Regional Sales Manager - HVAC

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.

The Regional Sales Manager supervises outside sales personnel directly and indirectly supervises and supports the branch personnel involved in supporting sales efforts. This position may have direct or indirect reporting responsibilities for other assigned personnel that support sales in the assigned markets.

Essential Job Functions:

• Consistent with the long‑term direction of the business, works with market management and outside sales personnel to develop and implement long-, annual, and short-term business plans that support strategic objectives across all assigned markets.
• Monitors the landscape to understand the opportunities, threats, strengths, and weaknesses of the Johnstone Supply in the assigned markets and proactively positions the organization with a sales strategy to support both short and long‑term growth plans.
• Maintains current with changing needs in the industry and marketplace, adapting sales focus to leverage opportunities and mitigate risks. Makes recommendations to leadership as appropriate.
• Monitors sales performance on a customer and vendor segment basis and proactively adjusts sales direction and initiatives to meet or exceed sales and profitability targets.
• Assists in setting product pricing and margin targets, and provides business development insights, including new products, inventory management, and marketing performance.
• Owns the sales execution of the Johnstone value proposition for the assigned markets and working through assigned sales personnel develops, delivers, trains, and maintains all associated sales processes, presentations, approaches, and structures.
• Hires, develops, coaches, and manages assigned personnel. May participate in hiring, evaluating, and developing indirect sales personnel. Provides support, leadership, coaching and training to sales related personnel as needed.
• Positions and monitors outside sales personnel for success and evaluates performance for internal efficiency and customer service needs.
• Drives company culture through decisions, actions, and communications. Ensures company values and mission is imbedded in all employees.
• Working with other Regional Sales Managers in the COS group and with the Director of Sales, ensures cohesive approach to sales growth and accomplishment of business objectives between sales and operational teams.
• Works with market leaders in the assigned area to develop and execute individual business plans in accordance with the overall COS group goals.
• In collaboration with marketing, aligns sales and marketing/merchandising efforts with respect to customer segments, vendor segments in assigned markets.
• Analyzes sales data to ensure progress toward segmented sales goals, targeted revenue and EBITDA goals, and overall growth strategy.
• Provides accurate targets and forecasts and analyzes trends and key drivers of performance; adjusts behaviors to leverage opportunities and mitigate…