OC Lumber Key Account Manager
PURPOSE OF THE JOBHave you wanted to work for a start-up business? Now is your ideal opportunity to join a start-up business part of a larger Fortune 500 company that is one of the most recognized and trusted brands in the industry.
At OC Lumber, we are looking for talent that is risk-taking, takes initiative with little to no process (while creating process along the way), provides close communication with the team, and one who works agile pivoting quickly when circumstances change.
The Strategic Key Account Manager is accountable for designing and recommending sales programs for short and long-term sales strategies to meet the customer needs that bring value to the customer and capture fair value for Owens Corning.
The role will be responsibility for leading a cross-functional key account team with an Owens Corning enterprise mindset building connections up and down the customer organization to best position Owens Corning to deliver business results.
This people leader role owns the functional strategy and operational direction of the department, resolves complex problems that require extensive investigation and analysis, influencing others to accept practices and approaches and has the ability to communicate and influence executive leadership.
The successful candidate should be able to collect, understand and act upon relevant data, including customer insights, competitor insights and economic and industry data; as such contributing to the commercial strategy and our overall long-term success in this market.
You could expect traveling up to 60-80% depending on season of the market and business activity.
Reports to :
General Manager, OC LumberSpan of Control :
This position provides leadership and supervision to the OC Lumber's largest Strategic Key Account and 3 direct reports with an opportunity of a growing team.
JOB RESPONSIBILITIESKnowing Our CustomersDevelops an intimate insight and knowledge about his/her key accounts and the related lumber market in general.
Identifies trends, values creation opportunities and key actions to execute of his/her commercial plan and overall Key Account strategy.
Owns the relationship with his/her strategic key accounts and builds a strong network at all levels within their organization connecting the dots with their OC functional counterparts; based on personal integrity, trust and respect.
Continuously expands business wider and deeper with to achieve exposure to key personnel, strategic goals, operating model and business plans.
Has regular interactions with the key decision makers at the customers & within the OC Matrix to coordinate alignment for actions and adapts tactics and key actions if & when required.
MetricsValue chain understandingCustomer stakeholder map & # relevant contacts/meetingsMarket intelligence data captureCustomer needs analysis - segmentationCustomer NPSStrategy developmentBuild a long-term strategy with short and middle term milestones in coordination with the main stakeholders (product management, strategic marketing, S&T, CST, supply chain, and Operations)Participates and brings value to the design & execution of the key account growth strategy by collecting relevant data (customer insights, competitor insights, economic and industry data, etc) to understand customer needs and challengesPartnering with Product Management, Application Engineers, and others he/she analyzes and incorporates the customer data to ensure the competitiveness of our solutions and help customers win by offering new insights and perspectivesMetricsPurposeful external/internal collaboration & stakeholder coordination (speed for decision making & Sales plan execution)Account profitable growthVolume/Share growthExecuting StrategyManages his/her strategic account portfolio in accordance with the OC Lumber commercial strategy to optimize revenue, gross margin and reach the overall growth targetExecutes & delivers the strategy for his/her key customer(s):
sales targets and tactics to reach goals while leading a KAM team (i.
e.
cross functional team supporting his/her account(s) (Supply Chain, product Mgt, S&T, Application engineering, Ops by removing barrier to execution, escalade for resources allocation & fast decision making when needed)Develops and plans account activities; prioritizes and coordinates opportunities; develops, communicates and monitors sales forecasts to ensure accuracy and execution.
Track variances and analyze.
Supports the Business Unit General Manager for the creation and execution of the annual sales plan.
Seeks to understand potential short-term threats or opportunities.
Manages the forecast process for his/her key accounts, follows up on the day-to-day sales and checks performance vs.
plan.
Coordinates and organizes regular reviews on his/her key accountsUtilizes pricing analytical tools and frameworks on a regular basis to suggest pricing decisions in collaboration with Finance and Product management to drive margin improvement for OCPrepares and updates high-quality key account negotiation planning/playbooks throughout the year to drive successful negotiationsLeads effective negotiations within the guidelines of consultative selling principles - teaching customers, tailoring our proposal and taking control of the negotiationEffectively drives the profitability of individual customers aligned with the overall market segment strategyMetricsVolume / Revenue / SGM vs PlanMeeting and exceeding price targetsCustomer & market share evolutionKey account metrics (for OC & the customers)Utilization of sales tools:
CRM, etc.
Understanding Customer NeedsIdentifies customer unmet needsProvides solutions where our company's capabilities overlap with the needs of our customers using an enterprise mindsetWorking with Strategic Marketing - Understands customer objectives well enough to describe the value we create in their language, not ours and translate it in a $ valueConfidently influences stakeholders at all levels within the customers' organizationProvides consultative selling expertise to customers by acting in a Trusted Advisor role:
Partnering with customers to understand how our value drives their competitive positionSupporting customer in identifying and overcoming resistance to change within their organizationHelping customers formulate their buying criteriaDemonstrating curiosity to identify customer insights and opportunities to capture fair value for Owens CorningportfolioUtilizes appropriate market intelligence information to stay current on emerging market trendsLive the Safety Stand of Owens Corning and adhere to safety responsibilitiesImplements a personal safety action plan and review with his/her leaderEnsures rigorous understanding & compliance to standard safety procedures and OC corporate policiesAct as an OC steward inside or outside of the group facilities to promote safety on his/her daily activitiesMetrics:
Demonstrates safe working practices, promoting safety awareness and performance to self and others in all areas of responsibility to achieve full compliance with site and company standards and guidelines.
JOB REQUIREMENTSMINIMUM QUALIFICATIONS :
A minimum of 5 years of sales experience in a B2B environmentPREFERRED EXPERIENCE :
Development of strategic plansA proven track record in Account Management experience, managing and growing large accountsExperience in financial tracking and sales forecastingExperience in the NA building materials market preferredLumber product knowledge/experience preferredExperience communicating value proposition from the perspective of the customerExperience building/managing customers and relationships at all levels of an organizationSolid sales track record in a business to business environment for technical products with long sales cyclesStrong experience in customer negotiations seeking the win:
winExperience operating in a multi-cultural business across geographic boundaries preferredExperience increasing margins through aggressive management of price, mix and volumeMarketing and selling new products and services; attracting new customersKNOWLEDGE, SKILLS & ABILITIES :
Project Management (with ability to create rationale business cases)Ability to understand technical concepts and applicationsStrategic account managementExcellent presentation skillsCompete on analytics:
can leverage data, ideas and experience to come to sound decisionsValue Selling & CommunicationNegotiation:
Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
Strategic Sales Planning:
Knowledge of sales principles, processes, techniques and tools; ability to develop sales plans that are future-oriented, support business strategy and reflect understanding of emerging, as well as existing, opportunities and markets.
Strong business and financial acumen with demonstrated analytical abilityAddressing Customer Needs:
Knowledge of the principles and practices for addressing customer needs; ability to meet customer needs by offering appropriate products in an appropriate manner.
Sales Forecasting:
Knowledge of sales forecasting tools, skills and techniques; ability to estimate sales trends in the market.
Recommends solutions to sales forecasting issues in an effective and timely manner.
Forecasts sales while considering the market, product, and other valuable factors.
Advises on the use of key market, product and environmental factors in forecasting.
Evaluates best practices in sales forecasting within the industry.
Implements sales forecasting standards within an organization.
Coaches others on sales forecasting methods and tools.
Develops High Performing Teams :
Invests deeply in the growth and success of others.
Challenges team to set ambitious objectives and develop capabilities, providing coaching and feedback to accelerate growth.
Empowers team to make decisions and provides meaningful challenges.
Team player :
knows how to contribute toward team successLeadership CapabilitiesAutonomous and self-starterResults driven ; Embodies a growth mindset ; Effective Communication ; Honesty & Integrity ; Demands Continuous Improvement ; Connects the Dots ; Influencing ; Creates an Inclusive Environment; Learns from Reflection; Leads Bold Resource Choices; Models Resilience; Works Horizontally#LI-KM2About Owens CorningOwens Corning is a global building and construction materials leader committed to building a sustainable future through material innovation.
Our three integrated businesses - Composites, Insulation, and Roofing - provide durable, sustainable, energy-efficient solutions that leverage our unique material science, manufacturing, and market knowledge to help our customers win and grow.
We are global in scope, human in scale with approximately 19,000 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 2022 sales of $9.
8 billion.
For more information, visit www.
owenscorning.
com.
Owens Corning is an equal opportunity employer.
Recommended Skills Analytical Business Process Improvement Business To Business Commercial Awareness Consultative Selling Customer Demand Planning Estimated Salary: $20 to $28 per hour based on qualifications.
At OC Lumber, we are looking for talent that is risk-taking, takes initiative with little to no process (while creating process along the way), provides close communication with the team, and one who works agile pivoting quickly when circumstances change.
The Strategic Key Account Manager is accountable for designing and recommending sales programs for short and long-term sales strategies to meet the customer needs that bring value to the customer and capture fair value for Owens Corning.
The role will be responsibility for leading a cross-functional key account team with an Owens Corning enterprise mindset building connections up and down the customer organization to best position Owens Corning to deliver business results.
This people leader role owns the functional strategy and operational direction of the department, resolves complex problems that require extensive investigation and analysis, influencing others to accept practices and approaches and has the ability to communicate and influence executive leadership.
The successful candidate should be able to collect, understand and act upon relevant data, including customer insights, competitor insights and economic and industry data; as such contributing to the commercial strategy and our overall long-term success in this market.
You could expect traveling up to 60-80% depending on season of the market and business activity.
Reports to :
General Manager, OC LumberSpan of Control :
This position provides leadership and supervision to the OC Lumber's largest Strategic Key Account and 3 direct reports with an opportunity of a growing team.
JOB RESPONSIBILITIESKnowing Our CustomersDevelops an intimate insight and knowledge about his/her key accounts and the related lumber market in general.
Identifies trends, values creation opportunities and key actions to execute of his/her commercial plan and overall Key Account strategy.
Owns the relationship with his/her strategic key accounts and builds a strong network at all levels within their organization connecting the dots with their OC functional counterparts; based on personal integrity, trust and respect.
Continuously expands business wider and deeper with to achieve exposure to key personnel, strategic goals, operating model and business plans.
Has regular interactions with the key decision makers at the customers & within the OC Matrix to coordinate alignment for actions and adapts tactics and key actions if & when required.
MetricsValue chain understandingCustomer stakeholder map & # relevant contacts/meetingsMarket intelligence data captureCustomer needs analysis - segmentationCustomer NPSStrategy developmentBuild a long-term strategy with short and middle term milestones in coordination with the main stakeholders (product management, strategic marketing, S&T, CST, supply chain, and Operations)Participates and brings value to the design & execution of the key account growth strategy by collecting relevant data (customer insights, competitor insights, economic and industry data, etc) to understand customer needs and challengesPartnering with Product Management, Application Engineers, and others he/she analyzes and incorporates the customer data to ensure the competitiveness of our solutions and help customers win by offering new insights and perspectivesMetricsPurposeful external/internal collaboration & stakeholder coordination (speed for decision making & Sales plan execution)Account profitable growthVolume/Share growthExecuting StrategyManages his/her strategic account portfolio in accordance with the OC Lumber commercial strategy to optimize revenue, gross margin and reach the overall growth targetExecutes & delivers the strategy for his/her key customer(s):
sales targets and tactics to reach goals while leading a KAM team (i.
e.
cross functional team supporting his/her account(s) (Supply Chain, product Mgt, S&T, Application engineering, Ops by removing barrier to execution, escalade for resources allocation & fast decision making when needed)Develops and plans account activities; prioritizes and coordinates opportunities; develops, communicates and monitors sales forecasts to ensure accuracy and execution.
Track variances and analyze.
Supports the Business Unit General Manager for the creation and execution of the annual sales plan.
Seeks to understand potential short-term threats or opportunities.
Manages the forecast process for his/her key accounts, follows up on the day-to-day sales and checks performance vs.
plan.
Coordinates and organizes regular reviews on his/her key accountsUtilizes pricing analytical tools and frameworks on a regular basis to suggest pricing decisions in collaboration with Finance and Product management to drive margin improvement for OCPrepares and updates high-quality key account negotiation planning/playbooks throughout the year to drive successful negotiationsLeads effective negotiations within the guidelines of consultative selling principles - teaching customers, tailoring our proposal and taking control of the negotiationEffectively drives the profitability of individual customers aligned with the overall market segment strategyMetricsVolume / Revenue / SGM vs PlanMeeting and exceeding price targetsCustomer & market share evolutionKey account metrics (for OC & the customers)Utilization of sales tools:
CRM, etc.
Understanding Customer NeedsIdentifies customer unmet needsProvides solutions where our company's capabilities overlap with the needs of our customers using an enterprise mindsetWorking with Strategic Marketing - Understands customer objectives well enough to describe the value we create in their language, not ours and translate it in a $ valueConfidently influences stakeholders at all levels within the customers' organizationProvides consultative selling expertise to customers by acting in a Trusted Advisor role:
Partnering with customers to understand how our value drives their competitive positionSupporting customer in identifying and overcoming resistance to change within their organizationHelping customers formulate their buying criteriaDemonstrating curiosity to identify customer insights and opportunities to capture fair value for Owens CorningportfolioUtilizes appropriate market intelligence information to stay current on emerging market trendsLive the Safety Stand of Owens Corning and adhere to safety responsibilitiesImplements a personal safety action plan and review with his/her leaderEnsures rigorous understanding & compliance to standard safety procedures and OC corporate policiesAct as an OC steward inside or outside of the group facilities to promote safety on his/her daily activitiesMetrics:
Demonstrates safe working practices, promoting safety awareness and performance to self and others in all areas of responsibility to achieve full compliance with site and company standards and guidelines.
JOB REQUIREMENTSMINIMUM QUALIFICATIONS :
A minimum of 5 years of sales experience in a B2B environmentPREFERRED EXPERIENCE :
Development of strategic plansA proven track record in Account Management experience, managing and growing large accountsExperience in financial tracking and sales forecastingExperience in the NA building materials market preferredLumber product knowledge/experience preferredExperience communicating value proposition from the perspective of the customerExperience building/managing customers and relationships at all levels of an organizationSolid sales track record in a business to business environment for technical products with long sales cyclesStrong experience in customer negotiations seeking the win:
winExperience operating in a multi-cultural business across geographic boundaries preferredExperience increasing margins through aggressive management of price, mix and volumeMarketing and selling new products and services; attracting new customersKNOWLEDGE, SKILLS & ABILITIES :
Project Management (with ability to create rationale business cases)Ability to understand technical concepts and applicationsStrategic account managementExcellent presentation skillsCompete on analytics:
can leverage data, ideas and experience to come to sound decisionsValue Selling & CommunicationNegotiation:
Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
Strategic Sales Planning:
Knowledge of sales principles, processes, techniques and tools; ability to develop sales plans that are future-oriented, support business strategy and reflect understanding of emerging, as well as existing, opportunities and markets.
Strong business and financial acumen with demonstrated analytical abilityAddressing Customer Needs:
Knowledge of the principles and practices for addressing customer needs; ability to meet customer needs by offering appropriate products in an appropriate manner.
Sales Forecasting:
Knowledge of sales forecasting tools, skills and techniques; ability to estimate sales trends in the market.
Recommends solutions to sales forecasting issues in an effective and timely manner.
Forecasts sales while considering the market, product, and other valuable factors.
Advises on the use of key market, product and environmental factors in forecasting.
Evaluates best practices in sales forecasting within the industry.
Implements sales forecasting standards within an organization.
Coaches others on sales forecasting methods and tools.
Develops High Performing Teams :
Invests deeply in the growth and success of others.
Challenges team to set ambitious objectives and develop capabilities, providing coaching and feedback to accelerate growth.
Empowers team to make decisions and provides meaningful challenges.
Team player :
knows how to contribute toward team successLeadership CapabilitiesAutonomous and self-starterResults driven ; Embodies a growth mindset ; Effective Communication ; Honesty & Integrity ; Demands Continuous Improvement ; Connects the Dots ; Influencing ; Creates an Inclusive Environment; Learns from Reflection; Leads Bold Resource Choices; Models Resilience; Works Horizontally#LI-KM2About Owens CorningOwens Corning is a global building and construction materials leader committed to building a sustainable future through material innovation.
Our three integrated businesses - Composites, Insulation, and Roofing - provide durable, sustainable, energy-efficient solutions that leverage our unique material science, manufacturing, and market knowledge to help our customers win and grow.
We are global in scope, human in scale with approximately 19,000 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 2022 sales of $9.
8 billion.
For more information, visit www.
owenscorning.
com.
Owens Corning is an equal opportunity employer.
Recommended Skills Analytical Business Process Improvement Business To Business Commercial Awareness Consultative Selling Customer Demand Planning Estimated Salary: $20 to $28 per hour based on qualifications.
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