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Regional Rep I - Greater Vancouver

Date: Jan 5, 2019

Location: Vancouver, BC, CA

Company: James Hardie

 

 

 

Position Summary Reporting to the Area/Regional Sales Manager, the Regional Sales Representative I works to strategically target potential customers, (Dealers, Installers and Builders) to generate and grow new business and successfully maintain the current market share. 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 Work collaboratively with the appropriate Area/Regional Sales Manager and sales team to work with key channel partners: (75%)

• Develop a territory-specific sales strategy and approach for successful selling techniques

• Proactively initiate action with customer base to establish and maintain strong customer engagement

• Ensure that the proper funnel management

• Follow-through with all selling activities to maximize close ratio

• Establish effective segment targeting positioning models

• Lower the builders’ “on the wall cost” by ensuring direct labor efficiencies to the dealer channel

 

Sells the Company’s product to contractors and store purchasing agents via in-store channels, on the job site, and at appropriate events: (15%)

• Establish and utilize contractor desk relationships to gain sales referrals and/or leads

• Identify potential qualified contractors to be converted to using and promoting the Company’s products

• Successfully develop and maintain relationships with newly converted contractors

• Identify market-specific needs and how to capitalize on it

• Work closely with District and/or Store Managers on high-level projects

• Provide product overviews and usage demonstrations

• Ensure that proper inventory levels are consistently maintained

• Negotiate with store partners for the best product placement Position Requirements Knowledge,

 

Concentrate business-focused selling efforts on customers within the target audience profile to create and retain sales demand for the Company’s interior products: (10%)

• Promote features and benefits of the products to a target audience

• Identify core sales strategies that drive product brand awareness within the assigned market

• Conduct market research via job site reviews to determine product utilization

• Calculate On the Floor Costs

• Ensure that distributors are properly established with a line of credit and sufficient inventory levels

• Establish and meet distributor goals by analyzing sales data

• Conduct a comprehensive profit analysis of the distributor pricing structure

• Perform training seminars on an as-needed basis

• Establish a strong line of communication with owners and other key-decision makers

 

 

Skills, and Abilities:

• Superior interpersonal and written/oral communication skills

• Demonstrated ability in problem solving and crafting a win-win solution

• Demonstrate intermediate skills with word processing and spreadsheet software

• Excellent presentation skills

• A demonstrable capacity to keep abreast of new industry trends and best sales practices

• Strong self-directed organizational skills and the ability to work from a home office environment

• Ability to maintain and upgrade individual skills set through continuous learning and market awareness • Valid driver’s license

• Ability to travel overnight (10%)

 

Education/Experience:

• Bachelor’s degree in Sales, Marketing or a related field

• 1 to 3 years of successful outside sales experience selling value-added, whole solution products to customers within the consumer durables, manufacturing, telecommunications, or other transferable industry • Experience with market development concepts [adoption lifecycle, market development checklist, and STP (segmenting / targeting / positioning)] based on sustaining products and innovations

 

Is below necessary?:

 

Position Summary Reporting to the Area/Regional Sales Manager, the Regional Sales Representative I works to strategically target potential customers, (builders, architects and developers) to generate and grow new business and successfully maintain the current market share. 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 Work collaboratively with the appropriate Area/Regional Sales Manager to target and sell to builders within the key target profile: (60%) • Develop a territory-specific sales strategy and approach for successful selling techniques • Proactively initiate action with target builders to establish and maintain customer engagement • Ensure that the proper prospect funnel ratio is in place at all time • Follow-through with all selling activities to maximize close ratio • Establish effective segment targeting positioning models • Lower the builders’ “on the wall cost” by ensuring direct labor efficiencies to the dealer channel Concentrate business-focused selling efforts on customers within the target audience profile to create and retain sales demand for the Company’s interior products: (20%) • Promote features and benefits of the products to a target audience • Identify core sales strategies that drive product brand awareness within the assigned market • Conduct market research via job site reviews to determine product utilization • Calculate On the Floor Costs • Ensure that distributors are properly established with a line of credit and sufficient inventory levels • Establish and meet distributor goals by analyzing sales data • Conduct a comprehensive profit analysis of the distributor pricing structure • Perform training seminars on an as-needed basis • Establish a strong line of communication with owners and other key-decision makers Sells the Company’s product to contractors and store purchasing agents via in-store channels, on the job site, and at appropriate events: (20%) • Establish and utilize contractor desk relationships to gain sales referrals and/or leads • Identify potential qualified contractors to be converted to using and promoting the Company’s products • Successfully develop and maintain relationships with newly converted contractors • Identify market-specific needs and how to capitalize on it • Work closely with District and/or Store Managers on high-level projects • Provide product overviews and usage demonstrations • Ensure that proper inventory levels are consistently maintained • Negotiate with store partners for the best product placement Position Requirements Knowledge, Skills, and Abilities: • Superior interpersonal and written/oral communication skills • Demonstrated ability in problem solving and crafting a win-win solution • Demonstrate intermediate skills with word processing and spreadsheet software • Excellent presentation skills • A demonstrable capacity to keep abreast of new industry trends and best sales practices • Strong self-directed organizational skills and the ability to work from a home office environment • Ability to maintain and upgrade individual skills set through continuous learning and market awareness • Valid driver’s license • Ability to travel overnight (20%) Education/Experience: • Bachelor’s degree in Sales, Marketing or a related field • 1 to 3 years of successful outside sales experience selling value-added, whole solution products to customers within the consumer durables, manufacturing, telecommunications, or other transferable industry • Experience with market development concepts [adoption lifecycle, market development checklist, and STP (segmenting / targeting / positioning)] based on sustaining products and innovations

 

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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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