Regional Vice President of Sales

About the Role

Johnstone Supply, North America's leading wholesale distributor of HVACR equipment, parts, and supplies, offers an opportunity to join a multi-billion-dollar industry leader with over 470 distributor branches and 6 distribution centers. This role drives sales performance for the COS group, developing and implementing sales strategies, forecasting, and establishing short and long-range goals to support sales and financial objectives. The position partners with marketing leadership on sales initiatives and provides sales processes, structure, training, and support for high-performance sales teams.

Responsibilities

• Develop and implement comprehensive sales methodologies and strategies to drive growth objectives.
• Monitor the industry landscape to identify opportunities, threats, strengths, and weaknesses, and adapt strategies to support short and long-term growth plans.
• Work with regional management and COS group leadership to create and implement annual, short-term, and long-range business plans.
• Monitor sales performance by customer segment, vendor segment, and store performance, adjusting initiatives to meet or exceed sales and profitability targets.
• Support key sales relationships and assist sales teams in identifying and servicing key accounts.
• Lead and coach teams on profitable business decisions, including cost-to-serve, local inventory management, and expense management.
• Provide effective leadership, support, motivation, training, coaching, and development to direct reports and sales teams.
• Drive company culture through decisions, actions, and communications, ensuring company values and mission are embedded in all employees.
• Oversee recruiting, hiring, mentoring, training, and retention of high-performing sales and operational personnel.
• Establish cross-training and succession plans for branch and sales personnel.
• Assume overall accountability for revenue generation, market share expansion, and customer base growth.
• Align sales and marketing efforts with customer and vendor segments in current and new geographic territories.
• Analyze sales data to track progress toward segmented sales goals, revenue targets, and growth strategies.
• Review pricing strategies and collaborate to drive margins while balancing customer service goals.
• Guide and refine inside and outside sales processes to capitalize on customer and product segment opportunities.
• Establish mutually beneficial relationships with key customers and leverage insights to identify business opportunities.
• Develop and execute individual branch business plans in alignment with company mission and financial goals.
• Define and oversee sales incentive programs that motivate the sales team to achieve targets.
• Champion change to improve and adjust branch or regional business practices.
• Collaborate with purchasing, pricing, logistics, human resources, finance, and IT teams to ensure cohesive best practices.

Requirements

• Bachelor’s degree in marketing, business, or related field required.
• Minimum of 20 years of progressive business experience, with at least five years in an executive sales management role for a multi-location/market organization.
• Proficiency with CRM systems.
• Experience in both inside and outside sales in the HVAC/R or related industry or wholesale distribution.
• Exemplary written and verbal communication skills with the ability to present information effectively to diverse audiences.
• Ability to establish and maintain effective working relationships with internal and external business partners.
• Experience recruiting, motivating, training, and developing top sales talent and teams.
• Ability to set clear and challenging goals with accountability for driving sales results.
• Strong analytical skills to define problems, collect and analyze data, and implement actionable strategies.
• Demonstrated ability to coordinate high-level activity under varying conditions and constraints.
• Experience leading significant organizational growth, including organic and acquisitive growth (e.g., from $250M to $500M).
• Ability to create and articulate an inspiring sales vision and implement it through others.

Skills

• Leadership and team development
• Strategic planning and execution
• Sales performance analysis and forecasting
• Customer relationship management
• Cross-functional collaboration
• Data-driven decision making
• Change management

Benefits

• Competitive wage
• Medical, dental, and vision coverage
• Supplemental care options
• Competitive Paid Time Off (PTO)
• Safe Harbor 401(k) with 100% employer match up to 5% of base pay and immediate vesting
• 7.5 paid holidays per year
• Paid Parental Bonding Time
• Employer-paid life insurance and short-term disability
• Voluntary long-term disability, accident, critical illness, and hospital indemnity insurance
• 24/7 access to virtual care/telehealth options
• Health Savings Account (HSA) with employer contribution
• Flexible spending accounts (FSA)
• Wellbeing program with opportunity to earn reduced medical costs
• Employee Assistance Program (EAP) for employees and their families
• Tuition reimbursement
• Employee referral bonus program
• Employee service milestone recognition program

Values

• Safety: Prioritize safety at work and home, ensuring a safe working environment for all.
• Customer Focused: Anticipate and respond quickly to customer needs.
• One Team: Collaborate and leverage team strengths to achieve common goals.
• Own It: Act with initiative, urgency, and integrity, doing things right the first time.
• Innovate: Embrace and drive change that fosters continuous improvement and customer-valued solutions.