Account Manager
About The Position
The Account Manager drives sales growth in a defined territory by promoting the Johnstone Advantage, a comprehensive offering of value-added services and quality HVAC/R products. The role aligns customer needs with tailored solutions that help contractors save time and increase profitability. As a trusted advisor and experienced sales professional, the Account Manager uses industry expertise to build strong partnerships and support the long-term success of contractor customers, who are professional certified technicians and contractors seeking product selection, expertise, and quality service. The position manages assigned accounts, develops account and market strategies, pursues new business, and supports customers through sales presentations, promotions, training opportunities, and ongoing communication. It also works with internal teams, product managers, vendors, industry influencers, and strategic partners to advance sales and company objectives.
Responsibilities
- Manage assigned accounts by executing sales strategies, contacting existing and potential customers, identifying their needs, and selling HVAC/R services and products that meet those needs.
- Keep customer information current; manage individual contract and SKU pricing; prepare for customer-specific sales calls; track customer activity and trends; and create account goals and forecasts.
- Align customer needs with Johnstone Advantage services, including inventory, customer service, warranty, ecommerce, and delivery.
- Work with Sales and Marketing to determine market strategies and goals for products and services aimed at existing and new markets.
- Follow up with accounts to ensure they understand company-wide promotions, hot deals, regional flyers, and Manager’s Specials.
- Create an annual list of at least five prospecting accounts to support branch growth targets; follow up on leads, develop pricing and growth programs, and monitor sales activity.
- Conduct business reviews for the top 25 accounts in the first quarter of each year, document their needs, and develop strategies to address them.
- Maintain current knowledge of industry trends and technical developments through internal and external training.
- Work with product managers and vendors on field issues involving new products, high failure rates, large bid opportunities, and competitive pricing.
- Develop and deliver sales presentations and close sales while meeting established sales and revenue goals.
- Monitor competitor products, sales, and marketing activities.
- Build and maintain relationships with industry influencers and key strategic partners, and represent the company at trade association meetings to promote its products and services.
- Participate in Marketing and Sales meetings and provide customer and product data, strategies, and opportunities.
- Maintain cooperative and professional communications with all levels of staff and customers, including completing weekly call reports, communicating inventory needs or changes to product managers and purchasing, participating in marketing and sales conference calls, and periodically joining task force programs as needed.
- Identify technical training opportunities for customers.
- Maintain a consistent company image across product lines, promotional materials, and events.
- Perform other duties as assigned and offer support wherever and whenever necessary to contribute to the success of company endeavors.
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What This Job Offers
Job Type
Full-time
Education Level
No Education Listed
