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JH Account Rep I

Date: Aug 13, 2017

Location: Phoenix, AZ, US

Company: James Hardie

 

 

 

As a member of the Southwest division, reporting to the Area Sales Manager, the Account Representative works primarily to secure strong relationships and product positioning within “big box” retail and Pro Tile retail accounts. In addition, this role will strategically identify and target potential customers, (tile installers, property management companies, builders, remodelers, etc ) to generate and grow new business and to successfully convert the target audience from using competitive building products to using the James Hardie products. 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.

Position Responsibilities

Works collaboratively with the appropriate Area Sales Manager (ASM) to target and successfully sell the Company’s interiors products to remodelers, tile installers, property management companies, builders, etc. within the key target profile through “big box” or Pro Tile retail channel with the goal of increasing volume and overall market share his/her territory: (85%)

• Building and enhancing strong relationships with key store, district, and regional management across the channel.
• Uncovering creative methods to position the Company’s products and solutions in the stores and in front of target customers
• Conducting a competitive market analyses, including existing territory, customer types, competitive products, “On the Floor Costs” (OTFC) for competitive products compared to JH’s position in the market.
• Developing a target list of potential HardieBacker users for the sales funnel based on the profile of potential customers as defined in the territory plan and geographic market;
• Working with store, district, regional management to ensure inventory levels are sufficient to support positioning and sales trends
• Conducting in store product demonstrations in targeted stores to identify and convert contractors, and grow new business
• Conducting in-store product knowledge training to store management, associates, customers, and contractors
• Leverage store, district, regional relationships in the retail channel to generate leads and identify opportunities
• Utilizing sales tools such as salesforce.com to maximize efficiency and effectiveness for sales execution;
• Cross-sell the Company’s exterior products, simultaneously with the Company’s interior products in the “big box” accounts

Manages self and organizational issues by: (15%)
• Ability to use salesforce.com, Thinque, Outlook, MapPoint, Microsoft Office, 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);
• Assisting the business with critical information regarding their territory to help drive overall strategy
• Conducting oneself in the highest professional manner through integrity and personal conduct.

Quantitative Dimensions

Decision Making:
The Account Representative focuses sales efforts in his/her geographical territory in coordination with and leadership from his/his appropriate ASM. It is his/her responsibility to work with their ASM to individualize a plan for each territory or account and to decide on the proper focus areas for how best to attain sales and market share goals. The impact to the organization is significant as it will increase primary demand business relative to the new housing (new housing starts) and Repair and Remodel markets buying products through assigned retail accounts

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.
• 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.
• Ability to conduct an effective sales meeting
• Demonstrated sales / business / financial acumen
• Demonstrated proficiency with 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 and/or Marketing preferred)
• 2 to 5 years of successful outside sales experience selling value-added, whole solution products to customers within the consumer durables, manufacturing, telecommunications, or other transferable industries.
• Demonstrated Experience with the standard features of various automated Sales Tracking Software, Customer Relationship Management Software, or other proprietary software
• Proficient in Microsoft Office Suite
• Experience with market development concepts [adoption lifecycle, market development checklist, and STP (segmenting / targeting / positioning)] based on sustaining products and innovations; and
• Sales and market development experience (preferred).

Competencies:
• Sales Ability/Persuasiveness: Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.
• Negotiation: Effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all parties.
• Decision Making: Identifying and understanding issues; problems, and opportunities; comparing data from different sources to draw conclusions; using effective approaches for choosing a course of action or developing appropriate solutions; taking action that is consistent with available facts, constraints, and probable consequences.
• Tenacity: Staying with a position or plan of action until the desired objective is obtained or is no longer reasonably attainable.
• Planning and Organizing: Establishing courses of action for self and others to ensure that work is completed efficiently.
• Risk Taking: Initiating action that tries to achieve a recognized benefit or advantage when potential negative consequences are understood.
• Follow-up: Monitoring the results of delegations, assignments, or projects; considering the skills, knowledge, and experience of the assigned individual and the characteristics of the assignment or project.
• Contributing to Team Success: Actively participating as a member of a team to move the team toward the completion of goals.
• Energy: Consistently maintaining high levels of activity or productivity; sustaining long working hours when necessary; operating with vigor, effectiveness, and determination over extended periods of time.
• Impact: Creating a good first impression, commanding attention and respect, showing an air of confidence.
• Customer Focus: Making customers and their needs a primary focus on one’s actions; developing and sustaining productive customer relationships.
• Adaptability: Maintaining effectiveness when experiencing major changes in work tasks or the work environment; adjusting effectively to work within new work structures, processes, requirements, or cultures.

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.


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