Columbus, Ohio, United States

Sales Distribution Leader

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Job ID 54041

OC Business Title:      Sales Distribution Leader

Job Title:                     Sales Leader

Job Code(s):                SNU402

Revision Date:             October 2019

Purpose of the Job

The North America Distribution Sales Leader is accountable to lead the geographically-diverse NA Distribution Sales team (Area Sales Managers), and to develop and execute the sales distribution strategy for the region (supporting the GR business’ strategic growth objectives).    

The NA Distribution Sales Leader will lead by having intimate business insight and knowledge of 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 versus their next best alternatives.  This individual will lead the NA Sales team (10-11 sales professionals), and will hold them accountable for building a deep understanding of the industry and markets, and an intimate professional/business understanding of the customer/customers’ needs. He/she drives results by leading with high expectations of our organization around sales leadership, sales coaching, customer communications, sales skills, business acumen, teamwork, and product knowledge to support our customers at every level. 

A strong collaborator, this individual will be equally capable of leveraging internal stakeholders including, but not limited to, Sales, Marketing/Product Management, Market Intelligence, Commercial Excellence, Operations, Customer Service, Supply Chain, and Customer Technical Sales (CTSO) as well as external stakeholders.

Job Responsibilities

Commercial Excellence:

Lead the NA Distribution Sales team to be the industry leading sales team by taking meaningful action to achieve sustainable profitable growth across the cycles.  This leader’s True North is organic growth; embodied through an unrelenting focus on margin enhancement and a natural capacity to continuously create, try, optimize, and course correct to achieve growth targets.  Areas of responsibility include:

  • Key accountability for translating operating plan into the sales plan, setting targets for the team to achieve pricing, volume, and margin targets
  • Full ownership of results, and a focused approach to organic growth with a strong bias for action
  • Evaluation of progress versus plans, and addressing short-falls which may occur
  • Gaining the full value of our products and solutions through value selling tools and methodologies (CCV, Creating Customer Value; SSN, Situational Sales Negotiations)
  • Evolving impactful relationships with our distribution partners and strategic end fabricators, leveraging the full power of the OC offering to provide customized and differentiated value
  • Actively seeking opportunities to gain profitable market share, and implementing the operating model required to ensure speed of execution
  • Deep and insightful understanding of the market, competition, and trends that drive our overall strategy

Leading and Developing Commercial Talent:

The NA Distribution Sales Leader leads a team of collaborators, owning the whole with capabilities to grow, strong market presence, and a focus on commercial excellence, professional relationships, and organic growth.  This leader shall:

  • Attract, acquire, and develop highly talented sales professionals for the NA sales team, effectively creating and filling open positions with the optimal mix of internal promotions and external recruitment
  • Develop talent through effective coaching, performance management, talent evaluation, and utilization of people – building talent “bench strength” at all levels, including for Key Account Managers and for his/her own role
  • Create teamwork across the commercial functions and the business segment(s) to maximize the performance of GR Americas and the development of people; embedding commercial excellence capabilities within the organization
  • Model Leadership Capabilities for Growth (competencies, expectations).  Be regarded by the employees of GR Americas as a role model for their growth, development, and conduct

Job Requirements

Experience:

  • Bachelor’s degree in business, engineering, marketing or related field required; MBA preferred
  • 5+ years in sales and/or marketing experience
  • Leading a sales, marketing, or business team; including direct people leadership of a remotely located team
  • Building strong customer relationships
  • Leading an organization across the economic/business cycles (expansion, contraction, etc.)
  • Negotiation of large value, complex sales contracts is required
  • Increasing margins through aggressive management of price, mix, and volume
  • Marketing and selling next products and services; acquiring new customers
  • Growing a sales organization organically, with experience developing and executing commercial strategy
  • Participating in the development of strategic plans
  • Attracting, developing, and retaining outstanding talent
  • Understanding impacts of, and influencing codes/public policy for future business growth

Knowledge and Abilities:

  • Demonstrated ability to develop an intimate knowledge of customers, competition, and the market
  • Strong business and financial acumen with demonstrated analytical ability, accompanied by superior presentation skills to senior leadership
  • Demonstrated ability to think strategically and execute strategic decisions/directions
  • Demonstrated ability to manage and control costs
  • Demonstrated ability to develop a functional operating plan, and accountability with performance against plan
  • Demonstrated ability to accelerate organic growth and increase margins
  • Ability to travel up to 50% of the time

Personal Characteristics:

  • Strong growth mindset, including the ability to ideate, evaluate, and act – while collaborating effectively at all levels in the organization (team, peers, senior leaders)
  • Passionate and energetic communicator and leader
  • Highly motivated, and results driven
  • Conducts himself/herself with the highest ethical and moral standards
  • Intelligent, creative, analytical
  • Broad operating style, with the 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
  • Makes decisions and commits to a course of action with appropriate information

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About Owens Corning  

Owens Corning is a global leader in insulation, roofing, and fiberglass composite materials. Its insulation products conserve energy and improve acoustics, fire resistance, and air quality in the spaces where people live, work, and play. Its roofing products and systems enhance curb appeal and protect homes and commercial buildings alike. Its fiberglass composites make thousands of products lighter, stronger, and more durable. Owens Corning provides innovative products and solutions that deliver a material difference to its customers and, ultimately, make the world a better place. The business is global in scope, with operations in 33 countries. It is also human in scale, with approximately 20,000 employees cultivating local and longstanding relationships with customers. Based in Toledo, Ohio, USA, the company posted 2018 sales of $7.1 billion. Founded in 1938, it has been a Fortune 500® company for 64 consecutive years. For more information, please visit www.owenscorning.com.

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.

Owens Corning is an equal opportunity employer.

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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