Account Manager - HVAC Sales

Responsibilities

• Sells Johnstone’s value proposition within a specified region, market, or major geographical area.
• Aligns customers' needs with the services and products offered by Johnstone.
• Executes sales strategy, initiates contact with existing and potential customers, identifies their needs, and sells HVAC/R service and products that meet those needs.
• Updates customer information, manages individual contracts and SKU pricing, and recommends pricing based on market and customer factors.
• Prepares for sales calls specific to the needs of individual customers, tracks customer activity and trends, and utilizes CRM and other sales tools and systems.
• Creates goals and forecasts per account, follows up on leads, develops pricing and various programs to drive growth objectives, and monitors sales activity.
• Conducts business reviews on all top accounts quarterly and/or as assigned with sales leadership.
• Maintains up-to-date understanding of industry trends and technical developments that affect target markets.
• Works with product managers and vendors on field issues, including new products, high failure rates, large bid opportunities, and competitive pricing.
• Develops and delivers sales presentations and closes sales in a professional and effective manner, meeting established sales and revenue goals.
• Maintains relationships with industry influencers and key strategic partners.
• Represents the company at trade associations and other meetings to promote products and services.
• Participates in sales and other meetings, providing updates, customer and product data, strategies, and opportunities.
• Communicates inventory needs/changes through sales and/or other leadership, participates in marketing, sales, and/or other meetings and conference calls, and communicates routinely with branch managers and local store/market personnel.
• Participates in various task force programs and/or special projects, as assigned.

Qualifications

• Bachelor’s degree in business, marketing, or related field preferred; two or more years of experience in a similar outside sales position required; or equivalent combination of education and experience.
• Experience in the HVAC/R industry, or related wholesale industrial product experience preferred.
• Five (5) or more years of outside sales experience, preferably in a wholesale distribution environment preferred.