Account Manager; Government​/Commercial

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.

This position is responsible for selling the Johnstone Advantage, a combination of our services and products, within a specified region or major geographical area, with special focus on the governmental or other specialty customer. In this role, the incumbent aligns the customers’ needs with the service and products that Johnstone offers, with the goal of helping customers to Save Time and Make Money.

This includes developing and implementing sales plans that target specific specialty customers whose organization’s plans align with the long‑term sales strategy for the company. This individual will establish new business, grow existing business, and maintain existing accounts through excellent customer service and follow up. The specialty Account Manager is an experienced sales professional applying their technical knowledge and skills within the HVAC/R industry in order to partner with governmental and other institutionally oriented customers.

Essential Job Function

• In collaboration with Regional Managers and Director of Sales, develop and implement a sales plan that identifies and accomplishes a profitable base within the assigned territory.
• 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 Ware Group’s Johnstone Advantage (e.g., inventory, customer service, warranty, ecommerce, delivery, etc.)
• In conjunction with Sales and Marketing teams, determine market strategies and goals for products and services, targeted toward existing and new markets to achieve company’s goals and objectives.
• Manage assigned accounts in assigned territory; regularly communicate information regarding promotions, warranty, price books, new product launches, product changes, etc. to Dealer base. Keep customer information updated, review pricing, track customer activity.
• Develop and deliver sales presentations that:
  1) effectively communicate the benefits of the Company and
  2) assist the Customer with meeting their business goals. Hold business review meetings with decision-makers aimed at identifying continued partnership and growth opportunities. Includes closing sales in a professional and effective manner by meeting established sales and revenue goals.
• Develop and build relationships with local Account Managers, Market Managers and Branch personnel in order to provide a collaborative approach that addresses the specialty customers’ needs and lands the business with the Ware Group. (Due to the size of the territory, local support may be necessary to quickly respond in the absence of the Account Manager’s availability. Furthermore, instances may exist when a specialty customer purchases other parts, supplies or commodities from local Ware Group Account Managers.)
• Identify and follow up with prospect accounts that will further support ongoing growth targets for the specialty area.
• Monitor sales activity to ensure success in meeting sales goals; identify threats and…