Territory Manager

Overview

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.

Job Duties and Responsibilities:

• Develops a thorough knowledge base of customers in the territory and conducts research to understand customer revenue potential, creditworthiness, business focus and operations, current supplier and other pertinent information to determine a fit.
• Initiates contact with customers and develops relationships with influencers and decision makers and questions, listens, and observes to uncover customer needs.
• Presents insights and solutions using a consultative approach to sales by proposing product and service programs that are linked to customer needs, while maintaining profitability metrics.
• Articulates the value of products, programs, and services by demonstrating how the address customer needs and collaborates with customers to develop sales plans and forecasts.
• Participates with management in updating territory plans, forecasts, and setting territory sales goals.
• Meets with customers regularly to obtain feedback; review forecasts and programs, provide market insights, and identify new opportunities.
• Provides customer information to the branch team to help them support the customer and follows up to ensure internal departments can meet customer expectations.
• Communicates product and pricing programs and coordinates the support required for internal departments to fulfill customer commitments.
• Proactively follows up on leads or issues uncovered by the branch team and serves as the main point of contact to resolve customer issues or problems.
• Documents customer interactions and sales activities.
• Analyzes customer sales, margins, share of wallet, buying behaviors, and accounts receivable.
• Maintains knowledge of new and existing products and inventory by participating in training, studying Johnstone and industry catalogs and web sites, and seeking knowledge from sales managers and other knowledgeable sources.
• Serves as a representative of the company at trade association meetings, industry events, open houses, or other events at the customer’s request.

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the position.

Education and/or

Experience:

• Bachelor’s degree or equivalent combination of education, training, and/or experience.
• Experience in an HVAC sales position preferred.
• Minimum of 2 years of documented successful sales experience.

Knowledge, Skills & Abilities:

• Knowledge of HVACR products, equipment, and solutions.
• Knowledge of HVACR customer operations and factors that influence profitability.
• Business and financial acumen.
• Strong written and verbal communication skills.
• Relationship building and consultative selling skills.
• Proficiency with Microsoft Office applications.

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Physical Demands & Work Environment:

The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the position.

Physical:

While…