Technical Sales Manager

James Hardie

9d•Hybrid

About The Position

James Hardie is the industry leader in exterior home and outdoor living solutions, with a portfolio that includes fiber cement, fiber gypsum, composite and PVC decking and railing products. Our family of trusted brands includes Hardie®, TimberTech®, AZEK® Exteriors, Versatex®, fermacell®, and StruXure®. With over 8,000 employees and our U.S. operating entities headquartered in Chicago, we boast 31 operating sites, 6 recycling facilities, and 6 research and development centers globally. Powered by a dynamic workforce, we’re united by our purpose of Building a Better Future for All™ through sustainable innovation, a Zero Harm culture, and a commitment to empowering our people and communities. The Technical Sales Manager reports to the District Sales Manager in their respective region with an additional reporting relationship to the Regional Technical Sales Leader. The Technical Sales Manager will be responsible for enabling sales growth and customer engagement through consultative account management and business development of local installers, working with construction directors and general managers. This role’s account management focuses on targeting influential installation companies in partnership with the Regional Account Manager through joint action planning and funnel execution. The role’s key objectives are being accountable for regional technical sales execution, developing and managing installers, and partnering with RAMs to operationalize technical sales strategy and remove barriers to product adoption.

Requirements

Bachelor's degree or equivalent experience required.
3+ years of sales experience in a high-touch sales environment with a high level of organization, discipline, and self-structure. 5+ years preferred.
3-5 years of building science/construction experience and building envelope design, preferably in a management or entrepreneurial capacity. 5+ years preferred.
1+ years of experience working with a Customer Relationship Management system (Salesforce, HubSpot, Zoho, etc.)
Ability to travel 30 - 40 % of the time, a valid driver’s license required.

Nice To Haves

Certified Professional Constructor (CPC), Certified Associate, Constructor (CAC), Certified Construction Manager (CCM), OSHA Safety Training, TDEC - EPSC Level 1 Certification.

Responsibilities

Executes the regional technical sales strategy by focusing installer coaching efforts on priority markets, contractors, and projects
Targets installation companies within the region to identify growth opportunities and partner appropriately with internal stakeholders to gain their business.
Ensures technical resources are applied where they will have the greatest impact
Acts as the subject matter expert in all technical installation practices of our product offerings and installation practices including customer programs and benefits.
Creates and maintains accurate product specifications, builder specifications, and installer specifications for all job sites.
Regularly audits installation practices and identifies installation mistakes, creating corrective action plans when needed in the market.
Works with installer businesses to identify, qualify, and develop installers capable of supporting product growth
Expands installer coverage within the territory to meet contractor demand and sales priorities
Responsible for cultivating and maintaining installer relationships, including crew identification, crew performance assessment, and installer training.
Generates sales through installer market development and account management.
Performs installer market development through lead identification, networking and value propositioning.
Conducts Quarterly Business Reviews with key installation accounts
Understands and speaks to residential building economics, specifically installation spend
Engages and drives consistent communication with Exteriors Sales Reps in joint action planning and funnel execution.
Partners with sales reps to connect contractors with qualified installers and support successful project execution
Helps remove installation-related barriers which slow/prevent product adoption
Maintains and defends Builder Account Management Plans with key influential identified installation companies in targeted geographies.
Executes effective product installation training, aiding installation crews to install JH products as safety and efficiently as possible