Sales Lead

PURPOSE OF THE JOB

The Owens Corning Mineral Wool organization is seeking a Sales Lead to join the VidaWool sales team. This position is accountable to drive profitable sales growth for our customers and the Owens Corning Horticulture business by providing customer-inspired solutions and executing on sales and marketing initiatives for the VidaWool product line. This is a home office role located in the U.S. Eastern or Central Region.

The 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, growing science, financial business acumen and the ability to develop industry / market knowledge and opportunity analyses are critical to help our customers be successful.

Reports to: Horticulture 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, customers, and growers 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 Manager 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 a risk mitigation plan with identified actions.

Execution – Delivering Results

The ASM will be a strong implementer of the strategy for the Vidawool product line 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.

Deliver on the plans for all segments; optimize for Owens Corning and the customer

Identify and deliver differential value for OC and our customers

Work directly with the VidaWool team. Be the leader in your market by converting growers, integrating all products and solutions into the VidaWool portfolio, understanding market dynamics and aligning with all team members to drive success.

Develop and implement customer operating plans with a 3-year vision, as well as annual plans

Continually seek knowledge of the competition and ensure the information is fed back into the organization in a way that can shape action

Manage margin through strategic price, actionable cost management, and effective negotiation using accurate and reliable reporting tools

Through communication and behavior, advance our desired market role and positioning

Recommend resourcing and funding decisions that maximize value for Owens Corning

Identify and develop process changes to eliminate waste/increase profitability for Owens Corning and our customers

Make the customer’s strategies known and relevant outside of sales; get others in the game with them

Establish strong and productive customer relationships while ensuring customers meet their financial goals

Communicate the full value that can be derived from each of our products, services, systems and solutions; individually and collectively

Leadership

Partner with cross-functional team members to complete the pull through cycle at the grower, retailer, distributor, & key influencer levels

Take a leadership position in understanding our customers operational efficiencies including value add elements to growers

Understand how our customers generate revenue and be a resource for business growth

Be an active partner in driving pricing decisions and key territory strategy

Deliver accurate forecasting and opportunities for potential growth

JOB REQUIREMENTS

MINIMUM QUALIFICATIONS:

Bachelor’s degree in business or horticulture or comparable combination of education and work experience

At least 5 years of direct sales experience

Ability to travel as business needs dictate - up to 60%

Must be able to travel internationally

DESIRED EXPERIENCE:

Experience in the hydroponics industry and strong growing science knowledge is preferred. Hydroponic growing experience a plus.

Experience effectively marketing, educating and selling new products and solutions; attracting new customers

Experience using Microsoft Office programs such as Word, Excel

KNOWLEDGE, SKILLS & ABILITIES:

Demonstrated ability to build strong customer relationships

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

Effective negotiation skills

Ability to actively listen, gather facts, and develop actionable strategies

Consistent in asserting themselves and willing to speak up to defend point of view

Approaches work with considerable energy and stamina despite distraction, prioritizes effectively

Conducts themselves with the highest ethical and moral standards

Strong organization and 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 results

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

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