Regional Sales Leader - Pacific

The Regional Sales Leader, North American Distribution Sales provides sales leadership for the Roofing and Asphalt business. The Regional Sales Leader is accountable to drive profitable top line growth by emphasizing teamwork and accountability from the customer back across all our business transactions.

The position reports to the Area Director, Distribution Sales, and leads a team of Area Sales Managers.

Location: This position must reside within the region

Responsibilities

Knowing the Customers

The Regional 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. The Regional Sales Leader will lead the sales team, and other broader business teams which interact with sales, and will hold them accountable for building deep understanding of the industry and markets and an intimate professional/business understanding of the customers/customers’ needs. The Regional Sales Leader drives results by leading with high expectations of our organization around sales leadership, sales coaching, customer communications, sales skills, negotiation skills, business acumen, teamwork and product knowledge to support our customer at every level.

Strategy Development and Execution

The Regional Sales Leader works with the Area Director, Distribution Sales to develop regional business and local marketing strategies that will ensure the profitable growth and success of our customers and Owens Corning. The Regional Sales Leader provides the following insights specific to the regional business strategy as input to the overall sales strategy:

• Economic impacts
• Market and industry trends
• Customer and channel specific forecasting
• The un-met needs of customers and the market
• An analysis of the competition which identifies competitive advantages, disadvantages and company strengths and weaknesses
• An analysis of risks and their potential impact on business segment results and potential action plans which address the risks
• The resources or investments required, including organization structure and people requirements

The Regional Sales Leader organizes the region to deliver the strategic objectives and supporting goals. This leader manages the regional P&L, continually emphasizing sales productivity and managing the business by the numbers. The Regional Sales Leader provides leadership and direction for key business decisions pertaining to price, market strategies, channel conflict, and other customer facing decisions. This leader also:

• Communicates business strategy and performance to external constituents (customers, industry) effectively and engages them in the vision of the business.
• Communicates with all major customers and models behavior for the sales 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.

• Demonstrates ability to design selling programs, with an outside-in perspective, to drive Owens Corning and customer profitability.
• Ensures all initiatives and strategy are cost effective and lead the sales organization around managing costs to plan.

Sales Operations Direction

Drives sales productivity by creating a dynamic selling environment with high expectations through performance management and an emphasis on individual and team development.

• Develops, communicates and leads annual sales plan for the business segment(s) consistent with near-term requirements for financial and non-financial performance and long-term strategic requirements, driving accountability throughout the sales organization and other broader business teams.
• 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 in the region.
• Establishes clear and appropriate operating authority on critical performance drivers (e.g., pricing, operations/capacity planning).
• Committed to eliminating waste in sales processes driving for sales process effectiveness.
• Establishes clear expectations related to OC values, safety, business ethics and the law, and financial controls.

Leading and Developing Sales Talent

Works with peers and the Area Director, Distribution Sales, to develop and execute the organization structure and roles to create jobs with strong accountability and development opportunities on the pursuit of sales capability excellence.

• Develops talent through effective coaching, performance management, talent evaluation and utilization of people, building talent bench strength at all levels.
• Attracts, develops and retains the best sales talent.
• Effectively creates and fills open positions with the appropriate mix of internal promotions and external recruitment, in order to satisfy near-term performance, longer-term succession needs and to ensure the organization has the necessary outstanding talent to deliver the Company’s strategy.
• Creates teamwork across the sales function and the business segment(s) to maximize the performance of Owens Corning and the development of people.

• Is regarded by the employees of Owens Corning as a role model for their growth, development and conduct.

Job Requirements

Minimum Requirements

• Bachelor’s degree in business or related field required; or equivalent experience

Experience

• Leading a sales, marketing or business team including direct or indirect leadership and influence
• Building strong customer relations
• Leading an organization in a range of economic conditions, i.e. expansion, contraction, stable economic conditions
• Operating across geographic and cultural boundaries
• Increasing margins through aggressive management of price, mix and cost
• Marketing and selling new products and services; attracting new customers
• Growing a sales organization organically
• Delivering rapid improvement in an underperforming organization
• Participating in the development of strategic plans
• Attracting, developing and retaining outstanding talent; developing and growing talent, growth and development
• Understanding impacts of and influencing codes / public policy for future business growth

Knowledge, Skills 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
• Demonstrated ability to think strategically and execute strategic directions
• Demonstrated ability to manage and control costs
• Demonstrated ability to develop a functional operating plan
• Demonstrated ability to increase margins
• Ability to travel up to 50% of the time

The base salary range for this position is $150,000 to $200,000. We also offer a substantial benefits package including insurance (medical/dental/vision/life/disability/supplemental offerings), 401k (company contribution regardless of employee participation – plus match), liberal paid time off (vacation, personal floating and standard holidays), Employee Assistance Services, Stock Purchase Program – and more.

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