The Asphalt Senior Area Sales Manager (ASM) is accountable to achieve mutual growth and profitability goals for our customers and Owens Corning (OC). This role will need to execute business strategies for external asphalt sales within the assigned region in alignment with the overall OC Roofing business strategies. This will include customer prospecting, business development, and relationship building necessary to secure new business and launch new products while continuing to service existing business.

The Senior Area Sales Manager will have prior sales experience and the ability to work with an outside-in mindset. In addition, the role requires working in partnership with customer service, science and technology, sourcing, supply chain, and manufacturing to manage their account portfolio and provide the business with necessary information. The ASM will develop an intimate understanding of the market in which a customer participates, communicate customer forecasts, and obtain internal alignment to manage weekly, monthly, and annual volume, pricing, and inventory requirements.

Skills and Expertise Necessary to Succeed

• Prior experience selling on the value of a product or service to meet the needs of a customer
• Listening skills that ensure clear understanding to diagnose and solve customer problems
• Driving success in business in support of the business strategy
• Demonstrated ability to build strong customer relationships
• Ability to make persuasive product presentations
• Team player that thrives on learning
• Conducts self with the highest ethical and moral standards

Reports to: Senior Sales Lead, Asphalt

Know our customers (Driving business growth through deep customer knowledge and market understanding)

• Knows our customers, participates in direct customer contact, and has a thorough understanding of customer issues
• Continuously builds an intimate 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 strong and productive customer relationships at multiple levels within potential customer organizations to secure new business while still servicing and working to grow existing business
• Understands our value proposition in specific competitive situations and how the Sales team contributes
• Make decisions on how best to serve our customers and maximize customer satisfaction while obtaining a market price and sales volume that is consistent with the strategy and goals of the OC Asphalt business
• Make decisions and negotiate agreements to best service our customers, maximize customer satisfaction, while maximizing OC’s desired mix of sales volume and contribution margin
• Provide insight and opportunities to customers that will improve performance and supply chain efficiencies related to their business
• Trouble shoot service, supply, and quality issues through plant / functional reviews to provide maximum customer satisfaction in delivering solutions
• Monitor customer service levels and satisfaction to understand the market environment and accelerate performance

Development and Execution of Commercial Strategies

• Develop and drive assigned territory and House Account strategies identifying optimal volumes that support the OC Asphalt best ton strategy

• Understand market dynamics to identify future asphalt trends that impact new opportunities and profitability
• Seek value adding opportunities to grow market share
• Partner with internal key stakeholders such as Science & Technology and Sourcing to execute new business opportunities
• Develop and/or maintain strategic relationships with customers
• Partner with all facets of the Supply Chain required to successfully implement sales/service contracts/agreements
• Manage, maintain, and improve monthly forecasting and pricing requirements

MINIMUM QUALIFICATIONS:

• Bachelor’s degree in business or related field, or equivalent experience
• 3+ years of industry related experience, sales, or related field
• Experience managing customer accounts and handling external relationships
• Overnight travel required, up to 30-40%

EXPERIENCE:

• Asphalt, or refining industry, commercial and/or technical experience is preferred
• Experience in a manufacturing or refinery environment preferred
• Demonstrated experience and ability working within a matrixed organization
• Experience with delivering customer inspired solutions by critically evaluating strategies against data and external perspectives; leverages analysis and reflection to make choices to win

KNOWLEDGE, SKILLS & ABILITIES:

• Demonstrates aptitude for developing new business
• Demonstrates a customer-centric mindset whether working with internal or external stakeholders
• Ability to market, educate and sell products and services
• Experience working with multiple locations in various markets and states
• Solid experience delivering impactful presentations, training, and demonstrations
• Effectively builds and balances relationships with customers
• Ability to overcome obstacles and challenges to drive for maximum customer-driven results
• Ability to make persuasive product presentations by understanding customer’s needs; demonstrated ability to build strong relationships
• High aptitude for technical details including understanding customer specifications, asphalt testing methods and interpreting results
• Distills multiple points of view and inputs to develop near and long-term actions; solves problem solving and makes decisions through analytics and data
• Strong curiosity, willingness to ask questions and anticipate alternative outcomes
• Shows appreciation for and understanding of the feelings of others, aware of personal impact on others

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About Owens Corning

Owens 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.