Territory Manager

Johnstone Supply, North America's leading wholesale distributor of HVACR equipment, parts, and supplies, has a great opportunity to join our team. Over the last seven decades, Johnstone has grown into a multi-billion-dollar industry leader with over 470 distributor branches and 6 distribution centers throughout North America. We work with some of the largest companies in the world, including Daikin/Goodman, Bosch, Copeland, Honeywell, Johnson Controls, and Fujitsu, to provide contractors with world-class products, technical expertise, and quality service. Relationship-building is the key to our success, and it shows in everything we do.

Responsibilities

• Manages 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.
• Keeps customer information updated.
• Works with sales leadership to manage individual contracts and SKU pricing; makes recommendations on 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.
• Aligns customer needs with services available through Johnstone (e.g., inventory, customer service, warranty, ecommerce, delivery, etc.).
• Provides input to and collaborates with sales, marketing, and branch leaders to determine market strategies and goals for products and services, targeted toward existing and new markets to achieve COS group’s goals and objectives.
• Follows up with each account to ensure they understand marketing and promotional programs such as:
  • Company-wide promotions
  • Hot deals
  • Push of promotional flyers
  • Communication of manager’s specials or other promotions and/or programs
• Identifies prospects ongoing and creates a listing of prospecting accounts on a scheduled basis to support growth targets.
• Conducts business reviews on all top accounts quarterly and/or as assigned with sales leadership; documents needs and builds a strategy to meet account needs.
• Maintains up-to-date understanding of industry trends and technical developments through internal and external training.
• 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 by meeting established sales and revenue goals.
• Monitors competitor products, sales, and marketing activities; stays current with market conditions and makes recommendations to sales leadership.
• Establishes and maintains relationships with industry influencers and key strategic partners.
• Represents company at trade association and other meetings to promote products and services.
• Participates in sales and other meetings, providing updates, customer and product data, strategies, and opportunities.
• Develops and maintains communications in a cooperative and professional manner with all levels of staff and customers, including:
  • Completion of daily CRM entries
  • Communicating inventory needs/changes through sales and/or other leadership
  • Participation in marketing, sales, and/or other meetings and conference calls
  • Routine communication with branch managers and other local store and/or market personnel
  • Participation in various task force programs and/or special projects, as assigned
• Identifies technical training opportunities with customers and follows up to ensure training needs are met.
• Establishes and maintains a consistent company image throughout all product lines, promotional materials, and events.
• Performs all other duties as assigned.

Johnstone Supply believes that each employee’s contribution should not be limited by assigned responsibilities. It is our expectation that each employee will adhere to our company values and offer their services wherever and whenever necessary to ensure success.

Requirements

• High school degree or equivalent; minimum of 2 years outside sales experience required.
• Bachelor’s degree in business, marketing, or related field preferred.
• HVAC/R industry or related wholesale industrial product experience preferred.
• 5+ years of outside sales experience, preferably in a wholesale distribution environment preferred.
• Must maintain a valid driver’s license.

Skills

• Ability to successfully collaborate, establishing and maintaining effective working relationships with a wide variety of internal and external business partners.
• Ability to actively listen, identify needs, and provide effective solutions.
• Ability to successfully and professionally communicate in multiple formats with the ability to effectively present and deliver information to a varied audience.
• Ability to define problems, collect data, establish facts, and draw valid conclusions.
• Market development experience and an established understanding of value-oriented sales processes and implementation.
• Ability to develop customer expansion strategies and sales forecasts; skill in identifying high-value opportunities and uncovering business potential; skill in diagnosing problems and linking solutions to customer needs.
• Experience working in CRM platforms and maximizing CRM for sales performance.
• Highly successful track record of utilizing sales tools and information technology resources to drive sales success.
• Proficient in Microsoft 365 products including Excel, Outlook, Word, and PowerPoint with the ability to learn and apply other job-related technologies.
• English proficiency (written and spoken) is a core requirement for this position.

Physical Demand

• Regularly required to sit; use hands to finger, handle, and/or feel; flex hands and fingers; reach with hands and arms; turn head and torso; and talk or hear.
• Often required to walk, particularly for on-site visits.
• Occasionally required to carry and/or move up to 25 pounds.
• Position requires driving and as such requires ability to sit for long periods of time and can experience bouncing and vibration.
• Special vision requirements include near vision, distance vision, peripheral vision, and color vision.

Work Environment

• Frequently required to travel across multiple locations in their assigned area, primarily via car.
• Work is performed in typical office settings at a desk using equipment such as PCs, phones, and electronic files.
• Other work occurs on-site at customers’ locations and at individual stores. Store climate is air-conditioned or heated.
• Additional time may be spent outdoors, in trucks, and in a warehouse environment.
• While outdoors, exposed to a variety of weather elements including sunshine, rain, heat, cold, and humid conditions.
• Warehouse is unconditioned and may involve hot and cold temperatures, dust, dirt, and noise.
• Occasionally exposed to fumes, airborne particles, or toxic or caustic chemicals.

Benefits

• Competitive wage.
• Health and wellness benefits including medical, dental, and vision coverage, with options for supplemental care.
• Competitive Paid Time Off (PTO).
• Safe Harbor 401(k) – 100% employer match up to 5% of base pay and immediate vesting.
• Holiday pay – 7.5 holidays per year.
• Paid Parental Bonding Time.
• Employer-subsidized medical, dental, and vision plans.
• 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 you and your family.
• Tuition reimbursement.
• Employee referral bonus program.
• Employee service milestone recognition program.