Area Sales Lead - Pacific Northwest
Company: Owens Corning
Location: Seattle
Posted on: April 22, 2025
Job Description:
PURPOSE OF THE JOB
The Owens Corning Building Insulation sales organization is seeking
an Area Sales Lead.This position is accountable to drive profitable
sales growth for our customers and Owens Corning by providing
customer inspired solutions while executing on Owens Corning sales
and marketing initiatives for the Pacific Northwest region to
include the states of Washington, Oregon, Montana and Idaho
The Area Sales Lead must establish and maintain existing
relationships with customers in the territory and develop new
customer relationships to meet our growth agenda. Product
knowledge, application, building science, financial business acumen
and the ability to develop industry / market knowledge and
opportunity analyses are critical to help our customers be
successful.
Reporting: Regional Sales Leader
Span of Control: Individual Contributor
JOB 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 to the customer.
- 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 Area Sales Lead will provide the following insights:
- An environmental analysis that includes:
- Economic impacts
- Market trends
- Competitor intelligence and strategies
- Clear needs of the customer and the customer's strategy
- An analysis of competitors' strengths, weaknesses,
opportunities and threats (Understanding of why the customer is
buying from the competition).
- An analysis of external and execution risks and their potential
impact on business segment results, including risk mitigation plan
with identified actions.
Execution - Delivering Results
The Area Sales Lead will be a strong implementer of the division
strategy for each of the products and solutions they represent and
drive actions toward meeting their sales and margin goals. Specific
activities include:
- Communicate with all major customers so customers know our
strategic plans, how to position for market conditions, and build
trust with the customers.
- Delivers on the plans for all segments; optimizes for Owens
Corning and the customer
- Identifies and delivers differential value for OC and our
customers
- Work directly with the Market Development Managers and
Commercial Area Managers within the team. Key components of being
the leader in the Building Insulation business is to convert
builders, integrating all products and solutions into the
insulation portfolio, understanding market dynamics and align with
all team members to drive success.
- Develops and implements customer operating plans with a 3-year
vision, as well as annual plans
- Continually seeks knowledge of the competition and ensures the
information is fed back into the organization in a way that can
shape action
- Manages margin through strategic price, actionable cost
management, and effective negotiation using accurate and reliable
reporting tools
- Through communication and behavior, advances our desired market
role and positioning
- Recommends 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
customers
- Makes the customer's strategies known and relevant outside of
sales; gets others in the game with them
- Establishes strong and productive customer relationships while
ensuring customers meet their financial goals
- Communicates the full value that can be derived from each of
our products, services, systems and solutions; individually and
collectively
- Ensures a safe, clean and environmentally compliant work
environment and builds a culture where safety is a first
priority.
Leadership
Partner with cross-functional team members to complete the pull
through cycle at the contractor, distributor, builder & key
influencer levels.
Takes a leadership position in understanding our customers
operational efficiencies including: value add elements to GC's,
optimizing profitability, assets/resources needed, estimating,
managing labor, scheduling/sequencing.
Understands how our customers generate revenue and is a resource
for business growth.
Active partner in driving pricing decisions and key territory
strategy.
Delivers accurate forecasting and opportunities for potential
growth.
JOB REQUIREMENTS
MINIMUM QUALIFICATIONS:
- Bachelor's degree in business or related field or equivalent
experience
- Direct sales experience of 3 - 5 years preferred
- Ability to travel as business needs dictate - up to 60-70% of
the time
EXPERIENCE:
- Experience in the building materials industry and a strong
building science knowledge is preferred
- Experience effectively marketing, educating and selling new
products and solutions; attracting new customers
- Experience using Microsoft Office programs such as Word, Excel,
tablets (i.e. I-pad or Surface).
- Formal building science or building performance training
preferred (i.e. RESNET, BPI)
KNOWLEDGE, SKILLS & ABILITIES:
- Demonstrated ability to build strong customer
relationships
- Possess excellent presentation skills, a strong customer focus,
and the ability to manage change.
- Well-organized, self-starter with high work standards.
- Demonstrated ability to develop an intimate knowledge of
customers, competition, and the market
- Ability to make persuasive product presentations by
understanding customer's needs.
- Negotiation skills
- Listening, fact gathering, developing conclusions, developing
strategies / recommendation, and executing action plans
- Consistent in asserting themselves and willing to speak up to
defend point of view.
- Approaches work with considerable energy and stamina despite
distraction or unreasonable demands.
- Conducts himself/herself with the highest ethical and moral
standards
- Strong organization and, specifically, deadline management
skills
- Ability to understand and apply internal and external databases
and sales tools.
- Works well cross functionally (i.e. marketing, sales,
R&D)
- Applies continuous improvement to the sales process to improve
business execution and results
- Demonstrated dependable ability to prioritize, follow-up and
execute against multiple opportunities
- Makes decisions and commits to a course of action
- Shows appreciation for and understanding of the feelings of
others, aware of personal impact on others, Expresses opinions
without offending or creating defensiveness
- Demonstrates leadership within teams
#LI-TF1
#LI-Remote
About Owens Corning
Owens Corning is a residential and commercial building products
leader committed to building a sustainable future through material
innovation. Our products provide durable, sustainable,
energy-efficient solutions that leverage our unique capabilities
and market-leading positions to help our customers win and grow. We
are global in scope, human in scale with more than 25,000 employees
in 31 countries dedicated to generating value for our customers and
shareholders and making a difference in the communities where we
work and live. Founded in 1938 and based in Toledo, Ohio, USA,
Owens Corning posted 2024 sales of $11.0 billion. For more
information, visit www.owenscorning.com.
Owens Corning is an equal opportunity employer.
Nearest Major Market: Seattle
Keywords: Owens Corning, Olympia , Area Sales Lead - Pacific Northwest, Sales , Seattle, Washington
Didn't find what you're looking for? Search again!
Loading more jobs...
