Channel Manager Philadelphia, PA

James Hardie•Philadelphia, PA

3d•$96,000 - $120,000•Remote

About The Position

The Channel Manager is the primary business consultant and strategic partner to assigned dealers and distributors, accountable for growing and defending share, expanding adoption of the full James Hardie product line, and driving sustained portfolio growth within the district. The role is the primary point of contact for key channel accounts and works with Sales Leadership, Central Sales Execution, National Accounts, and cross-functional partners to develop and execute channel strategies. It applies knowledge of channel business models, programs, volume flows, and competitive dynamics to influence stocking positions, launch cross-sell initiatives, generate downstream demand, and create long-term value for channel customers and James Hardie. The position is remote from Philadelphia, Pennsylvania. The Channel Manager maintains a district channel portfolio strategy, manages assigned accounts, supports channel partners in promoting James Hardie products, and works with internal teams to improve channel strategies and execution. The role requires a bachelor's degree or equivalent experience and at least five years of successful outside sales experience selling value-added, whole-solution products. The stated pay range is $96,000 to $120,000, with eligibility for a bonus plan and employee benefits.

Requirements

Bachelor's degree or equivalent experience.
At least 5 years of successful outside sales experience selling value-added, whole-solution products, such as consumer durables, manufacturing, or telecommunications products.
Ability to cultivate relationships, grow networks, nurture leads, identify targets, negotiate, and collaborate with business leaders to achieve favorable outcomes.
Knowledge of market segmentation and go-to-market strategies.
Familiarity with customer relationship management systems for organization and planning.
Ability to understand dealer and distributor financials, including margins, turns, and inventory optimization, as well as market opportunities, competitors, and builder and contractor dynamics.
Strong understanding of sales processes, sales funnel management, and effective sales practices.
Ability to analyze market trends and adjust organizational strategy accordingly.
Familiarity with basic construction practices and the residential construction process; ability to learn James Hardie products, including features, applications, installation considerations, and value drivers across residential and commercial projects.
Proven territory management and new business development, including strong prospecting, pipeline discipline, and follow-through to close.
Excellent communication and presentation skills, with ability to influence dealer and contractor stakeholders and internal cross-functional teams.
Strong problem-solving and win-win negotiation capabilities.

Responsibilities

Define and maintain the district’s full-line portfolio strategy for the channel.
Serve as the district subject matter expert on dealer and distribution channels, including volume flows, program structure and status, stocking locations, dealer business models, competitive presence, early-buy processes, and product margins.
Work with the DSM to develop a prioritized key-account plan that supports the district plan and drives full-line portfolio growth.
Gain and maintain share with dealers and distributors.
Serve as the primary point of contact for assigned accounts and product categories through consistent touchpoints and timely issue resolution.
Increase key accounts’ ability and intent to promote the full line of Hardie products.
Gain new stocking positions and defend existing positions.
Launch and sustain cross-sell campaigns, increase product-line adoption, and grow share of wallet within key accounts.
Maintain existing programs and implement new programs.
Oversee distributor account coverage through quarterly planning meetings, joint targeting, quarterly business reviews, annual agreements, and segmentation.
Partner with channel customers to drive downstream demand.
Use channel relationships for joint targeting and generate builder, installer, and contractor leads for regional account managers.
Educate channel sales teams about Hardie products and their value propositions to support downstream demand.
Collaborate with teammates, including sharing leads and tips; prepare for weekly L1 meetings and use DSM one-on-ones to raise escalations and seek support.
Maintain ad hoc cross-functional meetings and administrative tasks.
Partner with Central Sales Execution, the channel team, and Sales Leadership to provide feedback and continuously improve channel strategies and tactics.
Maintain consistent brand presence at customer locations, maintain point-of-sale materials, and collaborate with Field Marketing on hyper-local campaigns.