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JH Metro Rep II- SF

Date: Jun 14, 2017

Location: Houston, TX, US

Company: James Hardie

 

 

 

Position Summary

The Metro Sales Representative works to manage our existing customer base and also target potential customers to grow new business, convert the target audience to use James Hardie products, positions the Company’s value proposition and whole-product solution to the customer, and become a strong business partner. The Metro Rep reports directly to the Area Sales Manager.

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

Manage and support the national builders and dealers in the Houston , TX market, build strong long term relationship and provide solutions to the needs of current and future construction designs. Additional responsibilities will be  spent growing the business converting builders away from competitive products and or up-selling our higher value items up the chain on the exterior of the homes.

Works collaboratively with the appropriate Area Sales Manager (ASM) to target and successfully sell the Company’s exterior products to builders within the key target profile, leveraging key channel partners and preferred wholesalers, dealers, and installers.

• Conducting a competitive market analyses, including existing territory, customer types, and existing competitive products, as well as “On the Wall Costs” (OTWC) for the Company’s products and competitors’ products resulted in the territory plan;
• Developing a target list of potential builders for the sales funnel based on the profile of potential customers as defined in the territory plan and geographic market;
• Building and enhancing strong customer relationships with multiple key decision makers of new and existing customers;
• Proactively using all available sources (Local Home Builder Association, Internet, newspaper, etc.) to develop a “Lead” bank consisting of all potential customers (builders, architects, and developers);
• Uncovering creative methods to position the Company’s products and solutions in front of as many target builders as possibly by developing effective starters that will engage the builder’s interest;
• Securing three appointments (primary demand calls) per day with target builder decision makers for “Needs Assessment” (listening and questioning the builder about their needs and presenting a compelling reason to buy) and “Conversion Calls” (selling to the Company’s products versus competitor products);
• Following through will all sales activity to maximize the close ratio (goal of greater than 75% target to conversion ratio);
• Utilizing sales tools (MapPoint to map out all targets and minimize drive time, OTWC Estimator, ADW, builder testimonials, pictures, pre-made presentations, etc.) to maximize efficiency and effectiveness for sales execution;
• Leveraging the dealers in rural areas by conducting builder events to reach the maximum amount of targeted builders;
• Ensuring conversions and sales are 100% compliant with the Company’s best practices and standards of quality;
• Cross-sell the Company’s interior product, HardieBacker®, simultaneously with the Company’s exterior siding product; and
• Conducting training sessions in conjunction with dealers for all previous converted builders to cross sell accessories and HardieBacker®.

Manages self and organizational issues by:

• Using the Company’s proprietary sales force automation software which includes Outlook, and MapPoint to manage daily sales activity by preplanning meetings a week in advance and keeping customer appointments;
• Updating his/her ASM weekly with “Target List” (prospect information) and status of movement in the prospecting stages and next action(s);
• Conducting oneself in the highest professional manner through integrity and personal conduct
• Maintain a current target list for builder conversion and next steps in Sales Force.


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 (10%).

Education/Experience:
Required:

• Bachelor’s degree (in Sales and/or Marketing preferred) (Advanced degree preferred);
• 5 or more years of successful outside sales experience selling value-added, whole solution products to customers within the consumer durables, manufacturing, telecommunications, or other transferable industry;
• Demonstrated Experience with the standard features of various automated Sales Tracking Software, Customer Relationship Management Software, or proprietary software (CRM, FileMaker Pro, ACT, etc.)
• Experience with market development concepts [adoption lifecycle, market development checklist, and STP (segmenting / targeting / positioning)] based on sustaining products and innovations; and
• Sales management and market development experience (preferred).



Performance Profile
Location and Service Area:

• Based out of Houston, TX

Specifics of the Role:
• Focus Area will be top national and local builders along with the national and local dealers  in the market who service those builders
• Maintain current and grow new business with these key customer accounts
• Utilize the channel for rapport, specialty stocking, and identification of builders using competitive product.
• Manage office hours for administrative, scheduling and builder targeting to specifically dedicate time segmenting, targeting and tailoring of the value proposition.

Position Overview:

• What separates an average performer and a top performer in this role?
o Organized, Calculated, Patient yet persistent.
o Passionate, Driven , Can do attitude
o Ability to handle objection and overcome quickly
o Ability to narrow call to close ratio for accelerated adoption and market shift.
• Why would a top performer who is not looking for a job want this job? (list out all the reasons – this is the Employee Value Proposition – EVP)
o Growth based in established market.
o Team oriented, fast paced with entrepreneurial approach.
o Ability to grow within district close to terminal share, mange constant pressure for growth
o Established role in the business largest volume customer base
o Challenge on managing the largest market in country for James Hardie.
• Why are the years of experience listed above necessary? What should they have accomplished during the experience and what will they do with it at JH?
o Understands selling process with variety of customer types to create relatable attributes.
o History of promotion and success with their current employer (Sales Metric Achievements)
o Has home office experience with attributes of a self-starter.
o Can articulate their go to market strategy with their current employer and doesn’t portray an “everyone’s a customer” process.

Performance Objectives:
• 6 Months
o Onboard successfully and complete market plan and certification
o Identify key geographies, neighborhoods future developments, understand exterior design
o Within those neighborhoods identify additional builder target list
o Engage the channel to build rapport and gain trust/access to competitive customers.
o Full understanding of OTWC and COGs analysis specific to each sub-geography
o Completely embrace and use Sales Force to execute and manage business
• 12 Months
o Completely understand the market and key influencers and drivers around buying decisions
o Update market plan quarterly to reflect learnings and changes in plan.
o Conduct Aggregation events at off-sites for targeted builders and dealers
o Strong relationships in place with key builders and dealers
o Successfully achieve conversion goal and sales volume requirement
 

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: Houston

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