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Account Representative Job
Date: Nov 22, 2009
Location: Pittsburgh, PA, US
Title: Account Representative
Job Description: "Account Representative Position Summary Reporting to the Area/Regional Sales Manager, the James Hardie Account Representative I 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
RESPONSIBILITIES: Concentrates 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 placement Position Requirements Knowledge, 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 • 1 to 3 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).
BENEFITS: In 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 COMPANY: At 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/career
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" Requisition Number: NS-571 Interest Category: Sales / Marketing Hourly/Salary: Salary City: PITTSBURGH State: Pennsylvania Country: UNITED STATES Shift: Days
Job Description: "Account Representative Position Summary Reporting to the Area/Regional Sales Manager, the James Hardie Account Representative I 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
RESPONSIBILITIES: Concentrates 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 placement Position Requirements Knowledge, 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 • 1 to 3 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).
BENEFITS: In 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 COMPANY: At 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/career
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" Requisition Number: NS-571 Interest Category: Sales / Marketing Hourly/Salary: Salary City: PITTSBURGH State: Pennsylvania Country: UNITED STATES Shift: Days
Nearest Major Market: Pittsburgh
Job Segments: Account Manager, Sales
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