Antwerpen, Antwerp, Belgium
Market Manager Lumber Protective Packaging Central Europe & UK/IrelandJob ID 54685
Hiring Manager : Hans Van der Steen
HR rep : Carole Pagis
Location : Preferably based in Germany, Benelux or Austria
PURPOSE OF THE JOB
This role will manage and grow the lumber protective packaging business in Central Europe, the UK and Australia/NZ. The Market Manager will cover existing customer relationships and hunt new opportunities for protective packaging in the region. The primary focus is on further building broad, deep and mutually-strategic relationships with our existing customers and maximizing gross margin by creating and capturing sustainable value. Secondly, the successful candidate will be adept at building the business through expansion of the customer base by creating and implementing strategies to grow the portfolio of customers active in the lumber industry.
Reports to: Director Sales & Business Development EOCF
- Live the Safety Stand of Owens Corning and adhere to safety responsibilities.
The Job Holder :
-Implements a personal safety action plan and reviews this with his leader.
-Ensures rigorous compliance to standard safety procedures and OC corporate policies.
Metrics : RIR, First Aids, Near misses
- Developing customer centric insights and possessing a deep knowledge of the customer’s organization – lead with an outside-in perspective
-Has the capability to identify the customer unmet needs
-Understands the customer objectives well enough to describe the value we create in their language, not ours.
-Influences stakeholders at all levels within the customer’s organization
-Involve the required stakeholders from Owens Corning to be able to deliver the best solutions for our customers including senior management, CST, S&T, Product Leadership, Product Engineering, Credit and Legal.
Metrics : Sales growth per annum trough new opportunities
Customer Satisfaction Survey Results
- Crafting effective strategies in building and implementing customer and territory business plan to optimize and further develop sales volume, price, and gross margin.
-Prepares and updates high quality account negotiation planners/playbooks throughout the year to drive successful negotiations at the right moment.
-Prioritizes selling efforts and works from a Sales Target list
-Provides solutions where our company’s capabilities overlap with the needs of our customers.
-Demonstrates technical expertise to identify customer insights, new opportunities and capture fair value for Owens Corning.
-Understands the market dynamics, monitors trends and opportunities, feeds this information back to the Business Development Teams, and supports new initiatives to capture growth.
Metrics : Metrics : Market Intelligence data on overall market share growth in the territory, OC sales growth vs market growth
Volume/Share Gain statistics
Meeting or exceeding price and/or gross margin targets
- Manages the full customer relationship at the key accounts including sales planning, strategies, action plans and execution. Manages all key accounts to accomplish profit and growth goals while obtaining high customer satisfaction scores.
-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. Develops appropriate activities to meet the overall sales plan, prioritizes and coordinates opportunity development, communicates and monitors sales forecasts to ensure accuracy and execution. Tracks variances and analyzes them.
-Works in close collaboration with the Customer Care, Product Engineering and Supply Chain teams to maximize the revenue and profitability at his customers.
Metrics : Volume/share gain at each customer
Price premium vs competitors to measure differential value provided.
- Accurately forecast customer demand
Metrics : Sales vs forecast comparisons
- Experience :
-3-5 years of sales experience in a B2B business in Europe.
- Education :
-Bachelor's degree in forestry, business, or engineering
- Knowledge and Skills :
-Excellent organizational and interpersonal skills
-Demonstrated negotiation skills
-Fluent in English and German, both written and oral
-The ability to get things done quickly in a matrix organization.
- Abilities and personal characteristics
-Capability to be highly productive in a home office environment
-Structured and detail oriented
-Builds new relationships easily and has the ability to interact with all levels in an organization
-Ability to successfully maneuver through sensitive customer situations
-Excellent initiative and self-motivation
-Creative and pro-active mindset.
-Willingness to travel extensively
- Location : Preferably based in Germany, the Benelux or Austria.