Technical Sales Leader Nashville, TN

James Hardie•Nashville, TN

4d•$111,000 - $148,000•Remote

About The Position

The Technical Segment Leader (TSL), reports to the Sales Senior Directors and provide leadership/development to a team of technical sales managers, accelerating sales results in various North America markets. The TSL will be responsible for growing the divisional business, pushing forward sales objectives in each sales division (US North/South/South Central/West). The work includes enabling and oversight of installation quality, scaled installer capacity and installer account development, and on-the-wall-cost optimization efforts; Segmentation, Targeting and Positioning of installer, contractor and builder targets that ensure the full sales team is executing on the right priorities to deliver growth targets. The TSL will proactively develop and tailor strategies to identify and address threats from regional competition and refine territory plans rolled out by the reps to ensure they are tightly integrated with the plans laid out by sales leadership. TSLs will engage priority installer accounts to support TSMs in identifying and addressing their needs, driving alignment, and assisting with structured account plans to achieve growth objectives. At the direction of the Sr. Director, the TSL will prioritize strategic engagement with select ASLs & RSLs in their efforts to recruit, engage and develop the tech game plan in those markets based on needs and priorities for the Sr. Director’s division.

Requirements

Bachelor’s degree (Advanced degree strongly preferred).
4 or more years in personnel management, engaging, supporting and contributing to an advanced sales or service organization’s successful execution of business objectives (preferred).
5 or more years of Construction Management or service industry management experience (preferred).
Experience leading/managing people in a sales, construction, or relevant environment.
Knowledge of residential building fundamentals (Foundation, Frame, Roof, Envelope).
Understands contracting & sub-contracting factors & relationships in the construction industry.
Experience with market development concepts [adoption lifecycle, market development checklist, and STP (segmenting / targeting / positioning)] based on sustaining products and innovations.
Experience working for a product leadership company where the focus is on value selling, not price.
Experience with a start-up company, installation company or related small business is highly beneficial.
Experience safely working with standard job site power tools and equipment, saws, pneumatics, scaffolding and ladders is strongly preferred.
Able to quickly master OSHA standards related to installers working with James Hardie products, including, but not limited to, the Silica Standard adopted in 2017.

Responsibilities

Responsible for RSL/ASL development related to Tech strategy, skills and execution, assists w/ key install accounts, oversees TSM engagement, development, activities & partners with their Senior Directors to optimize Tech DMS results, and thus, overall regional share gain.
Partner/coache/develop Sales Leader capabilities specific to tech sales execution, as well as coaching.
Drive improved execution that delivers accelerated results in the market, both for onboarding and in general employee satisfaction and retention.
Shapes strategic focus of tech sales efforts in their geographical territory in close coordination with the Regional and Area Sales Leaders, ensuring the success of top sales initiatives and the most critical, high volume accounts.
Partner with RSLs and Directors to select top tech sales talent, manages, and leads the activities of the team and acts as a dotted-line manager for 10-12 technical sales managers and as a role model to ensure the team’s development and competency to execute at ever higher standards.
Drive execution and oversight for all Tech/install-related initiatives at district and regional levels.
The TSL leads and supports the TSM’s who are responsible for driving continuous improvements on Best Practice Compliance (train and support customers on JH installation requirements and recommended practices), Cost (promote efficiencies to increase our ability to compete at lower price points), and Capacity (develop preferred installers whose work, service and cost-effectiveness is consistently above the market average).
Oversee and approves installer programs with tactically important install companies to unlock new opportunities from their books of business.
Engage priority installer accounts to support TSMs in identifying and addressing their needs, driving alignment, and assisting with structured account plans to achieve growth objectives.
Own all sensitive communications with customers related to product quality and performance, coaches/provides corrective action on significant installation errors by customer, and filters/addresses level 3 customer concerns with Best Practices and Claims groups.
Engage large-volume customers (installers & builders) to ensure appropriate access, fast and thorough issues resolution, and strong relationship strategic.
Partner with Senior Directors to define, adjust and optimize JH strategy at the district level proactively leveraging available resources, tools and investments to accelerate JH share gain in all territories in the division.
Support sales leadership in determining effective spend and investment with key install partners, along with tool and event costs to ensure sufficient ROI is clear and return is achieved on any investment made with the installer community.
Partners with other Company departments to ensure that the regional sales’ business objectives are met i.e. – Sales Managers, National Accounts, Product and Segments, and Marketing.
Recognizes the different perspectives and priorities of executives and functional groups within the company to effectively meet the diverse needs and timing of the various business leaders.
Understand the business and competitive positioning of the company and applies this understanding to effective strategic staffing, planning and recommendations; sets strategic focus areas and tailors game plans with RSLs & ASLs to ensure maximum performance and results.