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Senior Metro Sales Representative

Date: Dec 29, 2018

Location: San Francisco, CA, US

Company: James Hardie

Reporting to the Area/Regional Sales Manager, the James Hardie Metro Sales Representative works to target potential customers to grow new business, convert the target audience to use Aspyre products by James Hardie, positions the Company’s value proposition and whole-product solution to the customer, and become a strong business partner. Key account management is also required.  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:
 Works collaboratively with the appropriate Area Sales Manager (ASM), Regional Sales Manager (RSM), and TOM Segment Manager to target and successfully sell the Company’s premium Aspyre products to Top of Market Builders and Architects, within the key target profile, leveraging  TOM  preferred channel partners:   wholesalers, dealers, and installers, by: (80%)

 

  • Collaborating with sales leader to develop a local market territory plan to improve James Hardie market share position in TOM segment with a goal of increased Aspyre sales growth
  • Driving excitement, specification and influence design with targeted TOM builders and architects by leveraging Aspyre brand, architectural & design industry knowledge, creative design talent, and strong business acumen
  • Acting as consultant to the TOM project value chain by assisting with project design, specifications, ordering and application to ensure specifications hold from project start to finish
  • Analyzing market exterior design trends and develop action plans to drive Aspyre growth with TOM builders and architects within your local territory.
  • Supporting, driving and implementing creative Aspyre product awareness initiatives per local market in collaboration with James Hardie segment/marketing team
  • Implementing Aspyre support programs at targeted lumberyards and dealers servicing TOM segment to gain access to their customers and drive increased Aspyre growth
  • Develop a target list utilizing all available data of potential TOM  builders and architects 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; Leverage key account management skills, grow existing customers business.
  • Leveraging strong presentation skills to conduct regularly scheduled business development events, continuing education credit classes, and product knowledge training sessions highlighting the features and benefits of Aspyre product line and the non product value of James Hardie
  • 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, Salesforce, OTWC Estimator, housing reports, pictures, pre-made presentations, etc.) to maximize efficiency and effectiveness for sales execution;
  • Ensuring conversions and sales are compliant with the Aspyre best practices and standards of quality for installation.
  • Cross-selling the Company’s other products, James Hardie Brand Siding and Trim, HardieBacker®, simultaneously with the Company’s Aspyre product line when opportunities arise.
     

Manages self and organizational issues by: (20%)

  • Establishing themselves as TOM team lead and supporting additional team members with Aspyre product line and TOM segment.
  • Using the Company’s proprietary sales force automation software which includes Salesforce, Outlook, and MapPoint to manage daily sales activity by preplanning meetings a week in advance and keeping customer appointments;
  • Updating his/her ASM/RSM 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.

 

 Requirements:

 Bachelor’s degree (in Sales and/or Marketing preferred)

  • 3 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.)
  • Demonstrated experience with establishing Architectural specifications or selling a premium brand
  • 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).


Nearest Major Market: San Francisco
Nearest Secondary Market: Oakland

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