The Strategic Account Manager, WUCs/WFM, will be accountable for defining the growth strategy of select strategic Customers including leadership of the WUCs and WFM account initiatives to maintain existing revenue and support targeted growth of $100 million revenue.
The successful candidate must possess the ability to think strategically, have a proven track record of complex commercial account management and demonstrate progressive thinking to anticipate the impact of changes in the competitive landscape (including macro market factors) and the supply chain. This role will be responsible for influencing decisions related to WUCs (Wet Used Chopstrand) and WFM that involve high visibility to the Global NW (Non-Wovens) leadership team.
Strong leadership (through influence and cross functionally), business acumen, value selling, and marketing for growth and sales will be essential for the successful managing the WUCs/WFM strategy. Strong planning & organizing skills, the ability to communicate effectively, build relationships and work well in a highly matrixed organization are essential.
This role is part of the NW (Non-Wovens) commercial strategy reporting to the Sales leader, working closely with SM (Strategic Marketing) product manager and SM (Strategic Manager) commercial excellence.
The ideal candidate is located within 1-hour of a major airport within the Eastern Standard Timezone.
Job Responsibilities
Knowing Our Customers (Driving Business Growth through deep customer knowledge and market understanding)
Continuously builds an intimate insight and knowledge of business segment(s), key accounts and distribution customers to do what is necessary for the customer to be successful and ensure value for our current and future products, programs and processes.
Quantify and understand the market drivers and competitive pressures at play balancing short term and long term dynamics that fit the business strategy.
Critical to the role is establishing and maintaining senior-level relationships with all customers and specifically key accounts.
Achievement of customer action plans, inspired through the Customer Discovery process
Sales revenue, gross margin, gross margin per unit, gross margin %
Sales and share attainment versus strategic targets and key account plans
Performance versus plan, performance versus market
Customer feedback through direct feedback and survey (NPS scores)
Development of Strategy
The Commercial Leader 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
The un-met needs of key accounts and the market as identified by the organization and the resultant opportunity for the business segments (s) of Owens Corning
An analysis of the competition which identifies competitive advantages, disadvantages and company strengths and weaknesses. (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 and the definition of a mitigation plan which addresses the risks with identified actions
The resources needed and investments required for the business plan, including organization structure and people requirements.
Metrics
Market share goal
Revenue & margin growth goal
Price/Volume/Mix performance
Executing Strategy
Communicates with all key accounts, so they know our strategic plans, to position market conditions, build trust and operating integrity in our business relationships.
Consistently drives marketing and customer programs to improve cost structure at all levels.
Demonstrates ability to design selling programs, with an outside in perspective, to drive OC and customer profitability.
Communicates and inspires the sales organization to deliver the strategic objectives and supporting goals of the key accounts
Coaches and educate the organization to execute the customer sales and execution strategy.
Metrics
Measured progress to achieve:
Gross margin (per unit and %)
Revenue delivery and growth
Market share and expectations
Operational Performance (Maximize profitability in any market condition)
Develops, communicates and leads annual sales plan for each customer consistent with near-term requirements for financial and non-financial performance and long-term strategic requirements, driving accountability throughout the sales organization.
Capitalizes on the value provided by our company through robust price/mix management.
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.
Contributes to an effective forecasting and pricing processes
Mentoring talent for maximum impact on results and growth/development.
Establishes clear and appropriate operating authority on critical performance drivers for key account customers (e.g., pricing, operations/capacity planning)
Committed to eliminating waste in sales processes driving for sales process effectiveness.
Establishes clear “tone at the top” related to OC values, safety, business ethics and the law, and financial controls.
Metrics
Financial performance to plan and prior year (e.g. pricing)
Financial performance versus market conditions
Continuous improvement and realization of non-financial goals:
Safety
Market share
Key Growth Account performance metrics
Business conduct
Job Requirements
MINIMUM QUALIFICATIONS :
Bachelor’s Degree required
Previous commercial experience; 5- 7 yea rs
Preferred
PREFERRED EXPERIENCE :
Previous key account management experience
Executive presentation and communication experience
Skills
KNOWLEDGE, SKILLS & ABILITIES :
Executive presence and ability to communicate at executive level
Competitively Drives Results
Negotiating
Key Account Management
Knowledge of Product Line
Strategic Sales Planning
Business Acumen and Orientation
Models Resilience
Creates an Inclusive Environment
Learns from Reflection
Embodies a Growth Mindset
Generates Diverse Ideas to Solve Customer Problems
Managing multiple priorities
Value selling
About Owens Corning
Masonite is now proudly part of Owens Corning. Owens Corning is a global building and construction materials leader committed to building a sustainable future through material innovation. Our four integrated businesses – Roofing, Insulation, Doors, and Composites – 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 more than 25,000 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 2023 sales of $9.7 billion. For more information, visit www.owenscorning.com .
Owens Corning is an equal opportunity employer.
Seniority level
Mid-Senior level
Employment type
Full-time
Job function
Sales
Industries
Wholesale Building Materials
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