Vice President of Sales

Johnstone Supply, North Americas leading wholesale distributor of HVACR equipment, parts, and supplies has a great opportunity for a Vice President - Sales 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.

• Provides sales leadership and direction for all sales activities across the company, with focused support for the Company‑Owned Store (COS) groups, driving revenue growth, gross profit expansion, EBITDA performance, and customer retention.
• Sets the long and short‑term business strategy, sales objectives, and budgets within their scope of responsibility. Collaborates with COS senior leaders to set overall strategic direction and decision‑making related to sales, identifying areas of opportunity and go‑to‑market strategies.
• Accountable for company‑wide revenue growth. This includes developing and executing sales strategies, plans, budgets, and performance metrics.
• Partners cross‑functionally with Operations and Logistics leaders to ensure demand, capacity, and cost structures remain aligned.
• Works in partnership with the company's Marketing and Vendor Management teams to ensure market share, profitability, and productivity align with the company's overall business strategy, and to ensure marketing initiatives align with the company’s overall business strategy.
• Responsible for leading, developing, and implementing sales plans and programs, both short and long range, to achieve the company’s strategic and business Plans.
• Drives sales performance company wide, including developing and implementing sales strategies, forecasting, establishing short and long‑range goals to support the company’s sales and financial objectives, providing sales leadership for marketing plans and programs, and partnering with marketing leadership on sales initiatives.
• Working through COS leaders and sales managers. Provides sales processes, structure, training, and support for the development, performance, and retention of high‑performance sales personnel (outside, inside, and customer support) who contribute to the attainment of the company’s strategic goals and business plans.
• Recommend sales strategies and marketing plans for HVACR products and services. Research and recommend external/internal programs that provide education and training for the HVACR product lines and industry to customers.
• Provides effective leadership, team motivation, training, and coaching of sales personnel. Leads and manages the rollout of sales programs and initiatives consistent with marketing plans. Supports product segmentation with a focus on complex segments.
• Monitors and reports on sales performance on a customer segment/customer and vendor segment/vendor basis and makes recommendations and works in conjunction with local sales leaders to adjust sales direction and initiatives to meet or exceed sales and profitability goals.
• Builds, supports, and maintains key sales relationships focusing on large and strategic accounts and assisting the COS sales team members with identifying, servicing, and supporting strategic accounts.
• Owns the sales execution of the value proposition for the organization and develops, supports, trains, and maintains all associated sales processes, presentations, approaches, and structures.
• Communicates and provides internal and external sales processes, structure, and training to support COS teams in developing, mentoring, and training sales team members.
• Through internal/external resources, maintains an up‑to‑date understanding of industry trends and technical…