Area Sales Manager

PURPOSE OF THE JOB 

The Owens Corning (OC) Retail sales organization is seeking a Doors Area Sales Manager (ASM) to drive growth for our business. The Area Sales Manager is responsible for overseeing a designated territory to support and execute the company’s overall business strategy. This role leverages strong relationship-building, diverse training techniques, effective merchandising, strategic problem-solving, and proactive lead generation to drive sales performance within the assigned territory. The successful candidate works strategically with multiple leadership levels within the customers’ organization and OC, to ensure that OC grows and prospers as the customers grow and prosper. This position is a home office role with frequent local travel to retail stores in the region.  

Reports to: RSM East

Team Size: Store count varies by region  

  

JOB RESPONSIBILITIES  

Executing to Deliver Results  

• Works with the Regional Sales Manager and channel marketing team to develop and implement sales growth strategies to increase OC's market share within an assigned territory. 

• Analyze sales by territory and store and identify mix optimization opportunities that will drive unit and dollar growth.  

• Develops analysis of external and execution risks and their potential impact on business along with a mitigation plan to address the risks with identified actions. 

• Knows how OC and its customers make money; fully understands business and pricing strategy and aligns actions and decisions with this strategy 

• Work with Pro Account Leaders to target, develop and secure new business opportunities with Pro Desks, Millwork associates and customer outside sales teams  

• Plan, promote, and execute store and Pro selling events that drive stores market share  

• Grow sales within the Millwork Department, Installed Sales, and the PRO desk through sales presentations, sales connections, sales efforts, and sales analytics tools, focusing on high-margin incremental opportunities. 

• Leverages product and customer data to identify and prioritize opportunities as part of a territory strategy 

• Deliver sales presentations to key store personnel that wins mindshare of associates and grows OC market share within special order penetration. 

• Drive profitability through mix enhancements and upselling. 

• Partner with retail merchandising teams to ensure proper product placement to maximize sales per square foot 

 

 

Customer Relationship Management 

• Gains deep knowledge of customer business strengths and opportunities through consultative discussions and active listening 

• Continuously gains intimate insight and knowledge of the building materials industry and markets within the territory 

• Understands the customers’ retail strategies and how they apply locally 

• Understands the customers’ organization structure and how to execute within that structure 

• Delivers sales presentations to key store personnel that wins mindshare of associates and grows Door’s market share within special order at the store. 

• Manage in-store relationships with emphasis on increased sales and pull through down channel activity. 

• Accountable for recommending selling products with stores and directly to consumers’ in-aisle to increase sales volume. 

• Evaluate, monitor, and resolve store and customer service-related issues on a timely basis. 

• Develop and execute area strategy 

• Drive profitability through mix enhancements and upselling. 

• Responsible for providing field-based product, trend, and competitive intelligence. 

 

JOB REQUIREMENTS 

MINIMUM QUALIFICATIONS: 

• Bachelor’s degree or at least 2 years of sales/building material industry experience 

• Sales building materials industry experience preferred 

• Experience with delivering customer inspired solutions by critically evaluating strategies against data and external perspectives; leverages analysis and reflection to make choices to win 

• Experience working with multiple locations in various markets and states 

• Marketing and selling new products and services; attracting new customers