Audience :
Experienced Professional
Work Arrangement : Remote
Requisition ID : 67209
.buttontext5586999d5c42d3aa a{border : 1px solid transparent;.buttontext5586999d5c42d3aa a : focus{border : 1px dashed #d40f7d !important;outline : none !important;PURPOSE OF THE JOB
In this role, you get to work with a group of strategic customers that go to work every day excited to sell the products that you provide as a finished good product to their customers. What if you were not just a salesperson, but a trusted business advisor that solves problems and provides solutions? Your customers will be large building material manufacturing companies that need our products and trust the OC brand.
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.
Working closely together with his / her peers and the OC functional matrix (business leadership, Strategic marketing, S&T, Product Engineer, SC, CST & Operations), the Strategic Key Account Manager, defines & executes a Key account strategy for the accounts of his / her portfolio, in accordance with the short, medium and long-term business objectives. The role is responsible to monitoring and delivering the PVM results defined in the plan and LRP while maximizing revenue, volume, and gross margin.
The Strategic Key Account Manager is accountable for understanding the customer needs & overall market trends to collaboratively create and introduce solutions that bring value to the customer and capture fair value for Owens Corning. The role will be responsible for leading a cross-functional key account teams with a Owens Corning enterprise mindset building connections up and down the customer organization to best position Owens Corning to deliver business results.
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 Regional NWS strategy and our overall long-term success in this market.
You could expect traveling up to 50-60% depending on season of the market and business activity.
Reports to : Sales Leader, Nonwovens, North America
Span of Control : This position provides leadership and supervision to the NA Strategic Key Accounts and serves as a contributor on the regional leadership team
JOB RESPONSIBILITIES
Live the Safety Stand of Owens Corning and adhere to safety responsibilities
Implements a personal safety action plan and review with his / her leaderEnsures rigorous understanding & compliance to standard safety procedures and OC corporate policiesAct as an OC steward inside or outside of the group facilities to promote safety on his / her daily activitiesKnowing Our Customers
Develops an intimate insight and knowledge about his / her key accounts and the related nonwoven market in general. Identifies trends, values creation opportunities and key actions to execute of his / her commercial plan and overall Key Account strategy.Owns the relationship with his / her strategic key accounts and builds a strong network at all levels within their organization connecting the dots with their OC functional counterparts; based on personal integrity, trust and respect. Continuously expands business wider and deeper with desire to achieve exposure to key personnel, strategic goals, operating model and business plans.Has frequent interactions with customer stakeholders & within the OC Matrix to coordinate alignment for actions and applies strategical tactics and key actions when required.Strategy development
Supports development of a long-term strategy with short and middle term milestones in coordination with the main stakeholders (product management, strategic marketing, S&T, CST, supply chain, and Operations)Participates and brings value to the design & execution of the regional growth strategy by collecting relevant data (customer insights, competitor insights, economic and industry data, etc) to understand customer needs and challengesPartnering with Product management, Application Engineers, and others he / she analyzes and incorporates the customer data to ensure the competitiveness of our solutions and help customers win by offering new insights and perspectivesPartners with PM, CE, and others within the organization to define customer segmentation model and appropriate customer offer / activities based on needs and organizational goalsWorks with PM and CE closely to support creation of value proposition in the customer language to deliver truly differentiated value to the strategic key accountsExecuting Strategy
Manages his / her strategic account portfolio in accordance with the NWS regional commercial strategy to optimize revenue, gross margin and reach the overall growth targetExecutes & delivers the strategy for his / her key customer(s) : sales targets and tactics to reach goals while leading a KAM team (i.e. cross functional team supporting his / her account(s) (SC, CE, product Mgt, S&T, Application engineering, Ops by removing barrier to execution, escalate for resources allocation & fast decision making when neededDevelops and plans account activities; prioritizes and coordinates opportunities; develops, communicates and monitors sales forecasts to ensure accuracy and execution. Track variances and analyze.Displays account leadership by using the SAMA competency modelSupports the Commercial Director for the creation and execution of the annual sales plan.Seeks to understand potential short-term threats or opportunities.Manages the forecast process for his / her key accounts, follows up on the day-to-day sales and checks performance vs. plan.Coordinates frequent reviews on his / her key accounts and updates account plansUtilizes pricing analytical tools and frameworks on a regular basis to suggest pricing decisions in collaboration with Commercial Excellence, Finance, and Product management to drive margin improvement for OCPrepares and updates high-quality key account negotiation planning / playbooks throughout the year to drive successful negotiations of LTA's (Long Term Agreements)Leads effective negotiations within the guidelines of consultative selling principles - teaching customers, tailoring our proposal and taking control of the negotiationEffectively drives the profitability of individual customers aligned with the overall market segment strategyUnderstanding Customer Needs
Identifies customer' unmet needsProvides solutions where our company's capabilities overlap with the needs of our customers using an enterprise mindsetWorking with Strategic marketing - Understands customer objectives well enough to describe the value we create in their language, not ours and translate it in a $ valueConfidently influences stakeholders at all levels within the customers' organizationProvides consultative selling expertise to customers by acting in a "Trusted Advisor" role :Partnering with customers to understand how our value drives their competitive positionSupporting customer in identifying and overcoming resistance to change within their organizationHelping customers formulate their buying criteriaDemonstrating curiosity to identify customer insights and opportunities to capture fair value for Owens CorningportfolioUtilizes appropriate market intelligence information to stay current on emerging market trendsJOB REQUIREMENTS
MINIMUM QUALIFICATIONS :
A minimum of 5 years of sales experience in a B2B environmentPREFERRED EXPERIENCE :
A proven track record in Account Management experience, managing and growing large accountsExperience in the NA building materials market preferredNonwovens segments and application knowledge / experience preferredExperience communicating value proposition from the perspective of the customerExperience building / managing customers and relationships at all levels of an organizationSolid sales track record in a business to business environment for technical products with long sales cyclesExperience in financial tracking, sales forecasting, and margin enhancementParticipation in the development of strategic plansStrong experience in customer contract negotiations seeking the win : win scenarioExperience operating in a multi-cultural business across geographic boundaries preferredExperience increasing margins through aggressive management of price, mix and volumeMarketing and selling new products and services; attracting new customersKNOWLEDGE, SKILLS & ABILITIES :
Knowledge and Skills
Strategic account managementIndirect leadership and influenceTeam player : knows how to contribute toward team successCompetitive, highly motivated and results driven, with a strong work ethicStrong business and financial acumen with demonstrated analytical abilityStrong negotiator & ability to manage complex & long term contractual relationshipsDemonstrated ability to think strategically and execute strategic directionsBroad operating style, ability to adapt across cultures, environments and stylesDemonstrated ability to develop an intimate knowledge of customers, competition, and the marketValue Selling & CommunicationCreative, uses a wide variety of methods / techniques to solve problemsProject Management (with ability to create rationale business cases)Ability to understand technical concepts and applicationsAbility to travel up to 60% of the timeAbilities and personal characteristics
Customer orientedExcellent presentation skillsCompete on analytics : can leverage data, ideas and experience to come to sound decisionsResults drivenEnergetic and engagingAutonomous and self-starterHigh integrity#LI-RF1
#LI-Remote
Nearest Major Market : Columbus
Nearest Secondary Market : Dublin
