Johnstone Supply HVAC Outside Sales Represent

09824717-2cb8-4146-a1a9-503b240add9d•Sterling, VA

1d•$70,000 - $90,000

About The Position

The HVAC Outside Sales Representative achieves sales and growth targets by developing new customer accounts and increasing sales within existing accounts. The position has no formal supervisory responsibilities and reports to the Sales Manager. The representative works with customers to identify needs and opportunities, recommend appropriate products and services, negotiate sales, and provide ongoing support. The position also includes developing territory plans, forecasting business, coordinating with branch personnel, maintaining product knowledge, and representing Johnstone Supply at industry and local events. This is a full-time position, Monday through Friday, generally 8:00 a.m. to 5:00 p.m., with additional work as needed to meet business requirements. Frequent travel to customer locations is required. Most work is performed at customer sites, using a cellular phone, car, and/or computer.

Requirements

High school diploma or GED, or an equivalent combination of education and experience.
At least 2 years of documented successful direct sales experience.
Demonstrated tenacity in achieving sales goals and understanding and applying effective sales strategies and techniques.
Ability to build long-term customer relationships and communicate proactively, verbally and in writing, to establish relationships and influence decisions.
Excellent negotiation and objection-handling skills.
Ability to solve non-routine, unstructured problems through critical evaluation of alternative solutions.
Strong project management and multitasking skills.
Knowledge of principles and methods for selling products and services.
Knowledge of Microsoft Office, CRM software, email, and internet-based research.
Ability to manage coworker and customer interactions with tact and diplomacy.
Self-motivated, persistent, and driven to succeed.
Honest, loyal, ethical, and able to participate in a team environment.
Ability to maintain a professional, positive, courteous, and friendly demeanor with customers, vendors, and employees.
Ability to drive a car and stand and walk on hard surfaces for most of the workday; regularly reach, climb, balance, stoop, kneel, crouch, or crawl; frequently lift, carry, or move up to 50 pounds and occasionally lift up to 70 pounds.
Close vision, color vision, depth perception, ability to adjust focus, and sufficient speaking and hearing abilities to provide customer service.
Frequent travel to customer locations.
Ability to work Monday through Friday, 8:00 a.m. to 5:00 p.m., and as needed for business requirements.

Nice To Haves

Three or more years of successful direct sales experience.
Direct sales experience in the business-to-business HVAC/R or a similar industry.

Responsibilities

Contact existing and prospective customers to identify needs and opportunities, and prospect for new customers and quality leads.
Qualify new and existing opportunities to assess revenue potential and creditworthiness.
Prioritize accounts based on margin and profitability, focusing time and effort on accounts with the greatest growth and margin potential.
Present Johnstone products and services as strategic advantages by communicating the company’s value proposition and business drivers.
Recommend products and services based on customers’ business needs.
Address customer objections and negotiate to grow business while maintaining margin and service targets.
Explain Johnstone’s advantages, solicit orders, and maintain required margins on transactions.
Build and expand relationships with key contacts and decision-makers, develop new customers, and grow the customer base.
Provide post-sale support and resolve customer problems.
Monitor market conditions, product innovations, and competitors’ products, prices, and sales.
Follow up proactively on leads generated by branch stores and other sources.
May negotiate contract and payment details and prepare sales contracts and order forms.
Develop territory and sales plans, target key customers, prioritize sales activities, and follow the Johnstone sales process.
Report sales activities according to the established process and accurately forecast business to management.
Work with management to update territory plans and set sales, margin, and service goals.
Cooperate with in-store personnel to service existing accounts.
Maintain knowledge of products and inventory through training, catalogs, websites, and consultation with the sales manager and experienced representatives.
Follow company policies, procedures, and business ethics codes.
Represent Johnstone Supply at trade associations, events, and local chapters.
Maintain confidentiality regarding corporate matters, including marketing strategies, operations, and pricing.
Offer assistance wherever and whenever necessary to support the success of company initiatives.