Territory Manager

Johnstone Supply - The Heartland Group is looking for an extraordinary individual to join our team in our North Region market. This individual will contribute to company growth and profitability by growing new and existing customer sales in the assigned geographical territory. If you have sales experience, a passion for the HVACR industry, and are looking to join a fun, hard-working, and winning team, please apply.

At Johnstone Supply The Heartland Group, we value dependable, humble, and passionately serving employees, while having fun! We are continually growing and believe in providing opportunities for results-oriented individuals willing to successfully do the work.

• Territory Planning:
  Develops a thorough knowledge base of customers in the territory. Conducts research to understand customer revenue potential, creditworthiness, business focus and operations, current supplier and manufacturer relationships, and other information pertinent to determining customer fit. Categorizes and prioritizes accounts and allocates time to the highest priorities. Maps opportunities into territories/zones.
• New Customer Engagement:
  Initiates contact with customers and develops relationships with influencers and decision-makers. Questions listen and observe to uncover customer needs.
• Presents Insights and Solutions:
  Takes a consultative approach to sales by proposing product and service programs that are linked to customer needs, while maintaining profitability metrics. Articulates the value of programs and services in terms of resolving customer needs and problems.
• Closes Business:
  Collaborates with customers to define next steps and coach customers through the buying process
• Sales Planning:
  Works with customers to plan and forecast sales. Participates with management in updating territory plans, and forecasts and setting territory sales goals.
• Ongoing Customer Engagement:
  Calls on customers on a regular basis to ask for feedback; review and adjust forecasts and programs as necessary; provide insights about the market, industry, supplier marketing programs, and other opportunities available for customers. Develops a trusted business advisor relationship with customers.
• Internal Coordination & Communication:
  Provides customer information to the branch team to help them support the customer. Communicates product and pricing programs, as well as specific things needed from each department to support customer commitments. Follows up to ensure internal departments are able to meet customer expectations. Proactively follows up on leads or issues uncovered by the branch team.
• Problem Resolution:
  Serves as the main point of contact to resolve customer issues or problems.
• Tracking and Reporting:
  Inputs customer interactions into CRM tool. Analyzes customer sales, margins, the share of wallet, buying behaviors, and Accounts Receivable. Provides reports to management on a regular basis.
• Maintains Expertise:
  Monitors market conditions, product innovations, and competitors' products, prices, and sales. Maintains knowledge of new and existing products and inventory by participating in training, studying Johnstone and industry catalogs and websites, and seeking knowledge from sales manager and other knowledgeable sources.
• Represents Johnstone:
  Serves as a representative of the company at trade association meetings, industry events, open houses, or other events at the customer’s request.

• High School Diploma/GED required OR equivalent combination of education and experience.
• Minimum of 2 years of documented successful direct sales experience.

• Knowledge of the HVACR wholesale distribution business and factors influencing profit and loss.
• Knowledge of HVACR customer business operations and factors influencing profit and loss.
• Mechanical aptitude, or the ability to understand how machines and tools are used to accomplish work is helpful.

• Skill in listening and asking questions to understand others.
• Skill in professionally presenting programs in person.
• Skill in writing professional business proposals.
• Ability to drive two-way communication.
• Skill in communicating pertinent information in a concise manner.

• Skill in creating ongoing customer expansion strategies.
• Ability to use the information to develop sales forecasts and goals.
• Ability to gather data from websites published reports, suppliers, and individuals.
• Ability to calculate figures and amounts such as discounts, interest, rebates, proportions, and percentages.
• Ability to compile data into actionable information.
• Ability to uncover potential business opportunities.
• Ability to distinguish between high and low-value opportunities.
• Ability to identify factors that drive goal attainment.
• Ability to create solutions and strategies to meet customer needs while maintaining profitability.
• Skill in identifying…