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Drive market share growth and sell-through across retail home center channels through strategic territory planning and field execution. Partner with retail leadership, distributors, and internal teams to remove barriers to conversion and generate demand.
Requires a Bachelor's degree in Business or a related field and at least 3 years of sales experience, preferably in building products or retail home centers. Must be willing to travel 50-70% of the time and possess strong influence and communication skills.
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 boast 31 operating sites, 6 recycling facilities, and 6 research and development centers globally. Powered by a dynamic workforce, 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.
For more information, visit www.jameshardie.com.
The Regional Retail Strategic Sales Rep is responsible for driving market share growth, sell-through, and strategic alignment across retail home center channels. This role blends high-level regional strategy with hands-on field execution, ensuring that corporate priorities are effectively translated into in-store results.
This position partners cross-functionally with internal sales teams, retail leadership, and distribution partners to identify opportunities, remove barriers to conversion, and accelerate demand generation across both Stock and Special Order business.
Success in this role requires the ability to influence at all levels of the retail ecosystem, develop strong partnerships, and execute a disciplined, data-driven territory strategy that delivers consistent sales growth.
Key Responsibilities
Strategic Leadership & Market Development
• Develop and execute a territory business plan and growth strategy to drive market share, sell-through, and profitability across retail channels.
• Establish financial objectives and strategic direction that grow the retail channel and consistently exceed quarterly and annual sales targets.
• Identify market opportunities, trends, and risks, providing actionable insights to leadership and marketing to support organizational strategy.
• Analyze sales, market, and retail data to prioritize opportunities and guide decision-making.
Retail & Channel Influence
• Build and maintain relationships across all levels of the retail environment, including:
• Pro Desk teams and retail associates
• Store, district, and regional leadership (RMM/RFM)
• Field merchandising teams (MET/MST)
• PSM, Sales Directors, TSM,RPSD
• Retail outside sales teams (OSR/SAM)
• Distributor sales teams and contractors
• Align regional retail stakeholders with company strategies and ensure consistent execution across markets.
• Manage the retail sales pipeline, identifying and resolving barriers within the sales and fulfillment process.
Execution & Demand Generation
• Drive sell-through across both stock and special-order programs, focusing on revenue, units, and share gain.
• Execute and maintain all in-store initiatives, including displays, merchandising, training programs, and promotional execution.
• Plan and lead Pro events, contractor engagement activities, builder events, and mobile training experiences to generate demand and strengthen brand preference.
• Support and train internal and external sales teams to scale both in-person and virtual selling capabilities.
Distribution & Cross-Functional Collaboration
• Partner with distribution to improve product flow, availability, and execution across retail channels.
• Collaborate with internal sales teams to ensure alignment on priorities, programs, and customer strategies.
• Remove operational bottlenecks and barriers that impact the customer experience and conversion.
Accountability & Performance Management
• Own a prioritized store and market coverage model, focusing time and resources on the highest-impact opportunities.
• Manage budgets effectively to drive profitable growth.
• Deliver against defined KPIs, including sales growth, market share, and execution metrics.
• Communicate performance, opportunities, and risks to leadership on a regular basis.
Qualifications & Experience
• Bachelor’s degree in Business or related field (or equivalent experience)
• 3+ years of experience in sales, preferably within retail home centers or building products
• Proven ability to drive results in a high-touch, relationship-driven sales environment
• Strong leadership, training, and influence skills across multiple organizational levels
• Experience working within complex distribution and retail channel models
• Demonstrated business acumen and understanding of financial drivers
• Highly organized with strong time and territory management skills
• Effective communicator with the ability to present to large and diverse audiences
• Proficient in Microsoft Office and CRM/reporting tools
• Willingness to travel up to 50–70% (overnight)
Core Competencies
• Customer Focus
• Business Acumen
• Drive for Results
• Strategic Thinking
• Communication & Influence
• Problem Solving
• Accountability
• Adaptability
Success Profile
First 90 Days
• Complete onboarding and product training
• Establish relationships with key retail, distributor, and internal stakeholders
• Identify and prioritize top stores and market opportunities
6 Months
• Demonstrate measurable sales growth in priority markets
• Establish consistent engagement with Pro Desks, contractors, and retail partners
• Execute training and demand-generation events across the territory
1 Year
• Exceed annual sales targets across stock and special-order business
• Deliver measurable market share gains
• Establish strong, sustainable retail and distribution partnerships that drive long-term growth
As of the date of this posting, a good faith estimate of the current pay scale for this position is $61,500K to $82,000K. 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.
At James Hardie, we recognize that our success depends on our people. We've worked hard to build a generous and competitive benefits program that demonstrates our commitment to our employees.
#LI-DW1
James Hardie Building Products Inc. is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, gender, sex, age, national origin, religion, sexual orientation, gender identity/expression, genetic information, veteran's status, marital status, pregnancy, disability, or any other basis protected by law.
James Hardie will comply with any applicable state and local laws regarding employee leave benefits, including, but not limited to providing time off pursuant to the Colorado Healthy Families and Workplaces Act, in accordance with its plans and policies.
The position responsibilities outlined above are in no way to be construed as all encompassing. Other duties, responsibilities, and qualifications may be required and/or assigned as necessary.
James Hardie Industries is the world’s #1 producer and marketer of high-performance fiber cement and fiber gypsum building solutions. We employ a diverse global workforce of approximately 5,800 employees across operations in North America, Europe, Australia, and New Zealand, and generated more than $3.9 billion in net sales during our 2024 financial year. We believe that home is a sanctuary and a canvas for self-expression without compromise. As the trusted innovator and industry leader in the markets where we operate, James Hardie empowers homeowners and building professionals alike to achieve their dream home with premium quality solutions that enable endless possibilities for design and aesthetics, while also delivering trusted protection and long-lasting beauty. Key to this effort is our dedication to our customers, market driven innovation, an inclusive and empowering company culture, and an unwavering commitment to our Zero Harm safety initiative. We also recognize the company’s ability to influence the communities in which we live and work around the world. While operating with a global mindset, we put great care into how our business impacts the local communities in which we operate and serve by sourcing locally, employing locally and delivering locally.
Offices: 231 S La Salle St, Chicago, Illinois 60604, US · 26300 La Alameda, Mission Viejo, California 92691, US · Bennigsenplatz 1, B1, Düsseldorf, Nordrhein-Westfalen 40474, DE · 7 The Priory, Old London Road, Sutton Coldfield, GB · 60 Castlereagh St, Level 17, Sydney, New South Wales 2000, AU
