Channel Manager - Boston

About the role

The Channel Manager serves as the primary business consultant and strategic partner to assigned dealers and distributors, with accountability for growing and defending share, expanding full-line Hardie product adoption and driving sustained portfolio growth within the district.

Key Responsibilities

• Define and maintain the district’s full-line portfolio strategy for the channel.
• Act as the district’s subject matter expert on the channel for both dealers and distribution (e.g., volume flows, program structure and status, stocking locations, dealer business models, competitive presence, early buy process across the district, product margins for JH & key competitors).
• Understand key levers for full-line portfolio growth within the channel and develop a prioritized key account plan with the DSM that supports the overarching district plan.
• Gain and maintain share with dealers and distributors.
• Be the primary POC for assigned accounts and product categories (e.g., in front of each account through consistent touchpoints, resolving issues in a timely manner).
• Increase the ability and intent of key accounts to promote the full-line Hardie products.
• Gain new stocking positions and defend existing.
• Launch and sustain cross-sell campaigns, increase product line adoption and share of wallet within key accounts.
• Maintain and implement new programs.
• Oversee account coverage with distributors (e.g., quarterly planning meetings, joint targeting, quarterly business reviews, annual agreements, segmentation).
• Partner with the channel to drive downstream demand.
• Leverage channel relationships for joint targeting and to generate builder, installer and contractor leads for the regional account managers.
• Educate channel sales teams on Hardie products to enable downstream demand (e.g., value proposition).
• Maintain culture of excellence.
• Collaborate with team (e.g., pass leads and tips to each other).
• Prepare for weekly L1 meetings and use 1:1s with DSM to raise any escalations and get help where needed.
• Maintain upkeep of ad hoc cross-functional meetings and administrative tasks.
• Partner with the central sales execution, channel team and sales leadership to provide ongoing feedback and continuous improvement on channel strategies and tactics.

Requirements

• Bachelor's degree or equivalent experience required.
• 5+ years of successful outside sales experience selling value-added, whole-solution products (consumer durables, manufacturing, telecommunications, or similar).
• Proven territory management and new business development; strong prospecting, pipeline discipline, and close-rate follow-through.
• Excellent communication and presentation skills; able to influence across dealer/contractor stakeholders and internal cross-functional teams.
• Strong problem-solving and win-win negotiation capabilities.

What You’ll Receive

• As of the date of this posting, a good faith estimate of the current pay scale for this position is $96,000 to $105,000. 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.
• - 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