Territory Manager

Johnstone Supply LLC; Appleton (WI); On-site; USD 55,000 - 90,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

401(k) with employer match

Paid time off

Tuition reimbursement

Employee referral program

Life and disability insurance

HSA

Job summary

Johnstone Supply LLC in Wisconsin seeks a dynamic field sales professional to manage HVACR accounts, drive revenue growth, and build lasting partnerships with contractors and distributors. In this full-time role you will prospect new customers, develop pricing strategies, coordinate with branch leaders, and deliver effective presentations to meet sales targets while navigating CRM and market trends.

This position requires strong communication, organization, and a proven outside sales track

Qualifications

• Bachelor’s degree in business, marketing, or related field preferred; two or more years outside sales experience required; or equivalent combination of education and experience.
• High school degree or equivalent requirement
• HVAC/R Industry or related wholesale industrial product experience preferred
• 5+ years of outside sales experience in a wholesale distribution environment preferred

Responsibilities

• Manages assigned accounts, executes sales strategy, initiates contact with customers, and sells HVAC/R services and products meeting customer needs.
• Keeps customer information updated and manages pricing with sales leadership based on market factors.
• Prepares for sales calls tailored to individual customers and tracks activity using CRM and sales tools.
• Creates goals and forecasts per account and aligns needs with Johnstone services (inventory, customer service, warranty, ecommerce, delivery).
• Develops and delivers sales presentations and closes sales to meet revenue goals.
• Follows up on marketing programs, promotions, and manager’s specials to drive engagement.
• Identifies prospects, builds a prospect list, and develops pricing and programs to grow accounts.
• Conducts quarterly business reviews with sales leadership and documents needs to meet account requirements.
• Maintains up-to-date knowledge of industry trends and works with vendors on field issues including new products and pricing.
• Maintains consistent company image across product lines, materials, and events.
• Completes daily CRM entries and communicates inventory needs to leadership.
• Identifies technical training opportunities with customers and ensures training needs are met.
• Etc.

Skills

Relationship building

Account management

Sales

CRM

Pricing

Forecasting

Education

Bachelor’s degree in business, marketing, or related field

Tools

CRM

Microsoft Excel

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

• 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. The above includes:
• 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.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience:

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.

• Required:
  • High school degree or equivalent
  • Minimum of 2 years outside sales experience

• 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

Certificates, Licenses, and Registrations:

• Must maintain a valid driver’s license

Job Knowledge, Skills, and Abilities:

• 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.
• While multilingual skills are valued, 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.

Physical Demand

Physical Demands:

• While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, and/or feel; flex hands and fingers; reach with hands and arms; turn head and torso; and talk or hear. The employee is often required to walk, particularly for on-site visits. The employee is occasionally required to carry and/or move up to 25 pounds. Position requires driving and as such requires ability to sit for long periods of time and can experience bouncing and vibration. Special vision requirements are near vision, distance vision, peripheral vision, and color vision.

Work Environment:

• Employee is frequently required to travel across multiple locations in their assigned area, primarily via car. Some work is performed in typical office building at a desk using equipment such as PCs, phones, and electronic files. Other work occurs on-site at customers’ locations and at individual stores.Store climate is air conditioned or heated.Additional time may be spent outdoors, in trucks, and in a warehouse environment. While outdoors, the employee is exposed to a variety of weather elements including sunshine, rain, heat, cold, and humid conditions. Warehouse is unconditioned and may involve hot and cold temperatures, dust, dirt, and noise. Occasionally, the employee is exposed to fumes, airborne particles, or toxic or caustic chemicals.

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.