Commercial Excellence Director, Insulation

The Commercial Excellence Director will lead cross-functional teams to develop and implement a strong commercial excellence strategy and agenda to capture OC's fair value. This includes ease of doing business, sales force effectiveness, key account management, and profitability maximization. We aspire to build robust, customer- centered processes in the organization, so they become part of Insulation's overall competitive advantage. This role is expected to deliver improvement in customer experience, average gross margin per customer, and become a synergy maker for not only our current businesses, but potential M&A deals in the future.

This role will align with commercial, pricing, and marketing leaders to plan and execute commercial excellence initiatives and develop commercial capabilities. Our commercial excellence strategy and initiatives must be aligned with business needs, with a balance of creating value across the Insulation portfolio and meeting individual needs of segments/customers.

Reports to: VP, Strategic Marketing

• Own the implementation of sales effectiveness initiatives, to maximize the right market share and profit margins
• Work with business leaders and the sales team to identify and build the most critical capabilities required to win in the market in the future, as these may not be the same capabilities that were required to win in the past
• Focus on internal processes, training and tools that enable success for our sales teams and continually develop and improve the way we operate
• Understand the technologies that enable our sales teams to be successful and how we can best leverage these. Provide Voice of the Business to CRM working team and drive alignment of CRM roadmap

• Facilitate definition and execution of needs-based customer segmentation by channel in coordination with commercial, pricing and business teams
• Deploy systems and tools to effectively deliver customer segmentation strategies and realize growth/price goals
• Assess existing segmentation plans and partner with the business to drive appropriate resource allocation based on the value proposition of each segment
• Drive the development and implementation of a needs-based segmentation strategy in partnership with business directors to realize regional price/growth goals
• Support businesses in implementation of key account management practices across the sales force, this includes program, operating model, design, and enablement
• Act as an expert and resource in the implementation of Key Account Management practices across the sales forces in Insulation

• Develop and implement capabilities to capture value, action value propositions, and optimize our Insulation portfolio
• Partner with business leaders to generate a value creation strategy and develop the capabilities to capture OC's fair market share
• Develop and implement the commercial capabilities to capture value across sales teams
• Collaborate with business and pricing organization to drive tracking and clear reporting of PVM and margin analytics
• Analyze trends and market situation to identify opportunities to partner with commercial teams on margin expansion and exceeding PVM targets
• Support our commercial teams in delivering a strong Margin Enhancement strategy through Price- Volume-Mix (PVM) improvement
• Partner with and advise the business on commercial strategy development considering Insulation business strategy, regional market dynamics, and competitive situation

• Identify systems and processes to gather and leverage market and voice of the customer insights to improve service to the customer. Drive insights across functions and businesses and recommend where customer sentiment can be gathered through centrally led, consistent methods
• Help businesses find synergies in customer needs between teams and drive coordination
• Share customer insights and needs with other functions, helping to educate and drive choices about how we develop, incentivize, and create programs that enable our success
• Where appropriate, work with marketing and S&T to build business cases for new markets, products or applications that will ensure the profitable growth and success of the businesses (i.e., modular/system selling in NATI)

• Offers expertise in program management to the Insulation business. Helps team develop operating model and metrics to scale impact of programs, such as customer segmentation, key account management, or training
• Drives clarity on actions for success and reduces fragmentation of resources to gain scale

EXPERIENCE:

* An undergraduate degree is required; an MBA or equivalent working experience is strongly preferred.

* 10+ years of Sales or Marketing or Finance experience in B2B environment

* Proven leader with the ability to lead large, global teams

• Demonstrated leadership in organizations with multiple channels and/or manufacturing operations and has led strategic planning, operations planning, investment analysis and executive level business reviews
• Experience functioning in a highly matrixed structure across functional, business, geographic and cultural boundaries
• Experience with cross-functional teams. Aptitude to build strategic and execution-focused plans and alliances with partner leadership
• Highly analytical with experience using these insights to make successful business decisions
• Experience in shaping business strategy and leading strategic planning with best in class analytical tools
• Strong financial acumen with a strong numbers orientation and preferred experience in commercial finance
• Experience in interpreting and translating marketing trends context into marketing product strategies based upon trend analyses and feedback
• Experience working in or with commercial teams and the ability to build rapport with commercial teams quickly
• Strong negotiation skills
• Effective ability to sell a concept
• Strong influence leadership, with the ability to manage in a highly matrixed environment
• Experience preparing and making presentations to executive level audiences for clear decision making and engagement