Key Account Manager, Nonwovens

Description

• Effectively drives the profitability of individual customers aligned with the overall market segment strategy
• Partnering with customers to understand how our value drives their competitive position
• Participates and brings value to the design & execution of the regional growth strategy by collecting relevant data (customer insights, competitor insights, economic and industry data, etc) to understand customer needs and challenges
• Utilizes appropriate market intelligence information to stay current on emerging market trends
• Helping customers formulate their buying criteria
• Coordinates frequent reviews on his/her key accounts and updates account plans
• Develops an intimate insight and knowledge about his/her key accounts and the related nonwoven market in general. Identifies trends, values creation opportunities and key actions to execute of his/her commercial plan and overall Key Account strategy.
• Develops and plans account activities; prioritizes and coordinates opportunities; develops, communicates and monitors sales forecasts to ensure accuracy and execution. Track variances and analyze.
• Manages his/her strategic account portfolio in accordance with the NWS regional commercial strategy to optimize revenue, gross margin and reach the overall growth target
• Utilizes pricing analytical tools and frameworks on a regular basis to suggest pricing decisions in collaboration with Commercial Excellence, Finance, and Product management to drive margin improvement for OC
• Ensures rigorous understanding & compliance to standard safety procedures and OC corporate policies
• Supports development of 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)
• Works with PM and CE closely to support creation of value proposition in the customer language to deliver truly differentiated value to the strategic key accounts
• Supports the Commercial Director for the creation and execution of the annual sales plan.
• Participation in the development of strategic plans
• Partnering 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 perspectives
• Manages the forecast process for his/her key accounts, follows up on the day-to-day sales and checks performance vs. plan.
• Act as an OC steward inside or outside of the group facilities to promote safety on his/her daily activities
• Provides solutions where our company’s capabilities overlap with the needs of our customers using an enterprise mindset
• Prepares and updates high-quality key account negotiation planning/playbooks throughout the year to drive successful negotiations of LTA’s (Long Term Agreements)
• Implements a personal safety action plan and review with his/her leader
• Executes & 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) (SC, CE, product Mgt, S&T, Application engineering, Ops by removing barrier to execution, escalate for resources allocation & fast decision making when needed
• Supporting customer in identifying and overcoming resistance to change within their organization
• Provides consultative selling expertise to customers by acting in a “Trusted Advisor” role:
• Confidently influences stakeholders at all levels within the customers’ organization
• Has frequent interactions with customer stakeholders & within the OC Matrix to coordinate alignment for actions and applies strategical tactics and key actions when required.
• Marketing and selling new products and services; attracting new customers
• 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 desire to achieve exposure to key personnel, strategic goals, operating model and business plans.
• Displays account leadership by using the SAMA competency model
• Identifies customer’ unmet needs
• Leads effective negotiations within the guidelines of consultative selling principles - teaching customers, tailoring our proposal and taking control of the negotiation
• Partners with PM, CE, and others within the organization to define customer segmentation model and appropriate customer offer/activities based on needs and organizational goals

Requirements

• Creative, uses a wide variety of methods/techniques to solve problems
• Broad operating style, ability to adapt across cultures, environments and styles
• Experience in financial tracking, sales forecasting, and margin enhancement
• Strong business and financial acumen with demonstrated analytical ability
• Competitive, highly motivated and results driven, with a strong work ethic
• Strong experience in customer contract negotiations seeking the win:win scenario
• Excellent presentation skills
• Experience building/managing customers and relationships at all levels of an organization
• Demonstrating curiosity to identify customer insights and opportunities to capture fair value for Owens Corning
• Nonwovens segments and application knowledge/experience preferred
• A proven track record in Account Management experience, managing and growing large accounts
• Working with Strategic marketing - Understands customer objectives well enough to describe the value we create in their language, not ours and translate it in a $ value
• Project Management (with ability to create rationale business cases)
• Ability to understand technical concepts and applications
• Compete on analytics: can leverage data, ideas and experience to come to sound decisions
• Ability to travel up to 60% of the time
• Strong negotiator & ability to manage complex & long term contractual relationships
• Experience communicating value proposition from the perspective of the customer
• Experience increasing margins through aggressive management of price, mix and volume
• Demonstrated ability to think strategically and execute strategic directions
• Experience in the NA building materials market preferred
• Experience operating in a multi-cultural business across geographic boundaries preferred
• Demonstrated ability to develop an intimate knowledge of customers, competition, and the market
• High integrity
• A minimum of 5 years of sales experience in a B2B environment
• Solid sales track record in a business to business environment for technical products with long sales cycles

Benefits

Training + Development

Interview process

Visa Sponsorship

Security clearance