Johnstone Supply HVAC Outside Sales Represent

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Corporate Outside Sales Full Time Sales Sterling, VA, Sterling, VA, US

Salary Range: $70,000.00 To $90,000.00 Annually

Job Title:

Johnstone Supply HVAC Outside Sales Representative

FLSA Status:

Exempt

Reports to:

Position Summary:

Achieves sales and growth targets by developing new customer accounts and increasing sales within existing accounts. This position has no formal supervisory responsibilities.

Essential Job Results and Responsibilities :

Direct Sales Results and Responsibilities

• Contacts existing and prospective customers to uncover, clarify, or amplify needs & opportunities. Prospects for new customers and finds new quality leads.
• Qualifies new and existing opportunities to determine revenue potential and creditworthiness.
• Prioritizes new and existing accounts in terms of margin and profitability. Rebalances time and energy to focus on accounts with the highest growth and margin potential.
• Positions Johnstone products and services as a strategic advantage to customers by communicating Johnstone’s value proposition and business drivers.
• Recommends products and services to customers, based on customers' business needs.
• Effectively counters customer objections. Negotiates with customers to grow business while maintaining margin and service targets.
• Demonstrates and explains the advantages of Johnstone in meeting customer needs. Solicits customer orders while maintaining required margin on all transactions.
• Establishes and expands relationships with key people and decision-makers within each customer organization. Develops new customers and contacts to expand customer base.
• Consults with clients after sales to resolve problems and to provide ongoing support .
• Monitors market conditions, product innovations, and competitors' products, prices, and sales .
• Proactively follows up on leads generated from within branch stores and other sources.
• May negotiate details of contracts and payments and prepares sales contracts and order forms .

Sales Support Results and Responsibilities

• Develops territory and sales plans to target key customers and prioritize sales activities. Adheres to Johnstone sales process.
• Reports activities according to established sales process. Accurately forecasts business to management.
• Participates with management in updating territory plans and setting sales, margin and service goals.
• Interacts cooperatively with in-store personnel to service existing accounts.
• 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 manager and experienced sales representatives.

General Results and Responsibilities

• Adheres to all company policies, procedures and business ethics codes.
• Represents Johnstone Supply at trade associations, events and local chapters.

Johnstone Supply believes that each employee’s contribution should not be limited by the assigned responsibilities. Therefore, it is expected that each employee will offer his/her services wherever and whenever necessary to ensure the success of our endeavors.

Qualifications :

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

Education and Experience:

Required:

• High School Diploma / GED required OR equivalent combination of education and experience.
• Minimum…