Account Manager

Johnstone Supply LLC•Miami Gardens, FL

About The Position

Johnstone Supply, a wholesale distributor of HVACR equipment, parts, and supplies, is hiring an Account Manager to drive sales growth within a defined territory by promoting the Johnstone Advantage, including value-added services and quality HVAC/R products. The role aligns contractor customers’ needs with tailored solutions that help them save time and increase profitability. The Account Manager serves as a trusted advisor, using industry expertise to build strong partnerships and support customers’ long-term success. The position manages assigned accounts, develops new business, supports sales and marketing strategies, and maintains relationships with customers, vendors, industry influencers, and internal teams. It requires frequent personal vehicle travel—up to 80%—primarily within local and statewide territories.

Requirements

B.A. preferred, or equivalent; alternatively, a high school degree or equivalent and 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 frequently in a personal vehicle, up to 80%, primarily within local and statewide territories.

Nice To Haves

A B.A. degree.

Responsibilities

Manage assigned accounts by executing sales strategies, contacting existing and potential customers, identifying their needs, and selling suitable HVAC/R services and products.
Keep customer information current; manage individual contract and SKU pricing; prepare customer-specific sales calls; and track customer activity and trends.
Create account goals and forecasts and 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 in existing and new markets.
Ensure accounts 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 programs, and monitor sales activity.
Conduct business reviews for the top 25 accounts during the first quarter each year, document their needs, and develop strategies to address them.
Maintain up-to-date 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 and sales and marketing activities.
Build and maintain relationships with industry influencers and strategic partners, and represent the company at trade association meetings.
Participate in Marketing and Sales meetings, providing customer and product data, strategies, and opportunities.
Maintain cooperative, professional communications with staff and customers, including completing weekly call reports, communicating inventory needs and changes to product managers and purchasing, and participating in conference calls and 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 assistance wherever and whenever needed to support the company’s endeavors.

Benefits

Competitive wage.
Competitive paid time off.
Safe Harbor 401(k) with a 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 and 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.