Territory Manager

Johnstone Supply - The Heartland Group•Duluth, MN

11d•Onsite

About The Position

Johnstone Supply - The Heartland Group is looking for an extraordinary individual to join our team in our North Region market. This individual will contribute to company growth and profitability by growing new and existing customer sales in the assigned geographical territory. If you have sales experience, a passion for the HVACR industry, and are looking to join a fun, hard-working, and winning team, please apply. At Johnstone Supply The Heartland Group, we value dependable, humble, and passionately serving employees, while having fun! We are continually growing and believe in providing opportunities for results-oriented individuals willing to successfully do the work.

Requirements

High School Diploma/GED or equivalent combination of education and experience.
Minimum of 2 years of documented successful direct sales experience.
Knowledge of the HVACR wholesale distribution business and factors influencing profit and loss.
Knowledge of HVACR customer business operations and factors influencing profit and loss.
Mechanical aptitude, or the ability to understand how machines and tools are used to accomplish work.
Skill in listening and asking questions to understand others.
Skill in professionally presenting programs in person.
Skill in writing professional business proposals.
Ability to drive two-way communication.
Skill in communicating pertinent information in a concise manner.
Skill in creating ongoing customer expansion strategies.
Ability to use information to develop sales forecasts and goals.
Ability to gather data from websites, published reports, suppliers, and individuals.
Ability to calculate figures and amounts such as discounts, interest, rebates, proportions, and percentages.
Ability to compile data into actionable information.
Ability to uncover potential business opportunities.
Ability to distinguish between high and low-value opportunities.
Ability to identify factors that drive goal attainment.
Ability to create solutions and strategies to meet customer needs while maintaining profitability.
Skill in identifying factors that influence buyer behavior.
Ability to link programs and services to customer needs.
Ability to identify organization influencers and decision-makers.
Skill in observing and listening to uncover customer needs and problems.
Skill in diagnosing problems and determining causes.
Ability to create plans and timelines from task lists.
Skill in allocating and managing time to the highest priorities.
Ability to execute and implement sales programs.
Ability to identify internal stakeholders and actions they need to take to meet customer needs, and delegate accordingly.
Ability to use systems to track and follow up on action items.
Ability to identify and use resources to maintain industry, business, wholesale, sales process, and HVACR technical knowledge and expertise.

Responsibilities

Develops a thorough knowledge base of customers in the territory, including revenue potential, creditworthiness, business focus, operations, and current supplier relationships.
Researches and categorizes accounts, prioritizing them based on potential and allocating time accordingly.
Initiates contact with potential customers and develops relationships with influencers and decision-makers.
Listens and observes to uncover customer needs and presents product and service programs that align with those needs while maintaining profitability.
Articulates the value of programs and services in resolving customer needs and problems.
Collaborates with customers to define next steps and guides them through the buying process.
Works with customers to plan and forecast sales, and participates in updating territory plans, forecasts, and sales goals with management.
Calls on existing customers regularly to gather feedback, review/adjust forecasts and programs, and provide insights on market trends, industry news, and supplier marketing programs.
Develops a trusted business advisor relationship with customers.
Provides customer information to the branch team to facilitate customer support.
Communicates product and pricing programs, and specific departmental needs to support customer commitments.
Follows up to ensure internal departments meet customer expectations and proactively follows up on leads or issues identified by the branch team.
Serves as the main point of contact for resolving customer issues or problems.
Inputs customer interactions into CRM tool and analyzes customer sales, margins, share of wallet, buying behaviors, and Accounts Receivable.
Provides regular reports to management on customer sales and related metrics.
Monitors market conditions, product innovations, and competitors' products, prices, and sales.
Maintains knowledge of new and existing products and inventory through training, catalog study, and seeking information from sales managers and other knowledgeable sources.
Represents the company at trade association meetings, industry events, open houses, or other events at the customer's request.