Account Manager II

Responsibilities

• Manage assigned accounts, execute sales strategy, initiate contact with existing and potential customers, identify their needs, and sell 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 Johnstone Advantage.
• Determine market strategies and goals for products and services, targeted toward existing and new markets to achieve company’s goals and objectives.
• Follow up with each account to ensure they understand marketing and promotional programs such as: Company-wide promotions, Hot deals, and Push of Regional Flyers.
• Create a listing of at least five prospecting accounts annually to support branch growth targets.
• Create goals and forecasts per account, follow up on leads, develop pricing and various programs to drive growth objectives, and monitor sales activity.
• Conduct business reviews on all top (twenty-five) accounts in the first quarter of each year, document their needs, and build a strategy to meet their needs.
• Maintain up-to-date understanding of industry trends and technical developments that affect target markets.
• Work with product managers and vendors on field issues, including new products, high failure rates, large bid opportunities, and competitive pricing.
• Develop and deliver sales presentations and close sales in a professional and effective manner by meeting established sales and revenue goals.
• Monitor competitor products, sales, and marketing activities.
• Establish and maintain relationships with industry influencers and key strategic partners.
• Represent company at trade association meetings to promote products and services.
• Participate in Marketing and Sales meetings, providing customer and product data, strategies, and opportunities.
• 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.
• Identify technical training opportunities with customers.
• Establish and maintain a consistent company image throughout all product lines, promotional materials, and events.

Qualifications

• B.A. preferred or equivalent; or high school degree or equivalent and 8+ years related experience and/or training.
• 8+ years related sales experience and/or training.
• HVAC/R Industry, or related wholesale industrial product experience required.
• Excellent communication and interpersonal skills.
• Ability to speak and write proficiently in English.
• Demonstrated ability to coordinate a high level of activity under a variety of conditions and constraints.
• Demonstrated ability to make business decisions by an analytical as well as creative process.
• Proficient in Word, Excel, and PowerPoint.
• Frequent personal vehicle travel—up to 80%—primarily within local and statewide territories.