Account Representative

Job Category: Sales/Retail/Business Development Location: LOS ANGELES, CA 90007 About Us BENEFITS We offer a competitive compensation plan that includes free full medical, dental and vision benefits effective on your first day with James Hardie for employee only, minimal cost for family coverage; 6% dollar for dollar matching 401(k) program; Free lunch Friday; Generous paid vacation and holidays; Job training and development; Life insurance; Disability Income Protection (LTD); Flexible Spending Accounts; Employee Assistance Program; Discount tickets for amusement parks, recreation sites and movies, and much more! DIVERSITY AT JAMES HARDIE We are committed to diversity at James Hardie in every form. We firmly believe that by hiring and developing people of every background and culture it will further strengthen our company and its people in striving for global leadership. James Hardie is an Equal Opportunity Employer Account Representative Position Description:Position SummaryReporting to the Area/Regional Sales Manager, the James Hardie Account Representative II works to strategically target potential customers (distributors, dealers, installers big box customers ) to generate and grow new business. The incumbent also positions the Company’s value proposition and whole-product solution to the customer to build and enhance strong customer relationships and to become a strong business partner. With a strong knowledge of business and market sense, the incumbent successfully manages an assigned sales territory and reports on related marketing activities by conducting competitive market analysis, competitive intelligence, and other sales-related research. Position ResponsibilitiesConcentrates business-focused selling efforts on customers within the target audience profile to create and retain sales demand for the Company’s interior products and positions the Company’s value proposition solution to the customer by: (60%)• Promoting features and benefits of the products to a target audience, including general contractors, builders, architects, framing contractors, plumbing and/or tile installers through in-person presentations, product knowledge sessions, and/or one-on-one meetings;• Identifying core sales strategies that drive product brand awareness within the assigned market• Conducting market research via job site reviews to determine product utilization;• Communicating expertise on the Company’s product installation best practices through job-site trials; and• Calculating On the Floor Costs (OTFC).• Ensuring that distributors are properly established with a line of credit and sufficient inventory levels;• Establishing and meeting distributor goals by analyzing sales data;• Conducting a comprehensive profit analysis of the distributor pricing structure;• Performing training seminars with Customer Service and Distributor Sales Representatives on an as-needed basis; • Establishing a strong line of communication with owners and other key-decision makers.Sells the Company’s product to contractors and store purchasing agents via in-store channels (Lowe’s and Home Depot), on the job site, and at appropriate events by: (40%)• Establishing and utilizing contractor desk relationships to gain sales referrals and/or /leads;• Identifying qualified contractors that have the potential to be converted from using current siding or backerboard products to using and promoting the Company’s products;• Successfully developing and maintaining relationships with newly converted contractors to ensure product sales;• Identifying market-specific needs including competitive analysis, primarily determining where opportunity lies within their region and how to capitalize on it; • Working closely with District and/or Store Managers on high-level projects such as district-wide buys, training and/or initiative implementation in the stores resulting in increased volume/market share and brand recognition; and• Providing product overviews and usage demonstrations to store associates and their customers and contractors on all Company products;• Ensuring that proper inventory levels are consistently maintained, including point of purchase materials and proper product levels;• Negotiating with store partners for the best product placementQuantitative DimensionsDecision Making: The James Hardie Account Representative II focuses sales efforts in his/her geographical territory in coordination with and leadership from his/his appropriate ASM/RSM. It is his/her responsibility to individualize a plan for each territory and to decide on the proper focus areas for how best to attain sales goals. Scope of Position: As the James Hardie Account Representative II for the Company, the overall objective is to increase the sale of the Company’s product. This objective is to be achieved by conducting market analysis and providing business solutions and promoting value-added product to a variety of business partners including dealers, distributors, builders, architects, contractors and Big Box customers. The position requires strong entrepreneurial and consultative sales abilities and skill when dealing with a diverse group of customers. Position RequirementsKnowledge, Skills, and Abilities: Required: • Superior interpersonal and written/oral communication skills with the ability to relate well and cooperate with others to effectively coordinate activities and accomplish goals.• Proven success in developing new business and generating sales leads by managing a territory and selling activities.• Demonstrated ability in problem solving, crafting a win-win solution (collect data, establish facts, and draw valid conclusions in a timely basis) and negotiation with special emphasis on closing the sale. • Ability to communicate and work with cross-functional teams and all levels in the organization. • Results-oriented to ensure delivery of appropriate products and services in an accurate, complete, and timely fashion.• Demonstrated intermediate skills with the standard features of various personal computer word processing and spreadsheet software (Microsoft Word and Excel, PowerPoint, Outlook, Internet, and proprietary software).• Excellent presentation skills before both small and large groups.• A demonstrable capacity to keep abreast of new industry trends and best sales practices and how they would interact with Company products.• Willingness and ability to work from home office environment and structure a productive day with little to no supervision.• Strong self-directed organizational skills to organize time effectively on daily and weekly basis.• Demonstrated ability to execute on a plan and drive results. • Ability to maintain and upgrade individual skills set, per market, through continuous learning and market awareness. • Valid driver’s license.• Ability to travel overnight (20%). Education/Experience: Required: • Bachelor’s degree in Sales, Marketing, or a related field • 2 years + years of successful outside sales experience selling value-added, whole solution products to customers within the consumer durables, manufacturing, telecommunications, or other transferable industry.• Experience with market development concepts [adoption lifecycle, market development checklist, and STP (segmenting / targeting / positioning) based on sustaining products and innovations.• Sales management and market development experience (preferred).Competencies:• Sales Ability/Persuasiveness: Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.• Negotiation: Effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all parties.• Decision Making: Identifying and understanding issues; problems, and opportunities; comparing data from different sources to draw conclusions; using effective approaches for choosing a course of action or developing appropriate solutions; taking action that is consistent with available facts, constraints, and probable consequences.• Tenacity: Staying with a position or plan of action until the desired objective is obtained or is no longer reasonably attainable.• Planning and Organizing: Establishing courses of action for self and others to ensure that work is completed efficiently.• Risk Taking: Initiating action that tries to achieve a recognized benefit or advantage when potential negative consequences are understood.• Follow-up: Monitoring the results of delegations, assignments, or projects; considering the skills, knowledge, and experience of the assigned individual and the characteristics of the assignment or project.• Contributing to Team Success: Actively participating as a member of a team to move the team toward the completion of goals.• Energy: Consistently maintaining high levels of activity or productivity; sustaining long working hours when necessary; operating with vigor, effectiveness, and determination over extended periods of time.• Impact: Creating a good first impression, commanding attention and respect, showing an air of confidence.• Customer Focus: Making customers and their needs a primary focus on one’s actions; developing and sustaining productive customer relationships.• Adaptability: Maintaining effectiveness when experiencing major changes in work tasks or the work environment; adjusting effectively to work within new work structures, processes, requirements, or cultures.BENEFITSIn return, we offer a competitive compensation plan that includes free full medical, dental and vision benefits effective on your first day with James Hardie for employee only, minimal cost for family coverage; 6% dollar for dollar matching 401(k) program; Tuition reimbursement; Free lunch Friday; Generous paid vacation and holidays; Job training and development; Life insurance; Disability Income Protection (LTD); Flexible Spending Accounts; Employee Assistance Program; Discount tickets for amusement parks, recreation sites and movies, and much more!ABOUT THE COMPANYAt James Hardie Building Products we apply our science, research, and cutting edge technology to enjoy our continued status as a $1.5 billion world leader in fiber-cement technology. As the world leader in fiber-cement technology we manufacture durable, beautiful building material products for the residential market. We operate in markets around the world, spanning the United States, Europe, Philippines, Australia, and New Zealand. In the United States alone, we have 10 manufacturing plants, three regional offices and one research center. For more information about our company and career opportunities please visit our website at: http://www.jameshardie.com/careerDIVERSITY AT JAMES HARDIEWe are committed to diversity at James Hardie in every form. We firmly believe that by hiring and developing people of every background and culture it will further strengthen our company and its people in striving for global leadership.James Hardie is an Equal Opportunity Employer To Apply Visit James Hardie Learn more about James Hardie Building Products