Market Rep III: James Hardie Building Products

Market Rep III

Job Description :Market Representative III

Territory will cover Philadelphia and New Jersey Market.

Position Summary:

As a member of the Northern Division, reporting to the Area Sales Manager, the Market Sales Representative III works to strategically target potential customers, (builders, architects, dealers, and developers) to generate and grow new business and to successfully convert the target audience from using traditional building products to using the Company's products, with a focus on exterior siding penetration, tile channel demand creation, and a product mixed shift to the Company's differentiated 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. 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. The Market Representative III will also be responsible for mentoring and training other Market Representatives on the sales process and territory plan.

Position Responsibilities:

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, by: (70%)

• 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;
• Driving "ColorPlus ®" and "XLD ®" penetration within the territory;
• 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, APEX, 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 ®.

Concentrates business-focused selling efforts through the Pro-tile channel on customers within the target audience profile to create and retain sales demand for the Company's interior products and positions the Company's value proposition solution to the customer by: (20%)

• Creating a relationship with HardieBacker ® distributors in the territory to access top tile and gypsum dealers;
• Conducting events at appropriate locations for contractor conversions and promoting features and benefits of the products to a target audience (general contractors, builders, architects, framing contractors, plumbing and/or tile installers) as outlined in the territory plan through in-person presentations, product knowledge sessions, and/or one-on-one meetings;
• Utilizing the "Value Proposition Matrix" to position the Company's products to the target customer;
• Communicating expertise on the Company's product installation best practices through job-site trials and calculating the "On the Floor Costs" (OTFC);
• Ensuring that distributors are properly established with a line of credit and sufficient inventory levels;
• Establishing and meeting distributor goals by analyzing sales data; and
• Establishing a strong line of communication with owners and other key decision makers.

Manages self and organizational issues by: (10%)

• Using the Company's proprietary sales force automation software which includes APEX Tool (formally known as Excalibur), Thinque, Outlook, and MapPoint to manage daily sales activity by preplanning meetings a week in advance and keeping customer appointments;
• Updating his/her DSM/RSM weekly with "Target List" (prospect information) and status of movement in the prospecting stages and next action(s);
• Assisting Market Representative I and II with closing complex sales opportunities and acting as a coach and mentor; and
• Conducting oneself in the highest professional manner through integrity and personal conduct.


Quantitative Dimensions:

Decision Making:
The Market Representative III focuses sales efforts in his/her geographical territory in coordination with and leadership from his/his appropriate ASM. It is his/her responsibility to individualize a plan for each territory and to decide on the proper focus areas for how best to attain sales goals. The impact to the organization is significant as it will increase primary demand business relative to the new housing market (new housing starts) within a market development effort in his/her defined geographic territory focusing on all aspects in the territory. The incumbent will need to develop a target list of potential builders as well as to develop a supply chain and installer base that supports the success of new builder conversions to the Company. The incumbent will also be responsible for driving business through the interior channel within the defined territory. He/she will act as a mentor and coach for the Company's Market Representative I and II and will help develop their knowledge, skills, and abilities to grow sales within the region.
Supervisory/Lead Responsibilities:
None.
Scope of Position:
The Market Representative III is expected to make quality conversion calls by effectively utilizing the conversion templates and the Northern Market's sales model. The incumbent will be calling on builders, developers, tile dealers and architects that have never used the Company's products.
The impact of this role to the organization can be measured by the increase in sales of ColorPlus and XLD, as well as an overall increase goal in total conversions as determined by the ASM/RSM and growing market share with dealers and distributors in the assigned territory.

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 (30%).
Education/Experience:
Required:

• Bachelor's degree (in Sales and/or Marketing preferred) (Advanced degree preferred);
• 7 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).

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.