POSITION TITLE: Director of Sales, Canada
REPORTING TO: Executive Vice President of Sales
LOCATION: Chicago, Illinois
THE COMPANY: James Hardie Building Products
James Hardie is the global leader in fiber cement technology. We have been furthering our innovative and entrepreneurial legacy around the world for more than 125 years. We invented fiber cement siding products in the early 1980s as a durable, lower-maintenance alternative to wood and vinyl. Our products combine innovation and versatility to offer a variety of design possibilities, matched with specific performance attributes relative to the climate where the product is being used. Currently installed on more than 8 million homes in North America, James Hardie Building Products has earned a superior reputation within the industry and has been selected for use in some of the country's most prestigious projects.
Innovation is vital to maintaining our product leadership position in the fiber-cement industry. Consequently, we invest heavily in research and development, with a special emphasis on product quality and production efficiency to develop durable and low maintenance siding products and backer board.
Today, James Hardie Building Products operates in markets around the world, with manufacturing operations in the United States, Australia, New Zealand and the Philippines. The United States businesses employs over 3,000 people who generate revenue of more than $1.8 billion annually.
We are a culture that promotes original thought and action. James Hardie Building Products is a collaborative environment that rewards results. We are customer centric, and motivated to win.
SCOPE AND RESPONSIBILITIES:
The Director of Sales, Canada reports to the Executive Vice President, Sales and leads commercial activity for ~1/5 of North America. He/she leads a team of ~30-35 which includes (2) local Regional Sales Managers. The Director will drive a “35/90” strategy, with a goal of achieving a 35% market share in the home cladding market from ~18% today, while working towards achieving a 90% category share in the fiber cement product category specifically (~81% today). “He/she will grow the top line through market share growth from adjacent products like wood, CFC and Vinyl by executing and enhancing a market development game plan, whilst also maintaining category share by developing and enhancing channel relationships. In addition, he/she is a key contributor to the senior executive group to whom he/she provides insights on areas outside of their direct purview.
KEY SELECTION CRITERIA:
The ideal candidate will be a proven business leader with significant strategic capabilities and a track record of driving financial performance and tactical execution. The candidate ideally has led a team that developed markets in the past. Market development is defined at James Hardie by 3 criteria:
He/she will have successfully tailored a commercial strategy to the market and will bring to bear a background that is commercially broad, having driven a track record of top-line growth that is consistently above market. Regarding industry background, this executive will have proven themselves in a complex “two-step” sales environment, leading branded, high margin businesses. We also need a candidate who has successfully scaled businesses with a lengthy sales cycle and operates on the high end of his/her particular market. Value selling is crucial.
The successful candidate will be able to integrate seamlessly into the Company’s culture, which is a transparent, highly logical, internally flat, but externally competitive culture. Therefore, he/she will be highly driven and results oriented with a relentless focus on continuous improvement. He/she will lead through embodying the Company’s key values of “smart, driven, real.”
Additionally, the successful candidate will be a highly curious, self-motivated individual. He/she will be able to look at business problems from multiple angles and will have a high self-development orientation, always exploring new points of view and adjusting the approach accordingly. He/she needs to show evidence of potential advancement within James Hardie. The person must be coachable, driven, humble fun to be around. If the person is not passionate about our mission this job is to hard and you should not apply.
Critical Competencies / Critical Success Factors:
In addition, the successful candidate will possess the following key competencies:
From a personality perspective, he/she will not be abrasive, authoritative or arrogant; furthermore, he/she will display a high level of integrity. He/she will be a highly curious executive, perpetually seeking new knowledge and enjoying the challenge of finding better ways of doing things. The Vice President will be a highly collaborative leader who inspires others to win and holds teams accountable for results.
The Director of Sales is responsible for the development and performance of all sales activities in the assigned market including; overseeing the sales team, monitoring sales pipelines, implementing individual and team goals, managing budgets, retaining morale, and communicating with other departments. Staffs and directs a sales team and provides leadership towards the achievement of maximum profitability and growth in line with company vision and values. Establishes specific plans and strategies to maximize the company’s market share at its existing customer base and expand the customer base in the marketing area. Contributes to the development of training and educational programs for sales organization.
Collaboration/Communication with Senior Management:
Managing the Business:
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.