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
account management
negotiation
strategic
financial acumen
b2b sales
travel 60%
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
Information not given or found
Training + Development
Information not given or found
Interview process
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Visa Sponsorship
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Security clearance
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Company
Overview
1938 Founded
Year Established
The company was established in 1938 as a pioneering glass-making partnership.
2024 $11B Revenue
Annual Revenue
$11 billion in revenue was achieved in 2024, reflecting strong financial performance.
2024 $1B Profit
Net Profit
Over $1 billion in profit was reported in 2024, showcasing strategic growth and success.
It weaves innovation into everyday structures—insulating homes, roofing buildings, and reinforcing composites across industries.
Its three engines—insulation, roofing, and fiberglass composites—power projects from family homes to wind turbines and defense systems.
Milestones include inventing centrifugally-spun fiberglass insulation, coloring it trademarked PINK, and even contributing cloth for NASA space suits.
Typical projects range from residential energy-efficiency retrofits and commercial roof installations to industrial composites for auto, defense, and renewable energy.
Culture + Values
Ranked #1
Top Global Innovator
Recognized as the leading innovative company worldwide, setting industry standards for creativity and groundbreaking solutions.
95% Employee Satisfaction
High Job Satisfaction
95% of employees express satisfaction with company culture and opportunities for growth and advancement.
$2B Revenue Growth
Significant Revenue Growth
Achieved over $2 billion in revenue growth over the past five years, showcasing company dedication and market leadership.
100+ Patents
Innovative Contributions
Registered over 100 patents, highlighting a strong commitment to continuous learning and impactful innovation.
Continuously learning
Collaborating with others
Leading
Making a material difference
Creating innovative solutions
Improving operational efficiency
Environment + Sustainability
50% GHG Emissions Reduction
Scope 1 & 2 Emissions Target
Aim to reduce absolute greenhouse gas emissions by 2030 compared to a 2018 baseline, aligned with the IPCC’s 1.5°C pathway.
100% Renewable Electricity
Clean Energy Target
Commitment to source all electricity from renewable sources by 2030 through power purchase agreements and virtual power purchase agreements.
51% Energy-Efficient Revenue
Sustainable Product Growth
51% of 2024 revenue derived from energy-efficient product solutions, reflecting a strong emphasis on sustainability in product offerings.
11% GHG Reduction
Annual Progress in 2024
Achieved an 11% year-over-year reduction in GHG emissions in 2024, demonstrating significant progress toward long-term sustainability goals.
30% reduction in Scope 3 (value chain) emissions by 2030
20% reduction in energy use by 2030 (from 2018)
50% reduction in VOC and PM₂.₅ emission intensity by 2030
50% reduction in water withdrawal in high-stress areas by 2030
Zero waste-to-landfill by 2030 via 50% waste-intensity reduction + recycling
43% reduction in Scope 1 & 2 market-based emissions achieved as of 2024
Reduced waste generation by 64,676 metric tons in 2024 and 11% less landfill waste
56% renewable electricity consumption in 2022
Inclusion & Diversity
22% by 2030
People of Color Representation
Targets 22% of global mid-level leaders (manager/director/VP) to be people of color.
35% by 2030
Women Representation
Aims for 35% of global mid-level leaders to be women.
#44 Rank
DiversityInc Top 50
Ranked #44 among DiversityInc's Top 50 companies in 2023.
Progress on representation tracked via “Human Capital Diversity Metrics”
DEI initiatives measured across Leadership Accountability, Talent Programs, Workforce Practices, Supplier Diversity, and Philanthropy