Antwerpen, Antwerp, Belgium

Market Manager NWT (Belgium or The Netherlands or France home office)

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Job ID 54391

Market Manager NWT  (Belgium or The Netherlands or France home office)

Description

The Market Manager ensures that a solid sales strategy is defined & executed for the customers of his/her Market in accordance with the short, medium and long terms business segment objectives.

The role is responsible to monitor and deliver the Price Value Mix results defined in the plan and maximize the gross margin through any necessary growth initiative at European level for a given market.

The jobholder is responsible to understand the customers & Market’ needs to create and provide solutions that bring value to the customer and to capture fair value for Owens Corning.

The successful candidate is also responsible for collecting, understanding and acting upon relevant data, including customer insights, competitor insights and economic and industry data.

This position reports to the regional segment Leader. It is home office based.

Responsibilities

  1. Live the Safety Stand of Owens Corning and adhere to safety responsibilities

    The job Holder:
  • Implements a personal safety action plan and review  with leader
  • Ensures rigorous compliance to standard safety procedures and OC corporate policies

    Metrics:
  • Safety metrics : BBS, RIR, First Aids, Near Misses
  1. Understands the customers’ needs to create and provide solutions that bring value to the customers from a given market and to capture fair value for Owens Corning
  • Prioritizes selling efforts and is willing to capture any growth or business opportunities
  • Identify the customers unmet needs
  • Provides solutions where our company’s capabilities overlap with the needs of our customers
  • Understands customer objectives & business well enough to describe the value we create in their language, not ours and translate it in a € / $ value
  • Confidently influences stakeholders at all levels within the customers’ organization
  • Provides consultative selling expertise to customers by acting in a “Trusted Advisor” role:
    • Partnering with customers to understand how our value drives their competitive position
    • Supporting customer in identifying and overcoming resistance to change within their organization
    • Helping customers formulate their buying criteria
  • Demonstrates technical expertise to identify customer insights, new opportunities and capture fair value for Owens Corning
  • Involve the needed stakeholder within Owens Corning to be able to deliver the best solution for our customers including Application engineers, senior management, CST, Innovation Product Leadership, Strategic Marketing
  • Effectively drives the profitability of individual customers and of the overall Market portfolio
  • Utilizes appropriate market intelligence information to stay current on emerging market trends
  • Utilizes CCV (Creating Customer Value) concepts and tools to identify opportunities to capture fair value

Metrics:

  • Profitable growth through new opportunities
  • PVM
  • Price premium
  • Forrester Survey Rating on Value Creation
  • Forrester Survey Net Promoter Score

  1. Effectively plans, prioritizes and executes margin enhancement strategy among different customers to fully realize profit potential across his/her entire Market portfolio
  • Utilizes pricing analytical tools and frameworks on a regular basis to make pricing decisions and drive margin improvement for OC
  • Uses the Value Based pricing model to determine the pricing targets for individual customers and for his/her dedicated Market.
  • Identify opportunities of margin improvement for their customers’ portfolio and execute
  • Makes recommendations and aligns with the regional market leader regarding contract customers and those accounts to sell at spot (volume and pricing)
  • Prepares and updates high-quality key account negotiation planners/playbooks throughout the year, including the following information to drive successful negotiations
  • Leads effective negotiations within CSB principles and guidelines- teaching customers, tailoring our proposal and taking control of the negotiation

    Metrics:
  • Meeting or exceeding price targets
  • PVM
  • Gross margin

  1. Manages the full customer relationship for our key accounts including sales planning, strategies, action plans and execution. Manages all key accounts to accomplish profit and growth goals and to high customer satisfaction of our most highly valued customers
  • Develops and strengthens positive professional relationships with stakeholders at all levels within client organizations based on personal integrity, trust and respect
  • Develops strategies and plans for managing account activities; assesses activities to plan; prioritizes and coordinates opportunities; develops, communicates and monitors sales forecasts to ensure accuracy and execution. Track variances and analyze.
  • Continuously expands business wider and deeper with key accounts to achieve exposure to their key personnel, strategic goals and business plans
  • Identifies and delivers truly differentiated value to key accounts with an outside in perspective
  • Engages key accounts to drive joint strategy sessions to evaluate and capture product innovation and collaborative development opportunities. Manages joint projects for his/her market to drive value for both organizations

    Metrics:
  • Key Account profitable growth through new opportunities
  • Volume/Share Gain
  • Forrester Survey Net Promoter Score
    • Profitable sales growth across the entire territory
    • Develop and grow customers relationships
    • Lead and own the annual sales plan by KA
    • Grow share and provide differential value to customers

  1. Manages the Market in accordance with the defined strategy to optimize the gross margin, reach the growth target
  • Understand his/her market dynamic and trends and opportunities
  • Define amongst the customers the strategic ones vs the pure opportunistic ones
  • Define targets for each ones

Job Requirements

Experience

  • Minimum 4 years experience of Sales and Management in preferably an industrial and B to B business and international environment.
  • In depth experience of the construction segment (Gypsum incl)

    Education
  • Graduated from a Business School
  • Possibly graduated from a technical program (chemistry)

    Knowledge and Skills
  • Understanding of the business management  both for internal and external use (marketing, basic in finance)
  • Language :  English & German fluent is a minimum

    Abilities and personal characteristics
  • Negotiation skills
  • Customer orientation
  • Drive for results
  • Tenacity – perseverance
  • Creativity

Sales Capabilities: minimum required for this position

Rating Scale

No skill

Basic

Proficient

Mastery

Customer opportunities and Needs Assessment

Mastery

Value Selling and Communication

Mastery

Key Account Management

Mastery

Service and Support

Proficient

Contract Management and Negotiation

Proficient

Margin Enhancement Advocacy

Mastery

Product Technical Knowledge

Proficient

Please note:Applications must be filled out completely—incomplete applications will not be considered. Resumes are welcome, but are not a substitute for completing the application.

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