Territory Manager

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 throughout North America. We partner with major companies like Daikin/Goodman, Bosch, Copeland, Honeywell, Johnson Controls, and Fujitsu to provide contractors with world-class products, technical expertise, and quality service. Relationship-building is central to our success, and we value the contributions of our customers, partners, and employees.

Responsibilities

• Develop a thorough knowledge of customers in the territory, including revenue potential, creditworthiness, business focus, operations, current suppliers, and other pertinent information to assess fit.
• Initiate contact with customers, build relationships with influencers and decision-makers, and uncover customer needs through questioning, listening, and observation.
• Present insights and solutions using a consultative sales approach, proposing product and service programs aligned with customer needs while maintaining profitability metrics.
• Articulate the value of products, programs, and services by demonstrating how they address customer needs, and collaborate to develop sales plans and forecasts.
• Participate with management in updating territory plans, forecasts, and setting sales goals.
• Meet with customers regularly to gather feedback, review forecasts and programs, share market insights, and identify new opportunities.
• Provide customer information to the branch team to ensure internal departments can meet customer expectations and follow up accordingly.
• Communicate product and pricing programs and coordinate support for internal departments to fulfill customer commitments.
• Proactively follow up on leads or issues identified by the branch team and serve as the main point of contact to resolve customer problems.
• Document customer interactions and sales activities.
• Analyze customer sales, margins, share of wallet, buying behaviors, and accounts receivable.
• Maintain knowledge of new and existing products and inventory through training, studying industry catalogs and websites, and consulting with sales managers and other knowledgeable sources.
• Represent the company at trade association meetings, industry events, open houses, or other customer-requested events.

Requirements

• Bachelor’s degree or equivalent combination of education, training, and/or experience.
• Experience in an HVAC sales position preferred.
• Minimum of 2 years of documented successful sales experience.

Skills

• Knowledge of HVACR products, equipment, and solutions.
• Understanding of HVACR customer operations and factors influencing profitability.
• Business and financial acumen.
• Strong written and verbal communication skills.
• Relationship-building and consultative selling skills.
• Proficiency with Microsoft Office applications.

Physical Demands

The role requires regular driving, standing, walking, sitting, and use of hands and fingers to handle equipment, parts, and supplies. Effective communication with customers and coworkers is essential, as is the ability to travel as required.

Company Values

• Safety: Prioritize safety at work and home, ensuring a safe working environment for all.
• Customer Focused: Anticipate and respond quickly to the needs of those we serve.
• One Team: Collaborate, focus on common goals, and leverage team strengths to succeed together.
• Own It: Take initiative, act with urgency and pride, do things right the first time, and act with integrity.
• Innovate: Embrace and drive change that fosters continuous improvement and customer-valued solutions.

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) with 100% employer match up to 5% of base pay and immediate vesting.
• Paid holidays (7.5 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 opportunities 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.