Retail Territory Sales Rep

Summary

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.

What You’ll Do:

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.
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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.
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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.
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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.
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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.

What You’ll Bring:

• 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
• Bilingual in Spanish highly preferred
• 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 50–70% (overnight)

What You’ll Receive:

As of the date of this posting, a good faith estimate of the current pay scale for this position is $61,500K-$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.

• 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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