Channel Manager - Connecticut

Summary

The Channel Manager serves as the primary relationship owner for assigned dealers within a 
defined channel. This role drives territory growth by leading cross-sell campaigns, training dealer 
teams across the full product portfolio, and coordinating local and national account managers to 
connect dealer programs with contractor demand. The key objective for the Channel Manager is to 
be the primary relationship owner for assigned dealers for a defined channel, collaborate with 
sales team to execute campaigns, train role partners, and drive adoption of James hardie product 
line through cross-sell campaigns, delivering territory growth.

Location: Remote/Home Office - State of Connecticut

What You’ll Do:

Dealer Relationship Management:

• 
  Serve as the primary point of contact for assigned dealers; build long-term 
  partnerships, ensure issue resolution, and drive core product growth and loyalty.
• 
  Builds and maintains long-term partnerships - accountable for dealer engagement, 
  issue resolution, and growth in channel with core products
• 
  Manage multiple accounts effectively, maintaining strong engagement and 
  consistent execution of dealer programs.
• 
  Apply a balanced push/pull strategy—stocking, promotions, education at the 
  channel level— combined with targeted pull‑through with dealers’ customers to 
  drive conversions. 
• 
  Develop territory‑specific plans (segmenting/targeting/positioning); proactively 
  build new business and maintain the right prospect‑to‑close funnel ratios. 

Dealer Cross Selling: 

• Leads and sustains multi‑product, cross‑sell campaigns to increase adoption and; 
  qualify targets, prioritize pipeline, and execute the market playbook. 
• Ensures dealer partners are trained and enabled to sell siding, trim, decking, and 
  rail products
• 
  Enables dealer sales teams through training and coaching on siding, trim, decking, 
  and rail offerings to improve attach rates and close ratios. 
  Aligns to dealer/distributor growth goals by category; collaborate with downstream 
  reps and RSL to manage the funnel and drive category adoption

Dealer/Rep Collaboration/Coordination: 

• Operate as the “quarterback”, partnering with local and national account managers 
  to align dealer strategies with contractor engagement and territory priorities; hand 
  off qualified leads to accelerate market penetration of core products. 
• 
  Connect dealer programs to downstream customer demand, ensuring coordinated 
  execution and measurable growth across the channel.

What You’ll Bring:

Core Competencies

• Sales Expertise: Willingness and ability to cultivate relationships, grow networks, nurture 
leads, and passion to identify targets. Ability to negotiate and collaborate with business 
leaders to achieve an ideal outcome. Strong understanding of sales processes, sales 
funnel management, and sales practices. Knowledgeable of market segmentation and go[1]to-market strategies. Familiar with Customer Relationship Management systems to aid in 
organization and planning.

• Business Consultation: Understand dealer/distributor financials (margins, turns, 
inventory optimization), market opportunity, competitive set, and builder/contractor 
dynamics to advise partners for mutual growth. 

• Sales Execution: Mastery of sales process understanding sales funnel management and 
excellent sales practices. Ability to analyze market trends and adjust organizational 
strategy accordingly. Knowledge of market segmentation and go-to-market strategies.

• Marketing Execution: Ensure consistent brand presence at customer locations; maintain 
POS and collaborate with Field Marketing on hyper‑local campaigns. 

• Building Products Knowledge: Familiar with basic construction practices with the ability 
to understand residential construction process. Learns James Hardie product line, 
including features, applications, installation considerations, and value drivers across 
residential and commercial projects.

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. 

• Proficiency with Microsoft products. 
• Self‑directed, organized, and able to structure a productive day with minimal supervision,
continuous learner with market awareness

• Ability to travel up to 30% of the time

• Valid driver’s license is required, and employment is contingent upon maintaining a 
satisfactory Motor Vehicle Record that meets the Company’s driving eligibility standards

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 $128,000. 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.

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.

• 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

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