Account Manager (Government/Commercial)

Responsibilities

• Sell the Johnstone Advantage, a combination of services and products, within a specified region or major geographical area, with special focus on the governmental or other specialty customer.
• Align the customers' needs with the service and products that Johnstone offers, with the goal of helping customers to Save Time and Make Money.
• Develop and implement sales plans that target specific specialty customers whose organization's plans align with the long-term sales strategy for the company.
• Establish new business, grow existing business, and maintain existing accounts through excellent customer service and follow up.
• Manage assigned accounts, by executing sales strategy, initiating contact with existing and potential customers, identifying their needs, and selling HVAC/R service and products that meet their needs.
• Keep customer information updated, manage individual contract and SKU pricing, prepare for sales calls specific to the needs of individual customers, track customer activity and trends, create goals and forecasts per account, align customer needs with services available through the Ware Group’s Johnstone Advantage, and determine market strategies and goals for products and services.
• Manage assigned accounts in assigned territory; regularly communicate information regarding promotions, warranty, price books, new product launches, product changes, etc. to Dealer base.
• Develop and deliver sales presentations that effectively communicate the benefits of the Company and assist the Customer with meeting their business goals.
• Hold business review meetings with decision-makers aimed at identifying continued partnership and growth opportunities.
• Close sales in a professional and effective manner by meeting established sales and revenue goals.
• Develop and build relationships with local Account Managers, Market Managers, and Branch personnel in order to provide a collaborative approach that addresses the specialty customers' needs and lands the business with the Ware Group.
• Identify and follow up with prospect accounts that will further support ongoing growth targets for the specialty area.
• Monitor sales activity to ensure success in meeting sales goals; identify threats and opportunities and adjust activities accordingly.
• Through internal/external training, maintain up-to-date understanding of industry trends and technical developments that affect target markets.
• Identify technical training opportunities with customers, review blueprints, plans, and other customer documents to develop and prepare cost estimates or projected proposed equipment or services.
• Maintain relationships with industry influencers and key strategic partners.
• Participate in Marketing and Sales meetings, providing customer and product data, strategies, and opportunities.
• Champion key company sales resources and initiatives.
• Communicate inventory needs / changes to product managers and purchasing, participate in marketing and sales conference calls, and periodically participate in various task force programs, as needed.
• Establish and maintain a consistent company image throughout all product lines, promotional materials, and events.
• Represent company at trade association meetings to promote product and services.
• Work with category, product managers, and vendors on field issues that includes: new products, high failure rates, large bid opportunities, and competitive pricing.
• Provide expertise and support to Account Managers as needed related to specialty customers.
• Perform all other duties as assigned.

Qualifications

• B.A. preferred or equivalent; or high school degree or equivalent required.
• Experienced sales professional with consultative selling skills and proven ability to close the sale; minimum 8 years sales experience and/or training.
• Minimum three years’ experience selling to government and/or institutional, hospitality or other specialty customers required.
• HVAC/R Industry, or related wholesale industrial product experience preferred.
• Excellent communication and interpersonal skills with ability to communicate proficiently in English in both verbal and written forms.
• Thorough understanding and implementation experience with value-oriented sales processes.
• Demonstrated ability to coordinate a high level of activity under a variety of conditions and constraints.
• Ability to make business decisions by an analytical as well as creative process.
• Demonstrated ability to coach and mentor other sales personnel.
• Proficient in Word, Excel, and PowerPoint with success utilizing sales tools and information technology resources; experience utilizing customer management software preferred.

Physical Demand

• Typical office environment working conditions at Branch Support and Branch facilities to attend meetings and frequent on-site visits to individual store and warehouse operations that requires standing, walking, and sitting for prolonged periods of time.
• Requires the ability to climb stairs to get to second floor office complex.
• Visual acuity required for reading, producing reports, or doing computer work for extended periods of time.
• Very limited physical exertion required in the course of daily activity.
• Auditory acuteness required to perform heavy volume of telephone and personal contacts on an individual, or group meeting level.
• Business travel (automobile) of up to 80% of time within the assigned territory.