Account Manager - HVAC

Johnstone Supply II, LLC; Phoenix (AZ); On-site; USD 65,000 - 90,000; Full time

Benefits offered by this job

Paid Time Off (PTO)

401(k) with employer match

Health, dental, vision coverage

Life insurance

Short-term disability

Tuition reimbursement

Employee referral program

Job summary

Johnstone Supply, North America’s leading HVAC/R distributor, is seeking an Account Manager to drive sales in a specified region. You will leverage your HVAC/R knowledge, CRM skills, and a consultative selling approach to grow accounts and close deals.

You will collaborate across sales, marketing, and branches, manage prospecting and forecasts, and deliver impactful presentations to satisfy customers and achieve revenue goals.

Qualifications

• Bachelor’s degree in business, marketing, or related field; 2+ years outside sales experience or equivalent.
• HVAC/R industry or related wholesale experience preferred.
• 5+ years outside sales experience, preferably in wholesale distribution.
• Ability to collaborate with internal and external partners.
• Active listening, needs identification, and effective solution delivery.
• Strong written and oral communication to varied audiences.
• Ability to define problems, collect data, establish facts, and draw conclusions.
• Market development experience and value-oriented sales understanding.
• CRM experience and sales analytics preferred.
• Proficient in Microsoft 365; English proficiency required; multilingual skills valued.

Responsibilities

• Sell Johnstone value proposition within a defined region or market.
• Identify customer needs and align products and services accordingly.
• Collaborate with sales, marketing, and branch leaders to set market strategies.
• Follow up with accounts to explain promotions and programs.
• Develop prospect lists, set goals, and forecast per account to drive growth.
• Conduct quarterly business reviews with sales leadership and strategize for key accounts.
• Maintain industry knowledge and coordinate with product managers on new offerings.
• Deliver sales presentations and close deals to meet revenue targets.
• Monitor competitors and market conditions to advise leadership.
• Build relationships with industry influencers and partners; participate in events.

Skills

Outside sales

CRM experience

Microsoft 365

Communication skills

Collaboration

Problem solving

Market development

English proficiency

Multilingual skills valued

Education

Bachelor’s degree in business/marketing or related field

Tools

CRM platforms

Microsoft 365

Job description

Overview

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.

Responsibilities

This position is responsible for selling the Johnstone value proposition, a combination of Johnstone’s services and products, within a specified region, market, or major geographical area. Position aligns the customers’ needs with the services and products that Johnstone offers. The Account Manager is a seasoned sales professional who applies their expert technical knowledge and sales skills within the HVAC/R industry in order partner with our customers for supporting their success.

• 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.
• 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.
• 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.
• 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.

Qualifications

• Bachelor’s degree in business, marketing, or related field preferred; two or more years of experience in a similar outside sales position required; or equivalent combination of education and experience.
• HVAC/R Industry, or related wholesale industrial product experience preferred
• 5+ years of outside sales experience, preferably in a wholesale distribution environment preferred
• 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.
• 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.
• While multilingual skills are valued, English proficiency (written and spoken) is a core requirement for this position

Company Values

We’re also interested in hiring a great candidate that holds these values so we can further build a strong company culture:

• Safety: Always prioritizes safety, both at work and at home, while ensuring those who work for you work safely.
• Customer Focused: Take the perspective of those we serve, anticipate their needs, and responding quickly.
• One Team: We win together by collaborating with each other, focusing on the common goal, and leveraging the strengths of the team.
• Own It: Take the initiative, act with a sense of urgency and pride, do things right the first time, and always act with integrity.
• Innovate: Embrace and create change that drives continuous improvement and customer-valued solutions.

Benefit Overview

At Johnstone Supply, we recognize that our employees’ growth, well‑being, and success drives the company’s success. We offer a competitive wage, in addition to health and wellness benefits including medical, dental, vision coverage, and options for supplemental care. We provide the resources you need to take charge of your well‑being, including:

• 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 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

We understand that our employees are the cornerstone of our success. Our commitment to continuous improvement & investment in our people is only matched by our commitment to superior customer experience.

EOE & E-Verify Participating Employer.