Horticulture Sales Leader

The Sales Leader provides commercial leadership for the Horticulture business in North America and plays a critical role in shaping and executing sales strategies that create value for OC and our customers. The Horticulture Sales Leader is accountable for driving profitable top-line growth in this channel by emphasizing teamwork and accountability in all business transactions. They will also develop a sales team which is hyper-focused on converting and growing with new and existing customers. Additionally, this role will own the relationships for critical partners and national accounts within the Horticulture channel.

This position is part of the Mineral Wool leadership team and requires strong horizontal leadership with critical functional partners, such as product management, marketing, S&T, and supply chain.

Reports to: GM, Mineral Wool

Span of Control: Leads a team of sales managers and technical sales reps

Deep Customer and Market Knowledge:

• Develop 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
• Establish and maintain day-to-day senior-level relationships (top to top) with key national customers and identify opportunities for growth
• Leads 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
• Drives results by leading with high expectations of our organization regarding Sales Leadership, sales coaching, customer communications, sales skills, negotiation skills, business acumen, teamwork and connection to cross-functional partners to support our customer at every level
• Communicate business strategy and performance externally (customers, industry) effectively and engage them in the vision of the business
• Quantify and understand the market and identify new customer opportunities that align with the business growth strategy; evaluate and recommend opportunities for channel expansion

Strategy Development and Execution:

• Develop, in partnership with the General Manager, regional and local sales and marketing strategies that will ensure profitable growth and success for our customers and Owens Corning
• Provides the following insights to develop the Vidawool sales strategy and shape overall Horticulture strategy:
  • Economic impacts
  • Market and industry trends
  • Customer and channel specific forecasting
  • Needs of the customers and the market
  • Competitive analysis which identifies advantages, disadvantages, and company strengths and weaknesses
  • Risk analysis and their potential impact on the business segment results as well as mitigation strategies to address
  • Resources or investments required, including organizational structure and people requirements
• Provide leadership for key business decisions pertaining to price, market strategies, channel conflict, and customer-facing initiatives/decisions
• Ensures all initiatives and strategy are cost effective and lead the sales organization around managing costs to plan
• Demonstrates ability to work with entire Horticulture organization, including product management and manufacturing, to execute financial and operational goals
• Recognizes untapped potential with our external partners and nationals accounts and capitalizes on opportunities for Owens Corning to grow their business/relationships

Sales Operations Direction:

• Drive sales productivity through development, implementation, and tracking of KPIs within the sales force and effectively holding team accountable for individual and team goals
• Develop, communicate, and lead annual sales plans consistent with near-term requirements and long-term strategy, monitoring market data and customer feedback
• 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.
• 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.
• Lead forecasting and pricing processes for the Horticulture business
• Committed to eliminating waste in sales processes driving for sales process effectiveness.
• Demonstrates ability to design selling programs, with an outside-in perspective, to drive Owens Corning and customer profitability

Leading and Developing Sales Talent:

• Lead the sales team and hold them accountable for building deep understanding of the industry and markets and an intimate professional/business understanding of the customers and their needs
• Develops and executes organizational structure and roles to create jobs with strong accountability and development opportunities
• Drive the allocation of resources and investments required to execute the business plan, including organization structure and people requirements; build the necessary business case when investment is required
• Develop talent through coaching, performance management, and talent development
• Creates teamwork across functions to maximize the performance of OC and serves as a role model for growth and development
• Organize their geo-zones to effectively deliver strategic objectives and supporting goals
• Establishes clear expectations related to OC values, safety, business ethics and the law, and financial controls

MINIMUM QUALIFICATIONS:

• Bachelor’s degree in business or related field, MBA a plus
• Minimum of 5+ years’ experience in a commercial or related role; prior sales experience required
• Prior experience in the Horticulture industry strongly preferred
• Ability to travel up to 60-70% of the time with overnights

EXPERIENCE:

• Experience leading a sales, marketing, or business team
• Building strong customer relations

• Working with customers to convert their business and to activate use of new products
• Leading in various economic conditions
• Operating across geographic and cultural boundaries
• Increasing margins through effective management of price, mix, and cost
• Marketing and selling new products and services; attracting new customers
• Participating in the development of strategic plans
• Attracting, developing, and retaining outstanding talent

KNOWLEDGE, SKILLS & ABILITIES:

• Demonstrated ability to develop intimate customer knowledge, industry insight, and market understanding
• Strong business acumen and financial acumen, including analytical ability
• Ability to tell a compelling story at all levels of an organization, presentation proficiency
• Ability to think and act strategically and execute strategic directions
• Ability to manage and control costs and increase margins
• Ability to develop functional operating plans
• Leadership presence and strong ability to work horizontally

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