Regional Manager

Johnstone Supply LLC•West Palm Beach, 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

High School diploma or equivalent required.
At least ten plus years’ experience in sales or branch operations management in a wholesale environment or equivalent combination of education and experience is required.
Five or more years’ experience leading and managing teams with experience managing outside sales teams preferred.
Strong leadership skills are critical in order to lead the sales and operations teams and to model expected employee behaviors with a sense of urgency.
Ability to develop and execute sales initiatives through sales force.
Knowledge of human resource management principles, including recruiting and hiring, training and development, delegating, coaching, and evaluating employees.
Ability to create and manage high-functioning teams and hold them accountable for end results.
Very strong analytical, planning, and organization skills and abilities.
Ability to listen to customers and branch staff personnel to identify concerns and needs.
Excellent communication skills and the ability to influence attitudes and actions.
Skill in facilitating open lines of communication and win-win relationships.
Strong abilities to clarify company objectives and translate them to daily market and branch activities.
Expert knowledge of wholesale distribution operations, including order fulfillment, inventory control, customer service, showroom merchandising, shipping and receiving, and sales.
Ability to influence customers to partner with WGI in long-term mutually beneficial business partnerships.
Very knowledgeable in abilities to read, analyze and interpret financial P&L and Scorecard Reports.
Strong knowledge of PC-based applications (Excel, Word, Explorer) and business software (Eclipse and Mits).
Excellent knowledge of inventory management principles and procedures, including procurement, storage, forecasting, and handling dead inventory.
Excellent knowledge of sales and marketing processes and techniques to drive sales.
Excellent knowledge of the HVACR industry, contractor customer needs, and product applications.
General knowledge of governmental regulations as applied to product distribution, including OSHA regulations, Worker’s Compensation, Hazardous Materials Handling.
Problem-solving skills: listening to, interpreting, and meeting the needs of others; diagnosing and rectifying problems.
Highly skilled in the ability to multitask and prioritize work.
Ability to develop and implement operational plans.
Ability to write reports, business correspondence, procedure manuals, and marketing pieces.
English proficiency (written and spoken) is a core requirement for this position.

Nice To Haves

Bachelor’s degree (B.S./B.A.) in marketing, business, or related discipline preferred.
Multilingual skills are valued.

Responsibilities

Oversee all sales planning and execution, customer experience, employee development, process improvement, management of the P&L, and overall branch and operational performance working through regional leadership partners.
Ensure the region’s market share, profitability, productivity, and marketing initiatives align with the Company’s overall business strategy by working through direct and indirect subordinates, including Account Managers, Market Managers, and select other positions.
Review and analyze business reports (daily, weekly, and monthly) by region and market to monitor progress, determine corrective action, and proactively identify opportunities for continued improvement toward Regional goals and the delivery of the customer value proposition.
Lead meetings to communicate with Account Managers and Market Managers to ensure understanding of region/market progress towards established goals and the overall impact of the region relative to the Store Group.
Hold Market Managers and Branch Managers accountable for leading all branches within the market toward accomplishment of short and long-term business goals in partnership with regional operations leadership.
Support monthly Branch staff meetings to ensure branch leadership team is informed and knowledgeable regarding their Branch’s performance relative to all Balanced Scorecard metrics (people, process, customer, financial) and work with local leadership to develop action plans to drive short and long-term objectives.
Establish, communicate, and model performance expectations for Account Managers, Market Managers, Branch Managers, and other subordinate team members, ensuring expectations are met by monitoring various business application reports, gathering feedback from customers, observing performance, and taking corrective action or rewarding employees as necessary.
Safeguard region for continued success through proper succession planning, cross-training, and ongoing training and development for all employees.
Drive communication between Regions and Branch Support to ensure Branch Support understands the field’s needs to successfully deliver the Johnstone Advantage, and to ensure all employees understand the business plan (including marketing plan and sales plan) and how to accomplish it.
Perform special projects under the direction of the Vice President of Operations & Sales or a Senior Team Executive, as requested.
Work in conjunction with outside Account Managers, Market Managers, and Branch Managers to forecast and determine customer needs, aiming to increase market share and market penetration while maintaining a fragmented balance across customer and product segments.
Drive the Johnstone Advantage to the customer base.
Establish, in conjunction with the Market Manager and Branch Manager, the annual sales and profitability goals for each branch and for the Market, and develop and implement sales plans to meet those goals.
Regularly monitor performance against goals and take corrective action where necessary.
Coach and develop outside Account Managers to help each reach their top potential.
Ensure outside sales and inside sales are knowledgeable of and ready to support established sales programs, hot deals, and special marketing promotions in order to attain or exceed sales budgets and profitability.
Provide information regarding customer buying habits and needs to the Vice President of Marketing and Vendor Relations, the Product Managers, and Purchasing Group on a regular basis.
Create a business culture within the region of superior customer service that exceeds the customer’s expectations.
Visit Key Account decision makers and principals with the Account Managers to sell special sales and marketing programs to enhance “win-win” partnerships between customers and the Company designed to foster long-term commitments and continued business.
Resolve customer complaints and disputes in a timely, professional manner if such situations escalate beyond the Market Manager or Branch Manager level.
Offer services wherever and whenever necessary to ensure the success of our endeavors.

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 – we recognize and pay our employees for 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