Distributor Relationship Manager

Overview

Johnstone Supply, North Americas leading wholesale distributor of HVACR equipment, parts, and supplies has a great opportunity for a Distributor Relationship Manager to join our team. While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee is occasionally required to climb or balance;

stoop, kneel, crouch, or crawl; and lift up to 10 pounds. Specific vision requirements for this position are close vision, color vision, depth perception, and the ability to adjust focus. This position has a 30% - 50% travel requirement.

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.

• Builds and maintains long-term, trusted advisor relationships with Distributors, earning credibility through consistent support, insight, and results to promote the adoption of tools, programs, initiatives and improve Distributor satisfaction scores.
• Becomes the JST expert on assigned Distributors to understand their structure, market approach, strategic priorities, and opportunities for improvement resulting in tailored strategies that increase market penetration and revenue growth.
• Visits Distributors and communicates regularly, providing clear visit summaries, documenting action items, and ensuring timely follow-up to enhance transparency, and strengthen trust in Johnstone Supply’s partnership model.
• Recognizes and shares Distributor success stories for broader organizational learning, awards, and publications to foster a culture of excellence, inspire peer learning, and amplify JST’s reputation as a collaborative growth partner.
• Reviews Distributor strategic planning, including market expansion, product diversification, and acquisition opportunities. Challenge status quo thinking to drive new revenue channels, competitive differentiation, and measurable business growth across Distributor territories.
• Facilitates quarterly Distributor Cohort groups to exchange ideas, address challenges, and explore growth strategies to foster collaboration, share actionable insights, and accelerate adoption of best practices that improve collective performance.
• Advocates for Distributors internally, ensuring their needs and perspectives are considered in decision-making to promote stronger alignment between field operations and corporate strategy, resulting in improved Distributor satisfaction and engagement.
• Collaborates with internal stakeholders to prioritize impactful products, services, and resources to ensure JST delivers high-value solutions that meet Distributor demand and enhance market competitiveness.
• Identifies and cultivates new Distributor opportunities through networking and market awareness to expand JST’s market presence and strengthens its strategic footprint in key growth regions.
• Serves as the onboarding liaison, ensuring smooth transitions, clear communication, and timely execution of deliverables.
• Maintains a deep knowledge of the Distribution Agreement, franchise requirements, and JS Manuals, and proactively address non-compliance issues and work collaboratively on solutions to ensure contractual compliance, and fosters cooperative resolution of issues.

• Bachelor’s degree (B.S./B.A) from a 4-year college or university preferred;
  At least 10 years of experience in distributor relations, vendor management, business development, trade marketing, or a related field; or equivalent combination of education and experience.
• Strong business acumen with demonstrated ability to interpret financial statements, assess profitability, and identify revenue growth opportunities.
• Ability to perform market analysis, benchmarking, and the use of data insights to inform Distributor strategy and performance improvement.
• Advanced proficiency in Microsoft Office Suite (Excel, PowerPoint, Word) and familiarity with CRM, ERP, and business intelligence tools,
• Understanding of distribution…