Sales Representative- Virginia Territory

Johns Manville; Virginia (MN); Hybrid; USD 95,000 - 131,000; Full time

Benefits offered by this job

Health benefits

401(k) with company match

Paid vacation

Sick leave and parental leave

Life insurance

Disability insurance

Employee assistance program

Tuition reimbursement

Job summary

Johns Manville is seeking a Sales Representative for the Virginia territory to drive revenue growth and expand market presence for our commercial roofing products. You will build long-term customer partnerships, identify growth opportunities, and deliver technical demonstrations and training.

The position requires a bachelor’s degree and at least 5 years of sales experience, with heavy travel (3–5 overnight stays per month) and residence in Virginia.

Qualifications

• Bachelor's degree and 5+ years of sales experience or JM relevant experience.
• Residence within Virginia with valid driver’s license.
• Heavy travel with 3–5 overnight stays per month.

Responsibilities

• Achieve annual sales quotas and margin goals across commercial roofing product lines.
• Develop and execute a geographic and account-level growth plan to expand territory revenue.
• Identify high-value opportunities with contractors, distributors, architects, and building owners.
• Build and sustain high-impact customer relationships to increase product adoption and repeat business.
• Conduct market intelligence to anticipate customer needs and differentiate JM offerings.
• Prepare competitive bids, negotiate pricing within guidelines, and secure profitable contracts.
• Deliver product demonstrations, technical training, and on-site support.
• Ensure compliance with regulations and maintain accurate records of activities.
• Collaborate with marketing, technical services, and product management to drive territory success.

Skills

Sales targets

Product scaling

Channel influence

Financial acumen

Communication

Negotiation

Relationship building

Contract management

Problem solving

Time management

Education

Bachelor's degree

Job description

Who We Are

Johns Manville is a leading manufacturer and marketer of premium-quality insulation and commercial roofing, along with glass fibers and nonwovens for commercial, industrial and residential applications. Our products are used in a wide variety of industries including building products, aerospace, automotive and transportation, filtration, commercial interiors, waterproofing and wind energy. A proud member of the Berkshire Hathaway family of companies, we serve customers in more than 80 countries around the globe. We are committed to delivering positive and powerful experiences, because we are successful only when our employees and customers thrive. We are passionate, we care about people, we perform at a superior level, and we protect others and our environments.

Pay Range $95,000.00-$130,700.00 Annual This is the base salary pay range that an applicant can expect to make upon hire. Pay within this range will vary based upon relevant experience, skills, and education among other factors. In addition, this position is eligible for an incentive bonus.

Role Overview

The Sales Representative for Johns Manville's Commercial Roofing business is responsible for driving measurable revenue growth, expanding market presence, and building long-term customer partnerships across the Virginia territory. This role focuses on creating demand for Johns Manville roofing products and systems, increasing product adoption, and generating sustainable, profitable sales results.

Responsibilities

• Deliver Territory Revenue & Growth Targets Achieve annual sales quotas and margin goals across assigned commercial roofing product lines.
• Expand territory revenue by developing and executing a targeted geographic and account-level growth plan.
• Accelerate product penetration by identifying high-value opportunities with contractors, distributors, architects, and building owners.
• Build & Sustain High-Impact Customer Relationships Strengthen partnerships with key contractors and distributors to increase product adoption and repeat business. Consistently generate new accounts while maximizing share of wallet within existing customers. Maintain a regular cadence of customer visits, business reviews, and project pipeline assessments.
• Create Market Demand & Competitive Positioning Conduct ongoing market intelligence to anticipate customer needs, assess competitor activity, and identify strategic opportunities. Recommend and execute market-specific programs to expand product visibility, accelerate adoption, and drive differentiation. Influence specifications by presenting system solutions to architects and decision-makers.
• Drive Sales Excellence & Execution Produce accurate forecasts, pipeline reports, and territory performance summaries. Prepare competitive bids, negotiate pricing within established guidelines, and secure profitable contracts. Support product development by communicating customer feedback and emerging market needs.
• Enhance Customer Capability & Product Expertise Deliver product demonstrations, technical training, and value-focused presentations to customers and channel partners. Provide on-site technical assistance and problem resolution to ensure customer satisfaction and system performance. Serve as a subject-matter expert on Johns Manville roofing systems.
• Uphold Operational & Regulatory Compliance Ensure all product sales, documentation, and field activities comply with local, state, and federal regulations. Maintain accurate records of customer interactions, opportunities, and sales activity.
• Contribute to Team Success Collaborate cross-functionally with marketing, technical services, and product management to drive territory success.

Requirements & Success Profile Qualifications

• Bachelor's degree and 5 yrs of sales experience and/or JM relevant experience.
• Equivalent combinations of education and experience will be considered.
• Valid driver’s license; residence within the state of Virginia.
• Heavy car travel with on average 3-5 overnight stays per month.

Skills & Performance Competencies

• Demonstrated ability to meet or exceed sales targets in a competitive market.
• Strong capability to introduce and scale new products or systems.
• Experience influencing third-party channels, including distributors, contractors, and design professionals.
• Strong financial acumen to manage budgets, territory expenses, and profitability targets.
• Excellent communication, negotiation, and relationship-building skills.
• Proven ability to manage complex contracts and multi-stakeholder decision processes.
• Strong problem-solving, organizational, and time-management skills.

Benefits

• Health benefits include a choice of comprehensive medical plans, a dental plan, vision plan, wellness program and critical illness insurance.
• JM sponsors a 401(k) plan which includes a sizeable company match.
• JM offers paid vacation and also provides paid sick and parental leave for eligible employees.
• Additionally, Johns Manville provides basic life Insurance, short-term and long-term disability coverage, an employee assistance program, and business travel accident coverage.
• Supplemental life insurance and accidental death and dismemberment insurance are available as well.
• The company also offers a variety of tax saving accounts; health spending account, traditional flexible spending account, and a dependent care spending account.
• JM also offers a tuition reimbursement program for undergraduate and certain graduate programs.
• Johns Manville supports employee growth with vast educational opportunities and a company-wide mentoring program. This program pairs employees and leaders to grow skills, build stronger internal networks and strengthen the company’s succession planning process.
• Johns Manville also offers soft and hard skills training facilitated by internal and external presenters.
• Our talent management team prioritizes the holistic growth of our workforce.

Diversity & Inclusion

Johns Manville believes diversity and inclusion in our workplace is critical for the long-term success of our company. We are committed to retaining, developing and attracting a diverse workforce that fosters an inclusive work environment in which all employees are treated with dignity and respect. This is the right thing to do for our employees, our company and our communities.

Other Requirements

Incumbent must be physically able to perform essential job functions. Reasonable accommodations may be made to enable individuals with disabilities to perform essential job functions.

We are proud to be an Equal Opportunity/Affirmative Action employer. We maintain a drug-free workplace and perform pre-employment substance abuse testing.