Account Manager (Government/Commercial)

Johnstone Supply LLC • Orlando, FL

4d • Hybrid

About The Position

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 the 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, Honeywell, Emerson, Johnson Controls, Google, 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.

Requirements

• Experienced sales professional with consultative selling skills and proven ability to close the sale; minimum 8 years sales experience and/or training.
• Ability to generate new business and maintain established business through creating and carrying out a sales plan.
• Minimum three years’ experience selling to government and/or institutional, hospitality or other specialty customers required.
• Must possess excellent communication and interpersonal skills with ability to communicate proficiently in English in both verbal and written forms.
• Thorough understanding and implementation experience with value-oriented sales processes.
• Ability to define problems, collect data, establish facts and draw valid conclusions.
• Must have demonstrated ability to coordinate a high level of activity under a variety of conditions and constraints.
• Must have the ability to make business decisions by an analytical as well as creative process.
• Ability to coach and mentor other sales personnel.
• Proficient in Word, Excel and PowerPoint with success utilizing sales tools and information technology resources; experience utilizing customer management software preferred.

Nice To Haves

• B.A. preferred or equivalent; or high school degree or equivalent required.
• HVAC/R Industry, or related wholesale industrial product experience preferred.

Responsibilities

• Selling the Johnstone Advantage (services and products) within a specified region or major geographical area, with special focus on the governmental or other specialty customer.
• Developing and implementing sales plans that target specific specialty customers whose organization’s plans align with the long-term sales strategy for the company.
• Establishing new business, growing existing business, and maintaining existing accounts through excellent customer service and follow-up.
• Applying technical knowledge and skills within the HVAC/R industry to partner with governmental and other institutionally oriented customers.
• Collaborating with Regional Managers and Director of Sales to develop and implement a sales plan that identifies and accomplishes a profitable base within the assigned territory.
• Managing assigned accounts by executing sales strategy, initiating contact with existing and potential customers, identifying their needs, and selling HVAC/R services and products that meet their needs.
• Keeping customer information updated, managing individual contract and SKU pricing, preparing for sales calls specific to customer needs, tracking customer activity and trends, and creating goals and forecasts per account.
• Aligning customer needs with services available through the Ware Group’s Johnstone Advantage (e.g., inventory, customer service, warranty, ecommerce, delivery, etc.).
• Determining market strategies and goals for products and services, targeted toward existing and new markets to achieve company goals and objectives, in conjunction with Sales and Marketing teams.
• Regularly communicating information regarding promotions, warranty, price books, new product launches, and product changes to the Dealer base.
• Developing and delivering sales presentations that effectively communicate the benefits of the Company and assist the Customer with meeting their business goals.
• Holding business review meetings with decision-makers aimed at identifying continued partnership and growth opportunities.
• Closing sales in a professional and effective manner by meeting established sales and revenue goals.
• Developing and building relationships with local Account Managers, Market Managers, and Branch personnel to provide a collaborative approach that addresses specialty customers’ needs and lands the business with the Ware Group.
• Identifying and following up with prospect accounts that will further support ongoing growth targets for the specialty area.
• Monitoring sales activity to ensure success in meeting sales goals; identifying threats and opportunities and adjusting activities accordingly.
• Maintaining an up-to-date understanding of industry trends and technical developments that affect target markets through internal/external training.
• Identifying technical training opportunities with customers.
• Reviewing blueprints, plans, and other customer documents to develop and prepare cost estimates or projected proposed equipment or services.
• Monitoring competitor products, sales, and marketing activities.
• Establishing and maintaining relationships with industry influencers and key strategic partners.
• Participating in Marketing and Sales meetings, providing customer and product data, strategies, and opportunities.
• Championing key company sales resources and initiatives.
• Developing and maintaining communications in a cooperative and professional manner with all levels of staff and customers.
• Utilizing CRM.
• Communicating inventory needs/changes to product managers and purchasing.
• Participating in marketing and sales conference calls.
• Periodic participation in various task force programs, as needed.
• Establishing and maintaining a consistent company image throughout all product lines, promotional materials, and events.
• Representing the company at trade association meetings to promote products and services.
• Working with category, product managers, and vendors on field issues including new products, high failure rates, large bid opportunities, and competitive pricing.
• Providing expertise and support to Account Managers as needed related to specialty customers.
• Performing all other duties as assigned.

Benefits

• Competitive wage
• Medical coverage
• Dental coverage
• Vision coverage
• Options for supplemental care
• Competitive Paid Time Off (PTO)
• Safe Harbor 401(k) – 100% employer match up to 5% of base pay and immediate vesting
• Holiday pay – 7.5 holidays per year
• Paid Parental Bonding Time
• Employer subsidized medical, dental, and vision plans
• Employer paid life insurance
• Employer paid short-term disability
• Voluntary long-term disability
• Voluntary accident insurance
• Voluntary critical illness insurance
• Voluntary hospital indemnity insurance
• 24/7 Access to virtual care/telehealth options
• Health Savings Account (HSA) with employer contribution
• Flexible spending accounts (FSA)
• Wellbeing program with opportunity to earn reduced medical costs
• Employee Assistance Program (EAP) for you, and your family
• 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