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.

Now is the best time to join Johnstone Supply.
Johnstone is growing, and so can you.

• Territory & Sales Planning:
  Researches and categorizes customers based on revenue potential, creditworthiness, and business needs. Develops and updates territory plans, sales forecasts, and goals.
• Customer Engagement & Relationship Building:
  Initiates and maintains relationships with key decision-makers, regularly engaging customers to understand needs, provide insights, and adjust programs accordingly. Acts as a trusted advisor.
• Sales Execution & Consultative Selling:
  Identifies customer needs, presents tailored product and service solutions, articulates value, and guides customers through the buying process to close deals.
• Internal Coordination & Communication:
  Shares customer insights with branch teams, ensures internal support for customer needs, and follows up on leads or issues uncovered by the team.
• Problem Resolution & Customer Support:
  Serves as the primary contact for addressing customer issues and ensuring satisfaction.
• Tracking, Reporting & Market Awareness:
  Inputs customer interactions into CRM, analyzes sales and buying behaviors, monitors industry trends, and maintains product knowledge through ongoing training.
• Company Representation:
  Represents the company at industry events, trade shows, and customer-requested functions.

• At least 2 years of direct sales experience: is required, but this experience can come from a variety of different work experiences or educational background.
• A High School Diploma or General Education Diploma (GED) is required.
• Must maintain a valid driver’s license, and maintain a professional personal appearance.
• HVAC‑R Industry & Technical Knowledge:
  Knowledge of HVACR wholesale distribution, customer business operations, and profitability factors. Understanding of internal company operations, programs, and differentiators. Basic mechanical aptitude (helpful).
• Sales & Analytical
  
  Skills:
  
  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.
• Communication & Interpersonal
  
  Skills:
  
  Strong listening, questioning, and two‑way communication skills; ability to present programs professionally; ability to influence, negotiate, and drive customer decision‑making; skill in adapting to different personalities and diplomatically addressing issues.
• Organization
  
  Skills:
  
  Ability to prioritize tasks and manage time effectively; skill in executing and implementing sales programs; ability to coordinate with stakeholders; experience using tracking systems to manage follow‑ups and action items.
• Software & Systems
  
  Skills:
  
  Proficiency in CRM software, Excel, Word, PowerPoint, Outlook; ability to use data tracking, presentation, and point‑of‑sale software.

• Safety:
  Always prioritizes safety, both at work and at home, while ensuring those who work for you work safely.
• Customer Focused:
  Take the perspective of those we serve, anticipate their needs, and respond quickly.
• One Team:
  We win together by collaborating with each other, focusing on the common goal, and leveraging the strengths of the team.
• Own It:
  Take the initiative, act with a sense of urgency and pride, do things right the first time, and always act with integrity.
• Innovate:
  Embrace and create change that drives continuous improvement and customer‑valued solutions.

At Johnstone Supply, we recognize that our employees’ growth, well‑being, and success drives the company’s success. We offer a…