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Product Sales Manager

Date: Aug 14, 2019

Location: Chicago, IL, US

Company: James Hardie

 

 

Position Summary

 

The Product Sales Manager is a key member of the central segment team and works primarily in the East Coast markets to execute and promote the premium Aspyre product line to targeted customers. The primary function of the role will be executing account management with targeted channel partners to ensure full promotion and growth of the Aspyre line.  In addition, this role will work with both the inside sales team and outside sales team to drive Aspyre demand with the local architect and builder bases.  The Product Sales Manager will be responsible for not only driving market execution and the acceleration of our current market position, but also participate strategically in the development of the overall programs. The Aspyre product segment is a strategic priority for the business and this position will have a high degree of interaction internally and externally, including Sales Mgmt, Marketing, Operations, and Products.  This role requires significant travel and ownership of the Aspyre product in East Coast markets. The Product Sales Manager reports directly to the Sr Manager, Top of Market with a dotted line to market sales leaders.  Travel is expected to be ~75%.

 

Position Responsibilities

 

Execute Aspyre segment strategy in target markets (70%):

  • Identification, ownership and development of strategic partnerships with targeted TOM channel partners to accelerate our Aspyre volume growth utilizing key account management principles
  • Collaborate, train and develop our targeted channel selling resources (outside and inside sales) to ensure full promotion of Aspyre line
  • Support specification of Aspyre product line and influence design with targeted TOM builders and architects by leveraging features and benefits of Aspyre, architectural & design industry knowledge, creative talent, and strong business acumen.
  • Collaborate and partner with JH sales team:  inside, outside and management to drive Aspyre demand and ensure alignment on key priorities
  • Analyze local market trends, data and leverage salesforce.com to develop growth plans, manage both short term and long term sales objectives, and track progress against segment goals.

 

Development of Aspyre strategy and roadmap (30%):

  • Resource for in-market research, fact finding, and assumption checking
  • Develop competency and approach around TOM channel partners, builders, and architects
  • Create segmentation and standards to identify and choose key TOM partners
  • Implement and execute in-market trials and testing
  • Work with Sr Segment Manager on standard operating procedures and training for TOM customers; continuously monitor, evaluate, and update SOP
  • Ensure full collaboration with local market sales management team
  • Develop a cadence and tracking system for performance based results

 

The position responsibilities outlined above are in no way to be construed as all encompassing. Other duties, responsibilities, and qualifications may be required and/or assigned as necessary.
 

Knowledge, Skills, and Abilities Required:

  • History of key account management success selling and growing a premium product line
  • Ability to influence (both external and internal stakeholders) and drive change without direct management accountability
  • Superior interpersonal and written/oral communication skills with the ability to relate well and cooperate with others to effectively coordinate activities and accomplish goals
  • Confidence presenting to large groups
  • Results oriented with the ability to execute on a plan and drive results
  • Ability to work independently as well as interact effectively across functions and at all levels
  • Demonstrated ability to solve problems, craft a win-win solution (collect data, establish facts, and draw valid conclusions) and negotiate with special emphasis on closing the sale
  • A demonstrated capacity to keep abreast of new industry trends and best sales practices
  • Demonstrated intermediate skills with Microsoft Office, Internet, and proprietary software (especially powerpoint to generate monthly/quarterly updates on your business)
  • Willingness and ability to travel up to 75%
  • Valid driver’s license

 

Education/Experience Required:

 

  • Bachelor’s Degree in Sales, Marketing, Business, or related field
  • 4 – 5 years of experience within field sales.  Account management experience preferred.
  • Experience selling premium brand or influencing architectural specification a plus
  • Experience managing a multi-state territory a plus
  • Experience with CRM application (salesforce.com preferred)

 

 


Nearest Major Market: Chicago

Job Segment: Sales Management, Outside Sales, Field Sales, Sales Consultant, Sales