Company Description
The Insulation and Roofing division in Canada is looking for a Regional Sales Manager (ASM) for the Eastern part of the province of Quebec. This position will be responsible for all aspects of sales and service primarily in the building materials channel.
The Area Sales Manager is responsible for executing Owens Corning’s Roofing. Mineral Wool and Insulation growth strategy. Working closely with the Technical Sales Representative and other Ontario ASMs, this individual will foster current customer growth as well as identify and pursue profitable new business opportunities within the retail dealer network and commercial channel.
This position reports to Regional Sales Leader.
Home Office Based : Quebec City, Quebec
RESPONSIBILITIES
Knowing Our Customers (Driving Business Growth through deep customer knowledge and market understanding)
- Continuously builds intimate insight and knowledge of the market and customers within the territory, their business, what is necessary for the customer to be successful, and the differential value that our current and future products, programs and processes deliver.
- Understands what is necessary for the direct customer to be successful, generates measurable differential value from current and future products, programs and processes delivered to the customer.
Developing Territory Strategy
The ASM will provide the following insights :
An environmental analysis that includes :Economic impactsMarket trendsCompetitor intelligence and strategiesClear needs of the customer and the customer’s strategyAn analysis of the competition, which identifies competitive advantages, disadvantages and company strengths and weaknesses. (Understanding of why the customer is buying from the competition.)An analysis of external, execution risks, their potential impact on business segment results, and the definition of a mitigation plan, which addresses the risks with, identified actions.Execution – Delivering Results
The ASM must be a well-organized self-starter with high work standards in order to achieve defined sales revenue and gross margin objectives while managing OC product placement and share of customer wallet within their territory.
The ASM will execute on the customer strategy, share results with others, conduct meaningful customer discovery interviews, to insure we are delivering on what the customer value most.
Delivers on the plans for all segments; optimizes for Owens Corning and the customerIdentifies and delivers differential value for OC and our customersDevelops and implements customer operating plans with a 3 year vision, as well as annual plansContinually seeks knowledge of the competition and ensures the information is fed back into the organization in a way that can shape action.Through partnership, ensures the customer meets their financial goalsManages margin through strategic price, actionable cost management, and effective negotiation using accurate and reliable reporting toolsThrough communication and behavior, advances our desired market role and positioningRecommends resourcing and funding decisions that maximize value for Owens Corning.Identifies and develops process changes to eliminate waste / increase profitability for Owens Corning and our customersMakes the customer’s strategies known and relevant outside of sales; gets others in the game with themEstablishes strong and productive high, wide and deep customer relationshipsCommunicates the full value that can be derived from each of our products, services, systems and solutions; individually and collectivelyEnsures a safe, clean and environmentally compliant work environment and builds a culture where safety is a first priority.JOB REQUIREMENTS
Experience :
Experience in the roofing / building materials industry preferred.Demonstrated ability to develop a sale from cold call through closeOperating across geographic and cultural boundariesAbility to market, educate and sell new products and services; attracting new customers.Solid experience delivering impactful presentations and demonstrationsKnowledge and Skills :
Demonstrated ability to develop an intimate knowledge of customers, competition, and the market.Building science knowledgeDemonstrated ability to build strong customer relationshipsSuperior presentation skillsAbilities and Personal Characteristics :
Leads with a strong set of values aligned with OC valuesConducts himself / herself with the highest ethical and moral standardsDemonstrated ability to prioritize and execute against multiple opportunitiesMakes decisions and commits to a course of action with appropriate information and recognizes uncertainty of success; weighs and manages risk in decision making; able to make decisions detrimental to a few but helpful to many.Highly motivated and results driven with a high energy levelCarries self with a high degree of professionalism and poiseAsks meaningful questions with critical listening and analytical skillsIntelligent, creative, analyticalBehave in a mature and appropriate manners.Shows good judgment; does not allow feeling or biases to distract reasoning; does not rationalize failuresExpresses himself / herself candidly and encourages candor from othersShows appreciation for and understanding of the feelings of others.Aware of personal impact on others. Expresses opinions without offending or creating defensivenessLeadership - Lead teams, Peer MentoringAbility to sell against the competition’s products and services. Knows products and services from memory and is an information source for others, etcMarket Complexity - Experience with multiple locations located in various markets in various provinces. Acts upon and understand how the customers define success and how to leverage the two organizations for mutual success.Ability to travel up to 50% of the timeEducation :
Bachelor’s degree in business or related fieldMinimum 3 years sales experience preferredFully bi-lingual in French and EnglishOwens Corning is an equal opportunity employer.
