly when circumstances change.

  The Key Account Manager – Marker Leader is accountable for the growth of the Owens Corning Lumber business and driving value across our largest, fastest growing and most strategic customer relationship. The individual will be responsible for targeted growth within a respective region and accountable for designing, launching and executing strategies to strengthen confidence in our brand and product lines, engage contractors, builders and influencers to drive traffic and convert projects and ensure a valuable customer experience across every possible relationship touchpoint.

  In this role, you will work across the full customer landscape including owners and corporate executives, regional managers, showroom mangers and yard support staff. Through these relationships, you will ensure OC Lumber is essential to their aggressive growth plans. The successful candidate should be able to collect, understand and act upon relevant data, including customer insights, competitor insights and economic and industry data, as such contributing to the commercial strategy and our overall long-term success in this market.

  You could expect traveling up to 60-80% depending on season of the market and business activity.

  Join an organization that believes that every employee owns a piece of our bold growth goals and ultimate success. We are a market-leading innovator that has placed on the Fortune 500®. Owens Corning is devoted to delivering sustainable solutions across our three business segments while striving to ensure our people and products make the world a better place. We take pride in having an inclusive and diverse workplace with employees around the globe. A holistic sense of community exists across our entire organization as our talent grows globally. We are a company that fully recognizes the importance of paving a path to a sustainable and safe enterprise through investing in our people. Our desire to make an impactful difference in the world flows from top down to all levels of the organization. By being a company that instills pride within each and every employee, we aspire to build market-leading businesses; global in scope - human in scale.

  Reports to : General Manager, OC Lumber

  Span of Control : People Leader of 2 Sr. Area Sales Managers. This position provides day-to-day accountability to OC Lumber’s largest customer within a key growth region and is supported by direct reports and cross-functional partners across our enterprise.

  JOB RESPONSIBILITIES

  Creating a meaningful impact at the regional/market level

  • Intimate understanding of how our customers win at a region/market level.
  • Engaged in developing product line strategies with customer regional leaders, outside sales representatives and showroom teams.
  • Execute brand experience and market activation strategies at the regional level and across key markets.
  • Schedule and execute product training sessions and demonstration events at showrooms and throughout the region.
  • Clear understanding of the Decking, Lumber, and related building materials macro environments.
  • Integral point and key OC Lumber contact for regional management and the voice of our brand in the local market.
  • Communicate regularly with updates to the General Manager, business leadership teams, plant operations, strategic marketing, S&T and all other partner functions.

  Building and executing strategy to drive measurable business impact

  • Leverages financial and industry acumen in consultative and business discussions.
  • Leverages available enterprise and business resources to support responsible and profitable business decisions.
  • Requests and leverages feedback and ideas from others to strengthen relationship and business.
  • Well-versed in competitive landscape, companion accessories, OC Lumber product portfolio and value proposition.
  • Leverages connection with strategic market, plant and operations and business leadership teams to meet customers’ special-order and program needs.
  • Executes on the customer strategy, leads key initiatives, shares results with others and engages with contractors to ensure we are delivering market and product leadership.
  • Engaged in forecasting the businesses in conjunction with business leadership teams.
  • Leverages strong organizational skills and initiative to achieve defined sales revenue, volume objectives, assortment expansions and prominent showroom placements.
  • Understands how the customer defines success and positions the two organizations’ goals together for growth.

  Being our customers’ most valuable partner

  • Develops an intimate insight and knowledge about our customers’ business, strategy, goals and the related macro lumber market.
  • Identifies trends, value creation opportunities and key actions to develop and execute regional commercial plans and overall customer strategy.
  • Builds a strong network at all levels of the customer organization connecting the dots with their OC functional counterparts; based on personal integrity, trust, and respect.
  • Continuously expands business connection wider and deeper to achieve exposure to key personnel, strategic goals, operating model, and business plans.
  • Has regular interactions with the key decision makers to coordinate alignment for actions and adapts tactics and key actions if & when required.

  KEY PERFORMANCE INDICATORS

  • Delivering the OC Lumber business plan including annual revenue, margin, and volume targets.
  • Regional and local market participation in training activities, market activations, project conversions and contractor preferred sentiment.
  • Results of OC Lumber Customer Relationship Health survey including Advocacy (measured through Net Promoter Score), Sentiment and Effort.
  • Beating regional and local market performance objectives: showroom revenue, product line penetration, lead generation and capture, showroom managers and support staff trained.
  • 100% conversion of any heritage or legacy direct-to-contractor sales.
  • Regular contributions to OC Lumber contractor and pro contact database.

  JOB REQUIREMENTS

  MINIMUM QUALIFICATIONS :

  • Minimum of 5-years of direct sales or channel marketing experience in the building materials industry (or direct sales of a product line into home center segment)

  PREFERRED EXPERIENCE :

  • Demonstrated ability to positively influence customer relationships and decision-making
  • Confidence to drive accountability for operational excellence, customer experience and brand consistency
  • Passion to grow, develop and train talent
  • Champion of inclusion, diversity, and category-disruptive thinking
  • Lumber category product knowledge and/or practical professional building/trades experience
  • Proven track record managing customer relationships including:
    • communicating value proposition from the perspective of the customer
    • in customer negotiations seeking the win:win
    • delivering impactful presentations, training, and demonstrations
    • financial tracking and sales forecasting
  • Eagerness to operate in an evolving structure, across geographic and cultural boundaries and within multiple locations in various markets and states.
  • Development of strategic plans

  KNOWLEDGE, SKILLS & ABILITIES :

  • Project Management (with ability to create rationale business cases)
  • Strategic relationship management
  • Excellent presentation skills
  • Compete on analytics: Can leverage data, ideas, and experience to come to sound decisions.
  • Value Selling & Communication
  • Negotiation: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
  • Strategic Sales Planning : Knowledge of sales principles, processes, techniques and tools; ability to develop sales plans that are future-oriented, support business strategy and reflect understanding of emerging, as well as existing, opportunities and markets. Strong business and financial acumen with demonstrated analytical ability.
  • Addressing Customer Needs: Knowledge of the principles and practices for addressing customer needs; ability to meet customer needs by offering appropriate products in an appropriate manner.
  • Sales Forecasting: Knowledge of sales forecasting tools, skills, and techniques; ability to estimate sales trends in the market.
  • Recommends solutions to sales forecasting issues in an effective and timely manner.
  • Forecasts sales while considering the market, product, and other valuable factors.
  • Advises on the use of key market, product, and environmental factors in forecasting.
  • Evaluates best practices in sales forecasting within the industry.
  • Implements sales forecasting standards within an organization.
  • Coaches others on sales forecasting methods and tools.
  • Develops High Performing Teams: Invests deeply in the growth and success of others.
  • Challenges team to set ambitious objectives and develop capabilities, providing coaching and feedback to accelerate growth. Empowers team to make decisions and provides meaningful challenges.
  • Team player: knows how to contribute toward team success.

  Leadership Capabilities

  • Autonomous and self-starter
  • Results driven ; Embodies a growth mindset ; Effective Communication ; Honesty & Integrity ; Demands Continuous Improvement ; Connects the Dots ; Influencing ; Creates an Inclusive Environment; Learns from Reflection; Leads Bold Resource Choices; Models Resilience; Works Horizontally

  #LI-KM2

  About Owens Corning

  Owens Corning is a global building and construction materials leader committed to building a sustainable future through material innovation. Our three integrated businesses – Composites, Insulation, and Roofing – provide durable, sustainable, energy-efficient solutions that leverage our unique material science, manufacturing, and market knowledge to help our customers win and grow. We are global in scope, human in scale with approximately 19,000 employees in 31 countries dedicated to generating value for our customers and shareholders, and making a difference in the communities where we work and live. Founded in 1938 and based in Toledo, Ohio, USA, Owens Corning posted 2022 sales of $9.8 billion. For more information, visit www.owenscorning.com .

  Owens Corning is an equal opportunity employer.

• About the company

  Owens Corning is an American company that develops and produces insulation, roofing, and fiberglass composites and related materials and products.

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