About this role
PURPOSE OF THE JOB
The Area Sales Manager (ASM) is responsible for driving profitable growth through assigned accounts by building durable, value-creating commercial partnerships. The ASM owns the commercial relationships for the territory and is accountable for revenue performance, opportunity development, and execution.
Reports to: Regional Sales Leader
JOB RESPONSIBILITIES
Account Ownership and Revenue Accountability:
- Own overall commercial performance for assigned accounts, including revenue growth, product mix, and margin.
- Serve as the primary contact for all account-related matters.
- Maintain accurate pipeline visibility, opportunity prioritization, forecast discipline through disciplined and consistent CRM utilization.
- Proactively identify risks to revenue or execution and develop mitigation plans.
Account and Business Planning:
- Lead account and territory business planning, including opportunity evaluation, prioritization and execution.
- Develop and execute strategies that balance near-term results with long-term partnership growth.
- Anticipate upcoming projects and customer needs, planning proactively to optimize productivity and effectiveness.
- Apply disciplined deal management and channel governance to ensure appropriate value capture.
- Utilize CRM as the system of record for account plans, opportunities, customer activity, and commercial insights to enable data-driven planning and cross-functional alignment.
Customer Engagement, Training and Value Creation:
- Coordinate and conduct appropriate training on Owens Corning Door brands, products, and systems.
- Enable customer teams for independence in resolving field service and/or product concerns.
- Lead structured account discovery and product solutions based on customer applications and business objectives.
- Maintain deep knowledge of Owens Corning Doors brands, products, and systems.
- Operate as a trusted advisor rather than a transactional seller.
Cross Functional Collaboration:
- Partner with Market and Builder Activation to build down-channel relationships and grow market demand.
- Communicate activation driven opportunities to wholesale partners, enabling pull-through.
- Translate customer and market insights into actionable internal feedback.
- Ensure customer intelligence efforts are aligned to active commercial initiatives and strategic priorities.
- Ensure customer and opportunity data within CRM is current and aligned to active commercial initiatives and strategic priorities.
JOB REQUIREMENTS
Minimum Qualifications
- 5+ years of relevant sales experience; building materials or construction industry experience preferred.
- Bachelor’s degree or equivalent experience required.
Knowledge, Skills and Abilities
- Strong account ownership mindset with ability to influence.
- Demonstrated acumen in business planning, opportunity management, and commercial judgement.
- Comfortable operating independently in a field-based role with high accountability.
- High product aptitude and the ability to translate technical detail into customer value.
- Clear, concise communicator capable of developing compelling stories from complex information.
- Proven ability to partner with internal and external business stakeholders.
- Proactive, growth mindset always striving to continuously improve self, others, and the business.