Sales Leader Interiors - Non-Wovens

  • Company: Owens Corning
  • Location: Gastonia, North Carolina
  • Posted: September 09, 2016
  • Reference ID: 2981280
Location: Gastonia, North Carolina - United States

The Sales leader of our Interiors segment provides leadership and is accountable to drive profitable top line growth by emphasizing teamwork and accountability from the customer back across all our business transactions. The segment leader owns the development and execution of the segment strategy, in partnership with our global non wovens partners; which includes our ceiling, floors and walls products. This position is an actively participating member of the commercial leadership team.
REPORTS TO: This position reports to the Sales Director, North America Non-Wovens
SPAN OF CONTROL: This position provides leadership and supervision to the sales team within the product/customer segment.

Knowing Our Customers
  • Leads by demonstrating an intimate business insight and knowledge of the business segment customers, their businesses, what is necessary for the customer to be successful, and the differential value that our current and future products, programs and processes deliver to the customer
  • Leads the commercial segment team and holds them accountable for building deep understanding of the industry and markets, and an intimate professional/business understanding of the customers' needs
  • Drives results by leading with high expectations of our organization around commercial leadership and coaching, customer communications, sales skills, negotiation skills, business acumen, teamwork, technical knowledge and product knowledge to support our customer at every level
Development of Strategy
  • Partners with the sales director and others to develop a commercial strategy that will ensure the profitable growth and success of our customers and Owens Corning
  • Provides insights specific to the sales strategy as input to the overall business strategy
  • Develops an environmental analysis that includes:
    • Economic impacts
    • Market and industry trends
    • The needs of customers and the market as identified by the organization, and the resultant opportunity for the business segment, business and Owens Corning
    • An analysis of the competition, identifying competitive advantages, disadvantages, company strengths and weaknesses
    • An analysis of risks and their potential impact on the business segment, and a mitigation that addresses the risks with identified actions
    • A pricing strategy that considers the current and future state of the market, and takes into account the global market overview & stakeholders
Executing Strategy
  • Drives the sales organizations' accountability through performance management and commitment to commercial coaching and development of every team member
  • Consistently emphasizes commercial productivity and managing the business by the numbers.
  • Organizes and inspires the segment organization and other broader business teams that interact with sales and customer service to deliver the strategic objectives and supporting goals
  • Communicates with all major customers and models behavior for the commercial team so that our customers know our strategic plans, how to position for market conditions, and build trust and operating integrity in our business relationships
  • Communicates business strategy and performance to external constituents (customers, industry) effectively and engages them in the vision of the business
  • Demonstrates ability to design selling programs, with an outside-in perspective, to drive Owens Corning and customer profitability
  • Works with the Sales Director to ensure all selling initiatives and strategy are cost effective and lead the sales organization around managing costs to plan
  • Develops relationships with key industry associations and manufacturers to advance the use of our products in new applications and building practices
  • Sets expectations that drive collaboration across the business, maintains strong partnerships with key functional teams
  • Committed to eliminating waste to drive for process effectiveness
  • Metrics include: operating margin, sales revenue, forecast accuracy, new customers, PVM management, market share, and achievement of customer action plans
Directing Operations
  • Drives commercial productivity by creating a dynamic selling environment with high expectations and healthy internal competition
  • Develops, communicates and leads annual sales plan for the business segment consistent with near-term requirements for financial and non-financial performance, and long-term strategic requirements
  • Drives accountability throughout the sales organization and other broader business teams, which have impact on the sales plan
  • Monitors market data and customer feedback to collect and synthesize changes in market conditions and/or competitive behavior
  • Utilizes business and management reviews and continuous commercial oversight to respond to the external conditions at that time and drive business performance
  • Leads and manages the forecasting and pricing processes
  • Positions talent for maximum impact on results and growth/development
  • Establishes clear and appropriate operating authority on critical performance drivers (e.g., pricing, operations/capacity planning)
  • Committed to eliminating waste in processes driving for commercial process effectiveness
  • Establishes clear "tone at the top" related to OC values, safety, business ethics and the law, and financial controls
  • Metrics include: organization sales performance to plan and prior year (e.g. pricing), sales performance versus market conditions and competition
Leading and Developing Talent
  • Develops commercial roles to create opportunities with strong accountability and development, in order to most effectively support our customers and enhance Owens Corning profitable growth
  • Creates an environment where talent is developed through effective coaching, performance management, talent evaluation systems and utilization of people
  • Emphasizes commercial leader and individual team member development resulting in building best talent bench strength at all levels
  • Effectively creates and fills openings with the appropriate mix of internal promotions and external recruitment to satisfy near-term performance and longer-term succession needs
  • Recognizes, assesses and selects top sales talent
  • Creates teamwork across the commercial function and the business segment(s) to maximize the performance of Owens Corning
  • Is regarded by employees as a role model for growth, development and conduct
  • Metrics include: talent acquisition, succession planning, turnover, employee and survey feedback

  • Bachelor's degree in business, engineering or other related field; Master's degree preferred
  • Experience managing customers and relationships
  • Non wovens product knowledge/experience preferred
  • Participation in the development of strategic plans
  • Demonstrated business leadership in sales, with direct people leadership preferred
  • Strong customer relations with an outside in perspective
  • Leading an organization in a range of economic conditions, i.e. expansion, contraction, stable economic conditions
  • Leading and operating in a multi-cultural business across geographic and cultural boundaries
  • Increasing margins through aggressive management of price, mix and volume
  • Marketing and selling new products and services; attracting new customers.
  • Growing a commercial organization organically
  • Delivering rapid improvement in an underperforming organization
  • Attracting, developing and retaining outstanding talent
  • Understanding impacts of and influencing codes / public policy for future business growth
  • Clear understanding of technical concepts and applications, how glass is used in the customer's process and applications, applied technical knowledge
  • Customer savvy and business understanding
  • Demonstrated ability to develop an intimate knowledge of customers, competition, and the market
  • Competitive, highly motivated and results driven, with a strong work ethic
  • Creative, uses a wide variety of methods/techniques to solve problems
  • Strong business and financial acumen with demonstrated analytical ability and superior presentation skills
  • Demonstrated ability to think strategically and execute strategic directions
  • Demonstrated ability to manage and control costs
  • Demonstrated ability to develop a functional operating plan
  • Ability to write strong business cases
  • Broad operating style, ability to adapt across cultures, environments and styles
  • Forward thinking leadership abilities, including the ability to motivate, lead by example, and encourage teamwork and effective communication
  • Shows good judgment, does not allow feeling or biases to distract reasoning
  • Freely states opinions and feelings, expresses him/her self directly and candidly
  • Energetic communicator and leader
  • Makes decisions and commits to a course of action with appropriate information, recognizes uncertainty of success, weighs and manages risk in decision making
  • Shows appreciation for and understanding of the feelings of others, aware of personal impact on others, expresses opinions without offending or creating defensiveness
  • Ability to travel up to 50% of the time
About Owens Corning
Owens Corning (NYSE: OC) develops, manufactures and markets insulation, roofing, and fiberglass composites. Global in scope and human in scale, the company's market-leading businesses use their deep expertise in materials, manufacturing and building science to develop products and systems that save energy and improve comfort in commercial and residential buildings. Through its glass reinforcements business, the company makes thousands of products lighter, stronger and more durable. Ultimately, Owens Corning people and products make the world a better place. Based in Toledo, Ohio, Owens Corning posted 2015 sales of $5.4 billion and employs about 16,000 people in 25 countries. It has been a Fortune 500® company for 62 consecutive years. For more information, please visit .A career at Owens Corning offers the ability to enhance your expertise and achieve your personal and professional aspirations. Through it all, we'll empower you with an environment that encourages open communication and big ideas, competitive pay for your performance, comprehensive benefits, and more opportunities to make your impact.
Must be eligible to work in the U.S. on a permanent basis.
Owens Corning is an Equal Opportunity, Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status or status as an individual with a disability.

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