Date Last Verified
Area Sales Manager
The Area Sales Manager works with Account Representatives and Sales Representatives to strategically target potential customers, (builders, architects and developers) to generate and grow new business and to successfully convert the target audience from using traditional building products to using the Company's products. The incumbent also positions the Company's value proposition and whole-product solution to the customer to build and enhance strong customer relationships and to become a strong business partner. With a strong knowledge of business and market sense, the incumbent successfully manages an assigned sales territory and reports on related marketing activities by conducting competitive market analysis, competitive intelligence, and other sales-related research. Additionally, he/she will assume a higher level of responsibility and innovation to help lead and develop a sales team and the sales team's strategies in a given geographical region. The Area Sales Manager reports to the Regional Sales Manager.
Manages an assigned sales territory and reports on related marketing activities on a weekly basis by: (35%)
Working collaboratively with the appropriate Regional Sales Manager (RSM) and the regional sales team to target and successfully sell to potential customers within the key target profile, leveraging key channel partners and preferred wholesalers, dealers, and installers;
Developing a territory-specific sales strategy centered on the definition of the key profile customer and a related sales approach for successful selling techniques to this target audience;
Conducting extensive marketing analysis through market ride-alongs and sales evaluations and assessment reviews including sales goals;
On-going evaluation of competitor information to set proper strategy initiatives in order to meet sales goals;
Comprehension of Company's overall business objectives and ensuring that the team is working to meet the desired objectives;
Developing sales forecast and having discussions with appropriate parties to justify the forecast and executing on meeting sales objectives;
Managing channel partners using On the Wall Costs (OTWC) tools, territory-specific strategy, and defined target list;
Preparing informative and interesting presentations, investigating/researching possible new prospect customers, monitoring existing customers, and competitive intelligence, and managing time and sales results;
Using the Company's proprietary sales force automation software to manage daily sales activities; and
Communicating with all appropriate parties in other segments of the Company to ensure effective collaboration and shared sales opportunities, communicating territory plan to obtain buy-in, and selling best practices.
Selects top sales talent, manages, and leads the activities of the team and acts as a direct line manager for 4-8 Sales Representatives and as a role model to ensure the team's development and competency by: (35%)
Ensuring alignment of regional activities with organizational goals;
Traveling with new representatives after their first 90 days to evaluate team performance and ensure progress;
Training and working with new representatives in the first week in the position;
Educating regional sales team on market specific initiatives and trends;
Coaching and training Sales Representatives in preparation for next level challenges, including scheduling regular training and development, career counselling, and performance reviews as appropriate and as required to ensure that the team receives up-to-date industry awareness, and benchmarking knowledge consistent with top-talent performers; and
Monitoring staff to ensure productivity and compliance with established policies and procedures and participating in quarterly ride-alongs and other interactive coaching techniques.
Leading sales representatives in the execution of sales and marketing activities such as regional sales strategies by coaching and helping them think through the strategies to aid in the development of strategic thinking skills; and
Communicating sales expectations to sales representatives through regional meetings, conference calls, and ride-alongs.
Manages budget and monitors financial performance by: (15%)
Creating financial forecast form by gathering market data on competitive sales;
Effectively monitoring the budget for point of purchase and promotions items via the monthly budget recaps;
Determining best return on investment for money spent on events and sponsorships by evaluating the activity and results; and
Coaching the Sales Representatives on how to best practice financial responsibility and overseeing the proper application of expense account reporting.
Partners with other Company departments to ensure that the regional sales' business objectives are met by: (10%)
Working with Customer Service to ensure that clients are receiving exceptional service and on-time shipments;
Collaborating with Marketing on promotional sales activities/events such as trade shows, customer appreciation, and volunteer events; and
Improving cross-functional business interactions with the National Accounts and Exteriors Sales divisions through increased communications.
Knowledge, Skills, and Abilities:
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.
Ability to communicate and work with cross-functional teams and all levels in the organization.
Results-oriented to ensure delivery of appropriate products and services in an accurate, complete, and timely fashion.
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.
A demonstrable capacity to keep abreast of new industry trends and best sales practices and how they would interact with Company products.
Willingness and ability to work from home office environment and structure a productive day with little to no supervision.
Strong self-directed organizational skills to organize time effectively on daily and weekly basis.
Demonstrated ability to execute on a plan and drive results.
Ability to maintain and upgrade individual skills set, per market, through continuous learning and market awareness.
Valid driver's license.
Ability to travel overnight (20%).
Bachelor's degree (in Sales and/or Marketing preferred) (Advanced degree strongly preferred).
4 or more years in sales management, leading and developing sales people.
Marketing experience (preferred).
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 (preferred)
Lean Six Sigma certification or equivalent experience (preferred)
James Hardie is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran status, among other things, or as a qualified individual with a disability. Equal Employment Opportunity is the law.