Retail Territory Sales Rep- Nashville

James Hardie; Nashville (TN); On-site; USD 61,500 - 82,000; Full time

Benefits offered by this job

Bonus eligibility

Health insurance

PTO

401(k) match

ESP program

Job summary

James Hardie in Nashville is hiring a Regional Retail Strategic Sales Rep to drive market share growth across retail home center channels. You will blend regional strategy with hands-on field execution to translate priorities into in-store results.

You will partner with internal sales teams, retail leadership, and distribution partners to identify opportunities, remove barriers to conversion, and accelerate demand generation for both stock and special‑order programs.

Qualifications

• Bachelor’s degree in Business or related field
• 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)

Responsibilities

• 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.
• Build and maintain relationships across all levels of the retail environment, including Pro Desk teams, store leadership, and distributors.
• 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.
• 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
• 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
• 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

Skills

Sales experience

Leadership

Communication

Time management

CRM familiarity

Willingness to travel

Education

Bachelor’s degree in Business

Tools

Microsoft Office

CRM software

Job description

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.

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.

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.

What You’ll Bring:

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

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 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.

Benefits

• 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

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.