Account Manager

Overview

Johnstone Supply, North Americas 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 the 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, Honeywell, Emerson, Johnson Controls, Google 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.

The Account Manager is responsible for driving sales growth by promoting the Johnstone Advantage—a comprehensive offering of value-added services and quality HVAC/R products—within a defined territory. This role focuses on aligning customer needs with tailored solutions that help contractors save time and increase profitability. As a trusted advisor and experienced sales professional, the Account Manager leverages deep industry expertise to build strong partnerships and support the long-term success of our contractor customers.

Our customers are professional certified Technicians and Contractors who come to Johnstone for our product selection, expertise, and quality service.

Position responsibilities:

• Manage assigned accounts, by executing sales strategy, initiate contact with existing and potential customers, identify their needs and sell 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 effect 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…