Technical Sales Manager

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 operate 31 sites, 6 recycling facilities, and 6 research and development centers globally. 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.

About the Role

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. This role enables sales growth and customer engagement through consultative account management and business development of local installers, working with construction directors and general managers. The role focuses on targeting influential installation companies in partnership with the Regional Account Manager through joint action planning and funnel execution. Key objectives include accountability for regional technical sales execution, developing and managing installers, and partnering with RAMs to operationalize technical sales strategy and remove barriers to product adoption.

Responsibilities

• Technical Sales Execution
  • Execute 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 with internal stakeholders to gain their business.
  • Ensure 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, including customer programs and benefits.
  • Create and maintain accurate product, builder, and installer specifications for all job sites.
  • Regularly audit installation practices, identify mistakes, and create corrective action plans when needed.
• Installer Relationship Management
  • Work with installer businesses to identify, qualify, and develop installers capable of supporting product growth.
  • Expand installer coverage within the territory to meet contractor demand and sales priorities.
  • Cultivate and maintain installer relationships, including crew identification, performance assessment, and training.
  • Generate sales through installer market development and account management.
  • Perform installer market development through lead identification, networking, and value propositioning.
  • Conduct 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.
  • Partner with sales reps to connect contractors with qualified installers and support successful project execution.
  • Help remove installation-related barriers which slow or prevent product adoption.
  • Maintain and defend Builder Account Management Plans with key influential installation companies in targeted geographies.
  • Execute effective product installation training, aiding installation crews to install James Hardie products as safely and efficiently as possible.

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 is required.

Skills

• Sales Expertise: Strong understanding of sales processes, funnel management, and excellent sales practices. Knowledge of market segmentation and go-to-market strategies.
• Construction Expertise: Highly familiar with construction sites and residential installation best practices, challenges, and ways of working. Extensive experience working on various construction sites.
• Business Consultation: Understand installer financials (margins, turns, labor optimization), market opportunity, competitive set, and builder/contractor dynamics to advise partners for mutual growth. Strong business/financial acumen, specifically regarding the construction industry.
• Communication/Influence: Ability to influence key stakeholders and advocate for James Hardie Building Products, 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.
• Flexibility to identify and attend key activities within assigned territory while being accountable to a priority-based schedule with prospective customers.

Pay

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 bonus eligibility.

Benefits

• Compensation: Competitive salary and bonus eligibility.
• Insurance: Day-one health coverage including medical, dental, vision, and life insurance.
• Paid Time Off: Vacation and company holidays.
• Retirement: 401(k) with a 6% match.
• Investments: Employee Stock Purchase Plan (ESP).
• Work-Life Balance: Parental leave and wellness programs.
• Purpose. Impact. Community: Participation in sustainability initiatives.