PURPOSE OF THE JOB
The Market Development Manager (MDM) is accountable for the execution of the AirCare strategy within Owens Corning Air Distribution. The MDM will drive AirCare program growth through developing and maintaining strong internal and external relationships. This capability will drive increased sales volume by increasing awareness / consideration with contractors and identify opportunities in the market. In addition to driving ProCat usage, the MDM is responsible for understanding the in-home sales process for an HVAC contractor, while also training HVAC contractors to grow their business with attic insulation and flex duct retrofit. This includes managing key contractor relationships, driving usage/reporting in the OCConnect portal, and enabling OC to capture their purchases through interaction with the Area Sales Manager’s distribution placement strategy in key geographies.
The MDM will report to the Business Development Leader, AirCare & Flexible Duct Media (FDM), while also coordinating with Area Sales Managers and Marketing resources to achieve the business goals. Travel required up to 60% - 70% by either plane or car, depending on key focus areas. Primary territory focus is Florida with additional Gulf Region states to be included in the coverage.
Reports to: Business Development Leader, AirCare & Flexible Duct Media (FDM)
Span of Control: No direct reports, but indirect leadership and influence is a necessity
JOB RESPONSIBILITIES
Know the HVAC Contractor
- Current market dynamics & future trends
- Understand what contractors value, their challenges and opportunities
- Provide insights to contractors, while also listening to alternative ways to run their business
- Develop and maintain direct relationships with strategic contractors within the focus areas
Execute the AirCare Strategy
- Work in concert with Area Sales Managers and Marketing resources to identify strategic MSA focus areas to acquire new, or train existing, contractors as part of the AirCare strategy
- Host and deliver training opportunities for contractors that are part of the AirCare program; enable these contractors to sell more in the home and pull through sales to Owens Corning
- Ensure Area Sales Managers have the right distribution relationships in key markets to support the AirCare contractors
- Interacts regularly with Marketing, Inside Sales, and Building Science helping to further initiatives aimed at addressing contractor demand
- Make joint sales calls on current and targeted contractors with local ASMs
- Represent AirCare + Air Distribution team at trade shows/industry events
Training and Development
- Act as subject matter expert in training to current and potential HVAC contractors in key markets
- Grow and develop current and incoming Area Sales Managers to host ProCat trainings
- Develop new trainings, in conjunction with Marketing, targeted to increasing both ProCat usage and Duct Retrofit success
- Deliver ProCat trainings to key distribution partners when ASMs are not available
JOB REQUIREMENTS
MINIMUM QUALIFICATIONS:
- Bachelor’s Degree in Business or related field or equivalent combination of relevant education and experience
- 5 years of customer-facing experience in the residential building products and/or HVAC/Home Services industry.
EXPERIENCE:
- Customer-facing marketing or sales experience building relationships beyond the transactional customer
- Worked with independent and entrepreneurial business owners and knowledgeable of the problems they face running their business
- Worked with contractors of any type
- Worked in an environment where you must influence the behavior of associates who do not report to you in order to achieve a common goal
KNOWLEDGE, SKILLS & ABILITIES:
- Excellent communication skills including speaking in front of large audiences; the ability to work at all levels of a customer organization (CEO to HVAC installer)
- Possess a strategic value-added approach
- Bilingual in English and Spanish preferred
- Demonstrated negotiation skills
- Demonstrated training skills
- Understanding of contractor profitability
- Building science knowledge, specifically around HVAC systems and installation
- Live the safety standard; adhere to safety responsibilities
#LI-TF1
#LI-Remote
About Owens Corning
Owens Corning is a residential and commercial building products leader committed to building a sustainable future through material innovation. Our products provide durable, sustainable, energy-efficient solutions that leverage our unique capabilities and market-leading positions to help our customers win and grow. We are global in scope, human in scale with more than 25,000 employees in 31 countries dedicated to generating value for our customers and shareholders and making a difference in the communities where we work and live. Founded in 1938 and based in Toledo, Ohio, USA, Owens Corning posted 2024 sales of $11.0 billion. For more information, visit www.owenscorning.com.
Owens Corning is an equal opportunity employer.
