Director, Enterprise Sales Excellence

The Director, Enterprise Sales Excellence leads the transformation of Owens Corning’s commercial capabilities from fragmented efforts to a scaled, enterprise-wide operating system that enables consistent execution, accelerates growth, and strengthens competitive advantage. This role addresses the need for a unified approach to how we sell—resolving inconsistencies in tools, processes, and expectations that limit enterprise outcomes—and integrates CRM, Sales Process, and Key Account Management into a cohesive system. It also strengthens the customer experience by enabling a more consistent, connected, and value-driven engagement model across Owens Corning. The role ensures enterprise standards, governance, and leader routines translate strategy into measurable commercial outcomes for both customers and Owens Corning.

Enterprise defines the system and standards and governance; businesses are accountable for execution and results.

 

Reports to: Chair of Unparallel Commercial Strength

 

Span of Control: 0 direct; significant enterprise influence across all business commercial teams; sales, marketing, customer insights, GIS and HR. 

 

CRM Strategy, Governance & Adoption

• Define and evolve the enterprise CRM strategy and roadmap as the unified voice of the businesses
• Translate business needs into standardized CRM requirements, workflows, and data structures
• Partner with IT and Digital to enable delivery while maintaining business ownership of outcomes
• Embed CRM into daily sales rhythms including pipeline reviews, forecasting, and account planning
• Establish and enforce global standards for usage, governance, and data quality
• Drive adoption through leader inspection routines and accountability mechanisms
• Ensure CRM improves decision-making, visibility, and execution quality

 

Sales Process & Capability System

• Lead enterprise work to define and collaboratively create consistent sales processes aligned to channel specific dependent sales processes (e.g., distribution, 1 step vs 2 step, contractor, dealer, retail).  Create clear roles and responsibilities to drive clarity for business level execution and ownership
• and operationalize enterprise sales processes aligned to the customer buying journey
• Establish clear expectations for pipeline management, deal execution, and forecasting rigor
• Translate strategy into observable behaviors and execution standards
• Integrate CRM, analytics, process, and training into a cohesive capability system
• Codify and scale best practices from top-performing teams
• Equip leaders with tools, routines, and coaching frameworks to drive consistent execution
• Drive enterprise-wide consistency while allowing targeted flexibility

 

Enterprise Key Account Management (KAM)

• Define and deploy an consistent Key Account Management model
• Establish criteria, governance, and expectations for key account selection and management
• Standardize account planning, executive engagement, and cross-portfolio selling
• Enable a shift to long-term, strategic customer partnerships
• Integrate KAM into CRM and enterprise sales processes
• Drive alignment across businesses to maximize enterprise value from key accounts

 

Operating Model, Governance & Prioritization

• Own the commercial excellence operating model including governance and decision rights
• Lead prioritization and sequencing of enterprise initiatives
• Provide clarity and escalation when priorities conflict

 

Adoption, Performance & Outcomes

• Drive enterprise adoption and execution discipline
• Define KPIs and scorecards tied to commercial performance
• Ensure measurable impact on pipeline health, win rates, and growth
• Act as accountability partner to Sales Leadership for execution and outcomes

 

MINIMUM QUALIFICATIONS

• Bachelor’s degree or equivalent experience.
• 10+ years leading enterprise commercial transformation or sales operating models.
• Proven experience owning enterprise-wide systems (CRM, sales process, KAM) and driving adoption, behavior change, and outcomes.
• Demonstrated ability to translate strategy into integrated workflows, standards, and leader routines.
• Strong systems thinking—able to connect process, technology, data, and behaviors into a c