Technical Sales Manager

Summary

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 withconstruction 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.

What You’ll Do:

Technical Sales Execution

• Executes the regional technical sales strategy by focusing installer coaching efforts on priority markets, contractors, and projects.
• Target 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.
• Act as the subject matter expert in all technical installation practices of our product offerings and installation practices including customer programs and benefits.
• Create and maintain accurate product specifications, builder specifications, and installer specifications for all job sites.
  Regularly audit installation practices and identify installation mistakes, creating corrective action plans when needed in the market.

Installer Relationship Management

• 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.
• Generate sales through installer market development and account management.
• Perform installer market development through lead identification, networking and value propositioning.
• Conducts Quarterly Business Reviews with key installation accounts.
• Understand and speak to residential building economics, specifically installation spend.

Contractor/Installer Connection

• Engage and drive 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.
• Maintain and defend Builder Account Management Plans with key influential identified installation companies in targeted geographies.
• Execute effective product installation training, aiding installation crews to install JH products as safety and efficiently as possible.

What You’ll Bring:

Core Competencies:
• Sales Expertise: Strong understanding of sales process understanding sales funnel management and excellent sales practices. Knowledge of market segmentation and go-to market strategies.

• Construction Expertise: Highly familiar with construction sites and the ability to convey construction expertise. Extensive experience working on various construction sites with the ability to convey construction expertise to all audiences. Highly familiar with residential installation best practices, challenges, and ways of working.

• Business Consultation: Understand installer financials (margins, turns, labor optimization), market opportunity, competitive set, and builder/contractor dynamics to advise partners for mutual growth. Flexibility to identify and attend key activities within assigned territory while being accountable to a priority-based schedule with prospective customers. Strong business/financial acumen, specifically regarding the construction industry. 

• Communication/Influence: Ability to influence key stakeholders and advocate for JHBP, effectively building relationships at all levels of an organization. Bilingual in Spanish highly preferred. Able to present in front of large groups and convey messages in a captivating manner.

Requirements:
• Bachelor's degree or equivalent experience required. 
• Preferred Certifications: Certified Professional Constructor (CPC), Certified Associate, Constructor (CAC), Certified Construction Manager (CCM), OSHA Safety Training, TDEC - EPSC Level 1 Certification.
• 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 require.

What You’ll Receive:

As of the date of this posting, a good faith estimate of the current pay scale for this position is $71,000 to $95,000. Placement in the range depends on several factors such as experience, skills, geography and internal equity and may change over time. This position qualifies for benefits and you will be eligible to participate in a bonus plan.

At James Hardie, we recognize that our success depends on our people. We've worked hard to build a generous and competitive benefits program that demonstrates our commitment to our employees.

• Compensation: competitive salary and bonus eligibility
• Insurance: day-one health coverage medical, dental, vision, life insurance
• Paid Time Off: vacation and company holidays
• Retirement: 401(k) with 6% match
• Investments: Employee Stock Purchase plan (ESP)
• Work-Life Balance: parental leave, wellness programs
• Purpose. Impact. Community: Sustainability Initiatives | James Hardie 

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