Territory Manager

Johnstone Supply; Lafayette (IN); On-site; USD 52,000 - 76,000; Full time

Benefits offered by this job

PTO

401(k) match

Holiday pay

Parental bonding time

Health, dental, and vision plans

Life insurance

Disability insurance

Telehealth

Job summary

Johnstone Supply, North America's leading wholesale distributor of HVACR equipment, invites a results‑driven sales professional to join our team in Lafayette. You will research customers, plan territory growth, engage key decision-makers, present tailored solutions, and guide buyers from inquiry to close.

You will coordinate with branch teams, address issues quickly, and maintain product knowledge through ongoing training.

Qualifications

• At least 2 years of direct sales experience.
• High School Diploma or GED required.
• Must have a valid driver’s license and a professional appearance.
• HVAC‑R industry knowledge and technical understanding.
• Sales and analytical skills to identify opportunities and diagnose problems.
• Strong communication and interpersonal abilities.
• Organizational skills to manage tasks and follow-ups.
• Proficiency in CRM, Excel, Word, PowerPoint, and Outlook.

Responsibilities

• Territory & sales planning, forecasting, and goal setting.
• Engage key decision-makers and build relationships.
• Identify needs, present solutions, and close deals.
• Coordinate with branch teams and support customers.
• Address customer issues and ensure satisfaction.
• Track interactions in CRM and monitor trends.
• Represent the company at industry events and trade shows.

Skills

Direct sales

Communication skills

Analytical skills

Organization

Interpersonal skills

Negotiation

Education

High School Diploma or GED

Tools

CRM software

Excel

Word

PowerPoint

Outlook

Job description

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. Johnstone is growing, and so can you.

Responsibilities

• Territory & Sales Planning: Researches and categorizes customers based on revenue potential, creditworthiness, and business needs. Develops and updates territory plans, sales forecasts, and goals.
• Customer Engagement & Relationship Building: Initiates and maintains relationships with key decision-makers, regularly engaging customers to understand needs, provide insights, and adjust programs accordingly. Acts as a trusted advisor.
• Sales Execution & Consultative Selling: Identifies customer needs, presents tailored product and service solutions, articulates value, and guides customers through the buying process to close deals.
• Internal Coordination & Communication: Shares customer insights with branch teams, ensures internal support for customer needs, and follows up on leads or issues uncovered by the team.
• Problem Resolution & Customer Support: Serves as the primary contact for addressing customer issues and ensuring satisfaction.
• Tracking, Reporting & Market Awareness: Inputs customer interactions into CRM, analyzes sales and buying behaviors, monitors industry trends, and maintains product knowledge through ongoing training.
• Company Representation: Represents the company at industry events, trade shows, and customer-requested functions.

Qualifications

• At least 2 years of direct sales experience: is required, but this experience can come from a variety of different work experiences or educational background.
• A High School Diploma or General Education Diploma (GED) is required.
• Must maintain a valid driver’s license, and maintain a professional personal appearance.
• HVAC‑R Industry & Technical Knowledge: Knowledge of HVACR wholesale distribution, customer business operations, and profitability factors. Understanding of internal company operations, programs, and differentiators. Basic mechanical aptitude (helpful).
• Sales & Analytical Skills: 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.
• Communication & Interpersonal Skills: Strong listening, questioning, and two‑way communication skills; ability to present programs professionally; ability to influence, negotiate, and drive customer decision‑making; skill in adapting to different personalities and diplomatically addressing issues.
• Organization Skills: Ability to prioritize tasks and manage time effectively; skill in executing and implementing sales programs; ability to coordinate with stakeholders; experience using tracking systems to manage follow‑ups and action items.
• Software & Systems Skills: Proficiency in CRM software, Excel, Word, PowerPoint, Outlook; ability to use data tracking, presentation, and point‑of‑sale software.

Company Values

• 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 respond 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.