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Senior Director, Sales Operations - Retail, Category Management

Date: Nov 21, 2021

Location: Chicago, IL, US

Company: James Hardie


Senior Director, Sales Operations-Retail, Category Management


About James Hardie Building Products


James Hardie Industries is the world’s #1 producer and marketer of high-performance fiber cement and fiber gypsum building solutions. We employ a diverse global workforce of approximately 4,800 employees across operations in North America, Europe, Australia, New Zealand, and the Philippines, and generated more than $2.9 billion in net sales during our 2021 financial year. We believe that home is a sanctuary and a canvas for self-expression without compromise. As the trusted innovator and industry leader in the markets where we operate, James Hardie empowers homeowners and building professionals alike to achieve their dream home with premium quality solutions that enable endless possibilities for design and aesthetics, while also delivering trusted protection and long-lasting beauty.


Position Summary


The Sr. Director, Sales Operations – Category Management is a key role for James Hardie – reporting to the SVP of Sales, this incumbent will drive the commercial strategy in partnership with the Regional Sales Directors and Retail Channel Segment leaders to deliver consistent sales execution and growth across North America.  The role is also responsible for helping drive the business via a standardized approach with the development of better Systems & Processes, Inside Sales, Tools & Productivity, and Learning & Execution. This person will work hand in hand with our Sr. Director of Data & Analytics, ensuring that we leverage the shared data and analytics we receive through our customers, consumers, and end-users to drive integrated account management for James Hardie. They will foster close working relationships with internal and external stakeholders to ensure the sales organization’s efficient operation and success. This role will also help support the SVP of sales on day to day needs to help manage and lead both the sales organization as well as the Sales Operations team.


Position Responsibilities



  • Provides leadership to the sales organization, and counsel to the Senior Vice President Sales, in implementing sales organization objectives that appropriately reflect the sales organization’s business goals aligned to our core strategy.
  • Partners with senior sales leadership to identify opportunities for sales process improvement. Facilitates successful implementation of new programs through the sales organization by ensuring a well-defined, efficient sales process is in place for launch. Fosters an organization of continuous process improvement.
  • Identify and implement effective sales enablement technologies to improve the sales representative and partner experiences including, but not limited to, CRM & add-ons, opportunity management, sales training and coaching systems, and partner relationship management applications, plus sales engagement and sales enablement platforms.


  • Successfully prioritizes & commercializes key strategies and promotions throughout the sales organization.
  • Prioritizes investments in enabling technologies in support of sales organization productivity. Works closely with the SVP Sales and CIO to understand the organization’s sales and technology strategy.
  • Ensures sales reports and other internal intelligence is provided to the sales organization. Develops new reporting tools as needed. Coordinates with sales leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives.
  • Prioritizes training objectives for selling, sales management, and sales support roles. Oversees the delivery of field and HQ training to sales, sales management, and sales support personnel.
  • Ability to develop a sales operations function designed to connect the consumer to the customer on their path of purchase through systems (, personal connections (inside sales), and promotion.


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.


Position Requirements


Knowledge, Skills, and Abilities:


  • Strong track record of introducing and selling new products and/or services.
  • Track record of driving category management through NPI, merchandising programs and innovation.
  • Experience in retail channel operations.
  • Proven track record of developing, engaging, and recognizing talent to deliver results.
  • Capable of analyzing and interpreting data to drive decision making.
  • Ability to work with & understand complex channels & distribution models.
  • Basic understanding of fundamental financial concepts.
  • Ability to travel



  • Four-year college degree from an accredited institution; master’s in business administration (MBA) or equivalent (preferred).
  • 15 years of sales or sales management preferably with experience leading a Sales Operations Teams.
  • Highly skilled in creating organizational efficiencies with a background in project management or Six Sigma (preferred).




Nearest Major Market: Chicago

Job Segment: Sales Management, Operations Manager, Sales Operations, Category Manager, Manager, Sales, Operations, Management, Retail