Market Manager South Europe - Barcelona, España - OWENS CORNING
Descripción
Description
The Market Manager ensures that a solid sales strategy is defined & executed for the Accounts of his/her scope of responsibility (Direct customer & Distribution for a given country or sub-region) in accordance with the short, medium and long terms business segment objectives.
The role is responsible to monitor and deliver the Price Volume Mix results defined in the plan and maximize the gross margin through any necessary growth initiative for a given portfolio of Accounts & through our distribution network.
Leveraging the OC enterprise capabilities, the jobholder is responsible to understand the Accounts strategy & needs to create and provide solutions that bring value to the customer and to capture fair value for Owens Corning.
This position reports to the Regional Commercial Leader and is in close collaboration with the European Specialties and Distribution Leader.
Responsibilities
- **Live the Safety Stand of Owens Corning and adhere to safety responsibilities**The job Holder:
- Implements a personal safety action plan and review with leader
- Ensures rigorous compliance to standard safety procedures and OC corporate policies
Metrics:
_**- _ Safety metrics: BBS, RIR, First Aids, Near Misses_
- **Understands the customers' needs to create and provide solutions that bring value to the customers from a given market and to capture fair value for Owens Corning*
- Designs, shares & executes ambitious & comprehensive accounts plans to organize action & engage key stakeholders
- Prioritizes selling efforts and is willing to capture any growth or business opportunities
- Provides solutions where our company's capabilities overlap with the needs of our customers
- Understands customer strategic objectives, markets & business to describe the value we create in their language, not ours and translate it in a € / $ value
- Confidently connect & influences stakeholders at all levels within the customers' organization
- Provides consultative selling expertise to customers by acting in a "Trusted Advisor" role:
- Partnering with customers to understand how our value drives their competitive position
- Supporting customer in identifying and overcoming resistance to change within their organization
- Helping customers formulate their buying criteria
- Identify the customers unmet needs
- Demonstrates technical expertise to identify customer insights, new opportunities and capture fair value for Owens Corning
- Involve purposefully the needed stakeholder within Owens Corning to be able to deliver the best solution for our customers including CTSO, senior management, CST, Innovation Product Leadership, Strategic Marketing
- Effectively drives the profitability of individual customers and of the overall portfolio
- Utilizes appropriate market intelligence information to stay current on emerging market trends
- Utilizes CCV (Creating Customer Value) & KAM concepts and tools to identify opportunities to capture fair value
_Metrics:
_
- _Profitable growth through new opportunities _
- _PVM_
- _ KA plan reviews_
- _ Price premium_
- _ Forrester Survey Rating on Value Creation _
- _Forrester Survey Net Promoter Score_
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Effectively plans, prioritizes and executes margin enhancement strategy among different customers to fully realize profit potential across his/her entire Market portfolio
- Utilizes pricing analytical tools and frameworks on a regular basis to make pricing decisions and drive margin improvement for OC
- Uses the Value Based pricing model to determine the pricing targets for individual customers and for his/her dedicated portfolio.
- Identifies opportunities of margin improvement for their customers' portfolio and execute
- Prepares and updates highquality account negotiation planners/playbooks throughout the year, including the following information to drive successful negotiations
- Leads effective negotiations within Composite principles and guidelines
_Metrics:
_
- _Meeting or exceeding price targets_
- _ PVM _
- _Gross margin_
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Manages the full customer relationship for our accounts including sales planning, strategies, action plans and execution. Manages all accounts to accomplish profit and growth goals and to high customer satisfaction of our most highly valued customers
- Develops and strengthens positive professional relationships with stakeholders at all levels within client organizations based on personal integrity, trust and respect
- Develops strategies and plans for managing his/her bigger account activities; assesses activities to plan; prioritizes and coordinates opportunities; develops, communicates and monitors sales forecasts to ensure accuracy and execution. Track variances and analyze.
- Continuously expands business wider and deeper with customers to achieve exposure to their key p
