Area Sales Manager - Foamglas; Midwest

Location

Must be based in the Midwest area with easy access to an airport.

The Owens Corning Industrial sales organization is seeking an Area Sales Manager (ASM) to support our Midwest region for the Insulation business. This position is accountable to drive profitable sales growth for our customers and Owens Corning by providing customer inspired solutions while implementing our Industrial mechanical insulation sales strategy.

The ASM sells specification of Owens Corning Foamglas® and Foamular products and accessory materials primarily to owners and mechanical/consulting engineering firms in the industrial and commercial sectors. The ASM maintains existing relationships and establishes new relationships to meet our growth agenda. The ASM must understand channel pull‑through sales tactics focused on facility and project owners, mechanical engineers, and other influencers in support of distributors selling the Owens Corning Industrial insulation portfolio.

Industrial insulation product knowledge, application, basic insulation science, financial business acumen and the ability to develop industry/market knowledge and opportunity analysis are critical to helping our customers be successful.

Reports to
:
Regional Sales Leader
Travel
: up to 70%
Span of Control
:
Individual Contributor

• Collaborate with Marketing and Technical groups to develop sales and marketing strategies that will ensure profitable growth and success of Owens Corning and our customers within the region.
• Create and maintain a territory analysis that includes economic impacts, market trends, competitor intelligence and strategies, and clear customer needs.
• Know the competitive landscape and leverage that knowledge to win with customers.

• Continuously build insight and knowledge of the Industrial insulation market and influencers including distributors, contractors, engineers, and trade support within the territory.
• Utilize a strategy to grow sales by understanding the customer’s business, channel influencers and what is necessary for the customer to be successful.
• Utilize cross‑functional resources to create differential value and articulate a value proposition that leverages marketing tools, product portfolio, construction data and relationships to grow your region.
• Understand Industrial construction projects and track projects by region in support of product specification activities during design, bid, and award phases.

• Execute customer strategies, share results with others, and conduct meaningful customer discovery interviews to ensure we deliver what each customer values most.
• Measure success through active utilization of CRM to track sales activities leading to tangible results.

Typical time allocation:

• Plant/facility specification development – 25%
• Channel management and support – 15%
• Contractor development – 15%
• Territory management – 15%

• Bachelor’s degree in Business, Mechanical Engineering, Construction Management, Industrial Distribution or related field.
• At least 5 years of channel sales experience; highly preferred in industrial material specification sales (Insulation, piping, valves, industrial, marine).
• Knowledge of industrial specification methodology.
• Demonstrated understanding of market dynamics including channels, customers, and competitive landscape.
• Ability to market, educate and sell existing and new products and services, attracting new customers.
• Demonstrated ability to build strong customer relationships with direct and indirect influencers.
• Familiar with construction practices and how to sell within the industrial insulation segment.
• Well‑organized self‑starter with high work standards.

• Experience in the industrial materials industry and strong process science knowledge is preferred.
• Understands the impact of segment macroeconomics on demand.
• Has deep drive and experience with achieving exceptional results.
• Demonstrated experience driving and developing business for future growth.
• Identifies and appropriately manages key accounts.
• Experience making persuasive product presentations.
• Demonstrated ability to manage change.
• Desire to lead people and manage a team.

• Conducts himself/herself with the highest ethical and moral standards.
• Strong organization and deadline management skills.
• 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.
• Demonstrates leadership within teams.
• Demonstrates strong communication upstream and downstream.
• Demonstrates strong problem‑solving skills.

OWENS CORNING IS AN EQUAL OPPORTUNITY EMPLOYER.