Account Manager

Johnstone Supply LLC • West Palm Beach, FL

21h

About The Position

The Account Manager sells Johnstone Supply’s products and services within an assigned region or major geographic area, matching customer needs with the Johnstone Advantage to help contractors save time and make money. This is a seasoned sales role requiring technical knowledge of the HVAC/R industry and a focus on supporting contractor success.

The Account Manager manages assigned customer accounts, develops new business, and pursues sales and revenue goals. The role works with Sales, Marketing, product managers, vendors, and customers to develop market strategies, support product and service needs, communicate promotions, and monitor market activity. It also represents the company at trade association meetings and maintains professional relationships with customers and colleagues.

Work takes place in branch support and branch facilities, with frequent visits to stores and warehouse operations. The role involves substantial local and state automobile travel, up to 80%, as well as extended periods of standing, walking, sitting, reading, computer work, and frequent telephone and in-person communication.

Requirements

• A bachelor’s degree is preferred, or a high school degree or equivalent with 8 or more years of related experience and/or training.
• At least 8 years of related sales experience and/or training.
• Experience in the HVAC/R industry or related wholesale industrial products is required.
• Excellent communication and interpersonal skills.
• Proficiency in spoken and written English.
• Ability to define problems, collect data, establish facts, and draw valid conclusions.
• Demonstrated ability to coordinate a high level of activity under varied conditions and constraints.
• Ability to make business decisions using analytical and creative processes.
• Proficiency in Word, Excel, and PowerPoint.
• Ability to travel by automobile locally and at the state level, up to 80%.

Nice To Haves

• Bachelor of Arts degree.

Responsibilities

• Manage assigned accounts by executing sales strategies, contacting existing and potential customers, identifying needs, and selling HVAC/R products and services.
• Maintain customer information, manage contract and SKU pricing, prepare for customer-specific sales calls, track account activity and trends, and create account goals and forecasts.
• Match customer needs with Johnstone Advantage services, including inventory, customer service, warranty, ecommerce, and delivery.
• Work with Sales and Marketing to determine product and service strategies and goals for existing and new markets.
• Follow up with accounts to explain company-wide promotions, hot deals, regional flyers, and Manager’s Specials.
• Identify at least five prospecting accounts annually and pursue growth through account goals, forecasts, lead follow-up, pricing, programs, and sales activity monitoring.
• Conduct annual first-quarter business reviews for the top 25 accounts, document customer 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, new products, high failure rates, large bids, 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 relationships with industry influencers and strategic partners, and represent the company at trade association meetings.
• Participate in Sales and Marketing meetings and provide customer and product data, strategies, and opportunities.
• Maintain cooperative, professional communication with staff and customers, including completing weekly call reports, communicating inventory needs and changes, joining sales and marketing calls, and participating in task forces 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 needed to help ensure the success of company initiatives.

Benefits

• Competitive wage
• Competitive paid time off
• Safe Harbor 401(k) with 100% employer match up to 5% of base pay and immediate vesting
• Holiday pay for 7.5 holidays per year
• Paid parental bonding time
• Employer-subsidized medical, dental, and vision plans
• Employer-paid life insurance and short-term disability
• Voluntary long-term disability, accident, critical illness, and hospital indemnity insurance
• 24/7 access to virtual care and telehealth options
• Health Savings Account with employer contribution
• Flexible spending accounts
• Wellbeing program with an opportunity to earn reduced medical costs
• Employee Assistance Program for employees and their families
• Tuition reimbursement
• Employee referral bonus program
• Employee service milestone recognition program

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: High school or GED