Territory Manager

Johnstone Supply LLC • Elmwood, LA

18d • Onsite

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

• At least 2 years of direct sales experience is required.
• A High School Diploma or General Education Diploma (GED) is required.
• Must maintain a valid driver’s license.
• Must maintain a professional personal appearance.
• Knowledge of HVACR wholesale distribution, customer business operations, and profitability factors.
• Understanding of internal company operations, programs, and differentiators.
• Ability to develop customer expansion strategies and sales forecasts.
• Skill in identifying high-value opportunities and uncovering business potential.
• Skill in diagnosing problems and linking solutions to customer needs.
• Strong listening, questioning, and two-way communication skills.
• Ability to present programs professionally.
• Ability to influence, negotiate, and drive customer decision-making.
• Skill in adapting to different personalities and diplomatically addressing issues.
• Ability to prioritize tasks and manage time effectively.
• Skill in executing and implementing sales programs.
• Ability to coordinate with stakeholders.
• Experience using tracking systems to manage follow-ups and action items.
• Proficiency in CRM software, Excel, Word, PowerPoint, Outlook.
• Ability to use data tracking, presentation, and Point-of-sale software.

Nice To Haves

• Basic mechanical aptitude is helpful.

Responsibilities

• Researches and categorizes customers based on revenue potential, creditworthiness, and business needs. Develops and updates territory plans, sales forecasts, and goals.
• Initiates and maintains relationships with key decision-makers, regularly engaging customers to understand needs, provide insights, and adjust programs accordingly. Acts as a trusted advisor.
• Identifies customer needs, presents tailored product and service solutions, articulates value, and guides customers through the buying process to close deals.
• Shares customer insights with branch teams, ensures internal support for customer needs, and follows up on leads or issues uncovered by the team.
• Serves as the primary contact for addressing customer issues and ensuring satisfaction.
• Inputs customer interactions into CRM, analyzes sales and buying behaviors, monitors industry trends, and maintains product knowledge through ongoing training.
• Represents the company at industry events, trade shows, and customer-requested functions.

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 insurance
• 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: Mid Level
• Education Level: High school or GED