The Builder Sales Manager in the West Region is responsible for leading the strategy and efforts to develop and manage the builder network that delivers targeted profit, revenue, and growth levels within a specific region. The roles and responsibilities of this position include driving high levels of customer satisfaction, implementing/driving key business initiatives, and focusing on incremental pull through sales revenue from builder accounts, across the entire Owens Corning Product Portfolio.
Reports to: VP, Enterprise Home Builder Strategy
Span of Control: Individual contributor
JOB RESPONSIBILITIESKnow Our Customers and Our Markets to Achieve Above Market Growth - Achieve annual sales, market share, and profitability goals in targeted geographies and segments. Work with sales team to develop and maintain market analysis for region; implement plans.
- Provide day-to-day management, oversight and ownership of builder relationships and programs for the region. Work with National and regional corporate builder sales manager to activate targeted programs in conjunction with the corporate purchasing teams
- Work with segment sales team to develop and maintain effective business relationships with channel and pro trade contractor partners' leadership roles and other organizational levels that create loyalty and alignment of our market development and sales efforts
- Manage annual business planning and review process with channel and pro trade contractor partners to develop results-oriented plans; accurately forecast annual and quarterly revenue for region coming from builder wins
- Develop, maintain, and communicate a strong understanding of market conditions, trends, and the competitive environment; use this information to influence regional and company sales strategies
- Support and implement company sales promotions, marketing programs, and product introductions
- Build trade loyalty by initiating and maintaining strong sales relationships with targeted trade customers
- Represent Owens Corning brands at trade shows and events
- Establish and manage the regional expense budget
Execute the Home Builder Strategy- Identify, evaluate, and select channel and pro trade contractor partners to ensure full market coverage by geography and segment as well as to effectively grow business segments
- Work with segment sales team to successfully assess, develop, and maintain a network of channel and pro trade contractor partners that provide full market coverage for all geographic areas and segments
- Collaborate with sales leadership team to identify, recommend, and implement sales, service strategies and goals with channel partners
- Provide regular assessment and reporting of builder sales team's productivity and progress toward regional and territory goals
- Ensure all company sales, marketing programs, and product introductions are properly implemented and supported by builder sales team
- Use CRM to improve sales efforts and efficiency
- Leadership-level involvement at local, regional, and/or national trade association(s)
JOB REQUIREMENTSPREFERRED EXPERIENCE- Bachelor's degree
- 5+ years of sales and/or marketing experience within the building products, construction, or related industry, with direct experience working with home builders strongly preferred.
- Proven performance record of success in an outside sales function representing technical, value-based products
- Ability to travel (minimum 50% of time)
- Responsive, professional persona with a "can do" attitude; effective interpersonal and relationship building skills at multiple levels
- Excellent communication skills (written, verbal, nonverbal, and presentation); able to convey strong, clear messages to target audiences of all sizes including co-workers, leadership, customers, and industry groups
- Conduct business with a high level of ethical standards and integrity
- Demonstrated planning, time management, and organizational skills
- Strong drive for results and consistently meet deadlines
- Ability to manage ambiguity and lead change; self-starter; ability to anticipate potential issues; ability to quickly formulate options to resolve issues; strong conceptual problem solver
Work with and leverage technology to improve effectiveness in sales role (Microsoft Office Suite, and various software applications)
