Regional Sales Representative

Job Category: Sales/Retail/Business Development Location: SALT LAKE CITY, UT 84101 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 Regional Sales Representative Position Description:Position SummaryReporting to the Area Manager/Regional Sales Manager, the James Hardie Regional Sales Representative I works to strategically grow new Interior business and to successfully maintain the current market share among distributors, dealers, installers and big box customers. The incumbent also provides installation support to the local sales staff, particularly in areas where a whole-product solution to the customer is offered (Product & Installation) 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: (25%)• 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; • 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; and• 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: (25%)• 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; • 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; and• Negotiating with store partners for the best product placementDevelops a network of siding installers through quality and efficiency training select crews, and subsequently recommending preferred Installers to builders (50%).• Identifies contractors that can be developed to deliver high quality work at reasonable costs.• Educates installer crews in Hardie Best Practices through organized Product Knowledge sessions (PK’s). • Uses extensive knowledge of the install base in the district to provide installers to the sales force at the required on the wall cost to convert business. • Uses extensive knowledge of installation techniques to improve efficiency (squares per day) in the district• Promotes competition in the district by developing Hardie crews, while maintaining quality• Creates capacity in excess of demand based on install production and district growth.• Ensures installation quality in the district by auditing installation crews, and keeping record of deficiencies.• Works with Job-Packing Program manager to ensure product delivery is on-time and accurate.Quantitative DimensionsDecision Making: The James Hardie Regional sales 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. The incumbent will need to develop a target list of potential Installers to develop an installer base that supports the success of new builder conversions to the Company. He/she will also be responsible for driving business through the interiors channel and Big Box stores with the defined territory. Scope of Position: The James Hardie Regional Sales Representative I is expected to enable district sales reps with installation capacity for builders conversions, and service those conversions during the build-out of the project through training, and quality auditing. The incumbent will also have sole responsibility for district Big Box stores and Pro Dealer channel for the interiors business.The impact of this role to the organization can be measured by the increase in sales of ColorPlus and XLD and an overall increase goal in total conversions as determined by the ASM/RSM as well as growing market share with dealers and big box stores in the assigned territory. This sales advantage to the customer can be realized by the salesperson’s ability to demonstrate OTW /OTF conversion cost reductions and other sales techniques. 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.• Demonstrated Construction experience, and expertise with construction tools• Ability to communicate effectively with construction personnel.• 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 (25%). Education/Experience: Required: • Bachelor’s degree in Sales and/or Marketing or a related field• 2 to 5 years of successful outside sales experience selling value-added, whole solution products to customers within the building products, consumer durables, manufacturing, telecommunications, or other transferable industry• Minimum 3 years experience in the construction industry.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.James Hardie is an Equal Opportunity Employer To Apply Visit James Hardie Learn more about James Hardie Building Products