Territory Manager

Johnstone Supply LLC • Appleton, WI

7d • 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 a multi-billion-dollar 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, Bosch, Copeland, Honeywell, Johnson Controls, 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 degree or equivalent
• Minimum of 2 years outside sales experience
• Must maintain a valid driver’s license
• Ability to successfully collaborate, establishing and maintaining effective working relationships with a wide variety of internal and external business partners.
• Ability to actively listen, identify needs, and provide effective solutions.
• Ability to successfully and professionally communicate in multiple formats with ability to effectively present and deliver information to a varied audience.
• Ability to define problems, collect data, establish facts, and draw valid conclusions.
• Market development experience and an established understanding of value-oriented sales processes and implementation experience.
• 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.
• Experience working in CRM platforms and maximizing CRM for sales performance.
• Highly successful track record of utilizing sales tools and information technology resources to drive sales success.
• Proficient in Microsoft 365 products including Excel, Outlook, Word, and PowerPoint with ability to learn and apply other job-related technologies.
• English proficiency (written and spoken) is a core requirement for this position due to the nature of the work, safety regulations, and to ensure accurate communication and comprehension.

Nice To Haves

• Bachelor’s degree in business, marketing, or related field preferred
• A. preferred in business, marketing, or related field
• HVAC/R Industry, or related wholesale industrial product experience preferred
• 5+ years of outside sales experience, preferably in a wholesale distribution environment preferred

Responsibilities

• Manages assigned accounts, by executing sales strategy, initiate contact with existing and potential customers, identify their needs and sell HVAC/R service and products that meet their needs.
• Keeping customer information updated
• Working with sales leadership to manage individual contracts and SKU pricing; makes recommendations on pricing based on market and customer factors
• Preparing for sales calls specific to the needs of individual customers
• Tracking customer activity and trends and utilizing CRM and other sales tools and systems
• Creating goals and forecasts per account
• Aligning customer needs with services available through Johnstone (e.g., inventory, customer service, warranty, ecommerce, delivery, etc.)
• Provides input to and collaborates with sales, marketing, and branch leaders to determine market strategies and goals for products and services, targeted toward existing and new markets to achieve COS group’s goals and objectives.
• Follows up with each account to ensure they understand the marketing and promotional programs such as but not limited to: Company-wide promotions, Hot deals, Push of promotional flyers, Communication of manager’s specials or other promotions and/or programs
• Identifies prospects ongoing and creates a listing of prospecting accounts on a scheduled basis in order to support the growth targets established. Creating goals and forecasts per account, following up on leads, developing pricing and various programs to drive growth objectives, and monitoring sales activity are critical to the overall success of this endeavor.
• Conducts business reviews on all top accounts quarterly and/or as assigned with sales leadership. Documents needs and builds a strategy to meet account needs.
• Through internal and external training, maintains up-to-date understanding of industry trends and technical developments that effect target markets. Works with product managers and vendors on field issues that includes new products, high failure rates, large bid opportunities and competitive pricing.
• Develops and delivers sales presentations and closes sales in a professional and effective manner by meeting established sales and revenue goals.
• Monitors competitor products, sales, and marketing activities. Stays current with market conditions and makes recommendations to sales leadership.
• Establishes and maintains relationships with industry influencers and key strategic partners. Represents company at trade association and other meetings to promote product and services.
• Participates in sales and other meetings, providing updates, customer and product data, strategies and opportunities.
• Develops and maintains communications in a cooperative and professional manner with all levels of staff and customers. This includes: Completion of daily CRM entries, Communicating inventory needs / changes though sales and/or other leadership, Participation in marketing, sales and/or other meetings and conference calls.
• Communicates routinely with branch managers and other local store and/or market personnel.
• Participation in various task force programs and/or special projects, as assigned.
• Identifies technical training opportunities with customers. Follows up to ensure training needs are met.
• Establishes and maintains a consistent company image throughout all product lines, promotional materials and events.
• Performs all other duties as assigned.
• Johnstone Supply believes that each employee’s contribution should not be limited by the assigned responsibilities. Therefore, it is our expectation that each employee will adhere to our company values and offer his/her services wherever and whenever necessary to ensure the success of our endeavors.

Benefits

• Competitive Paid Time Off (PTO)
• 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 and short-term disability
• Voluntary long-term disability, accident, critical illness, and 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: Associate degree