Foam Products Sales Representative

James Hardie Building Products is the $1.5B world-leader in Fiber Cement Siding. In the United States, we have operations in eight manufacturing plants, two regional offices and two research centers. No matter where we operate, our goal is to remain at the forefront of the fiber-cement industry, capitalizing on our global leadership in building products and manufacturing and technology for both new home construction and remodeling.

Take a closer look at James Hardie Building Products, Reporting to the Business Unit Manager, and working out of your home office. The Foam Products Sales Representative works to strategically target potential customers (contractors, installers, dealers) across a number of markets to successfully convert the target audience from using traditional James Hardie products to using those products with a new foam backing, with a focus on exterior siding in the R&R segment. The incumbent positions the value propositions of the foam-backed exterior siding products to target customers, and also works with contractors and installers to define install instructions and best practices and determine product improvements and new opportunities.

* Develops a target list of potential contractors for the sales funnel based on the profile of potential contractors as defined in the market development plan; * Conducts needs assessment calls – listening to and questioning the contractor about their needs and presenting a compelling reason to buy – followed by conversion calls * Builds and enhances strong customer relationships with our key R&R partners in each market; * Educates contractors on the value of James Hardie foam-backed products via face-to-face presentations and install demos; * Ensures conversions and sales are 100% compliant with James Hardie’s best practices and standards of quality; * Conducts a competitive market analysis in each target market, including “On the Wall Costs” (OTWC) for James Hardie’s foam-backed products as well as existing and potential competitive products; * Works with the Best Practices Team in R&D to define installation instructions and best practices for all foam-backed exterior siding products; * Trains and supports contractors and installers on the installation of foam-backed products; * Trains dealers on the value of James Hardie foam-backed products; and * Utilizes and supports the development of new, creative sales and marketing tools to maximize efficiency and effectiveness for sales execution.

* 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; * 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; and * Willingness and ability to work from home office environment and structure a productive day with little to no supervision. **Education/Experience:** * Bachelor’s degree (in Sales and/or Marketing preferred) (Advanced degree preferred). * 4 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. * Experience utilizing a CRM to enter sales activity. * Experience with market development concepts [adoption lifecycle, market development checklist, and STP (segmenting / targeting / positioning)] based on sustaining products and innovations. * Sales management and market development experience (preferred).