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Director of Sales- Canada

Date: Mar 7, 2019

Location: Chicago, IL, US

Company: James Hardie

 

 

 

POSITION TITLE:                       Director of Sales, Canada

REPORTING TO:                      Executive Vice President of Sales  

LOCATION:                              Chicago, Illinois

THE COMPANY:                       James Hardie Building Products

 

James Hardie is the global leader in fiber cement technology.  We have been furthering our innovative and entrepreneurial legacy around the world for more than 125 years. We invented fiber cement siding products in the early 1980s as a durable, lower-maintenance alternative to wood and vinyl. Our products combine innovation and versatility to offer a variety of design possibilities, matched with specific performance attributes relative to the climate where the product is being used. Currently installed on more than 8 million homes in North America, James Hardie Building Products has earned a superior reputation within the industry and has been selected for use in some of the country's most prestigious projects.

Innovation is vital to maintaining our product leadership position in the fiber-cement industry. Consequently, we invest heavily in research and development, with a special emphasis on product quality and production efficiency to develop durable and low maintenance siding products and backer board.

Today, James Hardie Building Products operates in markets around the world, with manufacturing operations in the United States, Australia, New Zealand and the Philippines. The United States businesses employs over 3,000 people who generate revenue of more than $1.8 billion annually.

We are a culture that promotes original thought and action.  James Hardie Building Products is a collaborative environment that rewards results.  We are customer centric, and motivated to win.

SCOPE AND RESPONSIBILITIES:

The Director of Sales, Canada reports to the Executive Vice President, Sales and leads commercial activity for ~1/5 of North America. He/she leads a team of ~30-35 which includes (2) local Regional Sales Managers. The Director will drive a “35/90” strategy, with a goal of achieving a 35% market share in the home cladding market from ~18% today, while working towards achieving a 90% category share in the fiber cement product category specifically (~81% today). “He/she will grow the top line through market share growth from adjacent products like wood, CFC and Vinyl by executing and enhancing a market development game plan, whilst also maintaining category share by developing and enhancing channel relationships. In addition, he/she is a key contributor to the senior executive group to whom he/she provides insights on areas outside of their direct purview.

KEY SELECTION CRITERIA:

The ideal candidate will be a proven business leader with significant strategic capabilities and a track record of driving financial performance and tactical execution. The candidate ideally has led a team that developed markets in the past. Market development is defined at James Hardie by 3 criteria:

 

  1. Sell at a significant premium.
  2. Require the customer to go through some switching costs OR overcome switching barriers.
  3. Value needs to be articulated.

     

    He/she will have successfully tailored a commercial strategy to the market and will bring to bear a background that is commercially broad, having driven a track record of top-line growth that is consistently above market. Regarding industry background, this executive will have proven themselves in a complex “two-step” sales environment, leading branded, high margin businesses.  We also need a candidate who has successfully scaled businesses with a lengthy sales cycle and operates on the high end of his/her particular market.  Value selling is crucial.

    The successful candidate will be able to integrate seamlessly into the Company’s culture, which is a transparent, highly logical, internally flat, but externally competitive culture. Therefore, he/she will be highly driven and results oriented with a relentless focus on continuous improvement. He/she will lead through embodying the Company’s key values of “smart, driven, real.”

    Additionally, the successful candidate will be a highly curious, self-motivated individual. He/she will be able to look at business problems from multiple angles and will have a high self-development orientation, always exploring new points of view and adjusting the approach accordingly. He/she needs to show evidence of potential advancement within James Hardie. The person must be coachable, driven, humble fun to be around. If the person is not passionate about our mission this job is to hard and you should not apply. 

     

Critical Competencies / Critical Success Factors:

In addition, the successful candidate will possess the following key competencies:

  • Strategic Orientation:  The successful candidate has shown the ability to act as a strategic partner with senior business leaders.  He/she will articulate priorities for the business across a multi-year horizon and adapt plans to reflect evolving business priorities. The position will require the ability to integrate and synthesize a variety of information with an eye towards aligning product, portfolio and business strategy. The ideal candidate will not only ask questions which will open up new ways of seeing the business, but actively search for previously unidentified business opportunities which may leverage current or emerging capabilities.
  • Commercial/Business Acumen:  The ideal candidate will have a demonstrated track record of driving profitable business growth. He/she will be highly financially astute – someone who manages by numbers including P&L and KPIs. The ideal candidate will have shown knowledge that he/she knows ‘how money is made’ in the target market. Bringing an ability to translate that commercial insight into tangible execution, the successful individual will have shown an ability to “create markets and identify white spaces” in markets and niches which were previously unidentified, taking advantage of every opportunity to maximize revenue and profit based on innovation and customer-centric leadership. He/she will quickly understand emerging market trends and be able to shift strategies and tactics accordingly.
  • Results Orientation:  The ideal candidate will have demonstrated the ability to deliver above market top and bottom line growth consistently in spite of fluctuating macroeconomic conditions and requirements. The candidate will be energized by a challenge and driven to exceed goals. He/she will be innovative and willing to change the status quo and continuous improvement mindset. He/she will have a strong bias for action and a strong work ethic.
  • Team Leadership:  He/she has a strong track record as a leader of large groups and demonstrated experience building high performance and achievement-oriented teams that have delivered results. He/she has shown the ability to build teams and capabilities and develop a leadership pipeline. In addition to setting a clear vision for his/her business and driving the team to achieve short term and longer term objectives, this executive will be seen by the broader organization as a thought leader; someone able to impact outside his/her own business.

 

Personal attributes:

From a personality perspective, he/she will not be abrasive, authoritative or arrogant; furthermore, he/she will display a high level of integrity. He/she will be a highly curious executive, perpetually seeking new knowledge and enjoying the challenge of finding better ways of doing things. The Vice President will be a highly collaborative leader who inspires others to win and holds teams accountable for results.

 

Additional Details:

The Director of Sales is responsible for the development and performance of all sales activities in the assigned market including; overseeing the sales team, monitoring sales pipelines, implementing individual and team goals, managing budgets, retaining morale, and communicating with other departments. Staffs and directs a sales team and provides leadership towards the achievement of maximum profitability and growth in line with company vision and values. Establishes specific plans and strategies to maximize the company’s market share at its existing customer base and expand the customer base in the marketing area. Contributes to the development of training and educational programs for sales organization.

People:

  • Inspire, motivate, coach and grow the Canadian- based Sales team.
  • Provide training, mentoring and performance goals to his/her direct reports for adequate performance measurement.
  • Experience managing high potential individuals.
  • Conducts one-on-one review with all direct reports to build more effective communications, to understand training and development needs, and to provide insight for the improvement of direct report’s sales and activity performance.

 

Collaboration/Communication with Senior Management:

  • Ability to develop strong relationships and engage in strategic conversations with C-level executives.
  • Ability to develop and drive cross-functional partnerships with various internal teams and executive leadership.
  • Provides timely feedback to senior management regarding performance of the sales organization.
  • Participation in upper management meetings as required.

Managing the Business:

  • Lead the Canadian Sales team to identify and close new business opportunities in Canada.
  • Proactively monitor and strive to maintain high levels of quality, accuracy, and process consistency throughout the sales team.
  • Superior analytical and creative thinking skills; entrepreneurial spirit and desire to identify and drive new revenue streams.
  • Develops a business plan and sales strategy for the market that ensures attainment of company sales goals and profitability.
  • Initiates and coordinates development of action plans to penetrate new markets.
  • Manages expense budget of sales organization to ensure appropriateness and effectiveness.
  • Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
  • Development and implementation of aggressive sales growth plans. Plan, manage and execute, in conjunction with the RSMs, effective sales strategies to achieve goals.  
  • Develop and implement strategic plans for market coverage and continued market share gain.
  • Develop and execute sales plans to maximize growth in Sales & Gross Profits in all market segments.

 

 

James Hardie is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran status, among other things, or as a qualified individual with a disability. Equal Employment Opportunity is the law.


Nearest Major Market: Chicago

Job Segment: Sales Management, Manager, Outside Sales, Sales, Management, Research