Account 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. Relationship-building is the key to our success, and it shows in everything we do. The Power of Johnstone is everyone who works with us. Our customers, our partners, and our people. Johnstone is growing, and so can you.

• Manage 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. The above includes:
  • Keeping customer information updated
  • Managing individual contract and SKU pricing
  • Preparing for sales calls specific to the needs of individual customers
  • Tracking customer activity and trends
  • Creating goals and forecasts per account
  • Aligning customer needs with services available through the Johnstone Advantage (e.g., inventory, customer service, warranty, ecommerce, delivery, etc.)
• In conjunction with Sales and Marketing determine market strategies and goals for products and services, targeted toward existing and new markets to achieve company’s goals and objectives.
• Follow up with each account to ensure they understand the marketing and promotional programs such as:
  • Company-wide promotions
  • Hot deals c. Push of Regional Flyers
  • Communication of “Manager’s Specials”
• Annually, create a listing of at least five prospecting accounts in order to support the branch growth targets established. Creating goals and forecasts per account, following up on leads, developing pricing and various programs to drive growth objectives, and monitoring of sales activity are critical to the overall success of this endeavor.
• Conduct business reviews on all top (twenty-five) accounts in the first quarter of each year. Document their needs and build a strategy to meet their needs.
• Through internal/external training, maintain up-to-date understanding of industry trends and technical developments that affect target markets. Work with product managers and vendors on field issues that includes new products, high failure rates, large bid opportunities and competitive pricing.
• Develop and deliver sales presentations and close sales in a professional and effective manner by meeting established sales and revenue goals.
• Monitor competitor products, sales and marketing activities.
• Establish and maintain relationships with industry influencers and key strategic partners. Represents company at trade association meetings to promote product and services.
• Participates in Marketing and Sales meetings, providing customer and product data, strategies and opportunities.
• Develop and maintain communications in a cooperative and professional manner with all levels of staff and customers. This includes:
  • Completion of weekly call reports
  • Communicating inventory needs / changes to product managers and purchasing.
  • Participation in marketing and sales conference calls.
  • Periodic participation in various task force programs, as needed.
• Identify technical training opportunities with customers.
• Establishes and maintains a consistent company image throughout all product lines, promotional materials and events.
• Performs other duties as assigned. The Ware Group, LLC dba Johnstone Supply believes that each employee’s contribution should not be limited by the assigned responsibilities. Therefore, it is our expectation that each employee will offer his/her services wherever and whenever necessary to ensure the success of our endeavors.

• B.A. preferred or equivalent; or high school degree or equivalent and 8+ years related experience and/or training
• 8+ years related sales experience and/or training
• HVAC/R Industry, or…