Territory Manager

Johnstone Supply; Toledo (OH); Hybrid; USD 45,000 - 75,000; Full time

Job summary

Johnstone Supply in Toledo, OH is seeking a results-driven sales professional to manage HVACR accounts in the assigned territory. You will develop customer relationships, plan routes, and present tailored product and service programs that drive profitability.

You will engage with influencers and decision-makers, forecast sales with management, and coordinate with branches to ensure exceptional customer experiences. Strong knowledge of HVACR and CRM skills are essential.

Qualifications

• Education and experience as listed: High School Diploma / GED or equivalent.
• Minimum of 2 years of documented successful direct sales experience.
• Knowledge of HVACR wholesale distribution and profitability factors.
• Ability to develop plans and forecasts with management.

Responsibilities

• Develops knowledge of customers in the territory and plans routes for efficiency.
• Initiates contact with customers and builds relationships with influencers and decision makers.
• Proposes programs linked to customer needs while maintaining profitability.
• Collaborates with customers to define next steps and guide the buying process.
• Forecasts sales and coordinates with management to set goals.
• Maintains ongoing customer engagement and provides market insights.
• Coordinates with branches to support customers and resolve issues.
• Represents Johnstone at industry events and manages CRM inputs.
• Produces reports on sales activity for management.

Skills

HVACR knowledge

Relationship building

Consultative selling

Sales forecasting

Time management

Communication

Education

High School Diploma / GED

Tools

CRM software

Microsoft Excel

Microsoft Word

Microsoft PowerPoint

Outlook

POS software

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

• Account Planning: Develops a thorough knowledge base of customers in the territory. Conducts research to understand customer revenue potential, creditworthiness, business focus and operations, current supplier and manufacturer relationships, and other information pertinent to determining customer fit. Categorizes and prioritizes accounts, and allocates time to highest priorities. Planning and prioritizing daily routes to optimize meeting with the right customers while in particular areas.
• New Customer Engagement: Initiates contact with customers and develops relationships with influencers and decision makers. Questions, listens and observes to uncover customer needs.
• Presents Insights and Solutions: Takes a consultative approach to sales by proposing product and service programs that are linked to customer needs, while maintaining profitability metrics. Articulates the value of programs and services in terms of resolving customer needs and problems.
• Closes Business: Collaborates with customers to define next steps, and coaches customers through the buying process.
• Sales Planning: Works with customers to plan and forecast sales. Participates with management in updating plans, forecasts and setting sales goals.
• Ongoing Customer Engagement: Calls on customers on a regular basis to ask for feedback; review and adjust forecasts and programs as necessary; provide insights about the market, industry, supplier marketing programs, and other opportunities available for customers. Develops a trusted business advisor relationship with customers. Knowing your customer segment and how frequently your customer likes to be called on and by which method.
• Internal Coordination & Communication: Provides customer information to the branch team to help them support the customer. Communicates product and pricing programs, as well as specific things needed from each department to support customer commitments. Follows up to ensure internal departments are able to meet customer expectations. Proactively follows up on leads or issues uncovered by the branch team.
• Branch Support: Work with the branches that you are assigned to and help with providing great customer experience for your customers and others. Assist in counter sales coverage when they are short handed at the stores when needed and requested.
• Problem Resolution: Serves as the main point of contact to resolve customer issues or problems.
• Tracking and Reporting: Inputs customer interactions into CRM tool. Analyzes customer sales, margins, share of wallet, buying behaviors, and Accounts Receivable (as requested by A/R). Provides reports to management on a regular basis.
• Maintains Expertise: Monitors market conditions, product innovations, and competitors' products, prices, and sales. Maintains knowledge of new and existing products and inventory by participating in training, studying Johnstone and industry catalogs and web sites, and seeking knowledge from sales manager and other knowledgeable sources.
• Represents Johnstone: Serves as a representative of the company at industry events, open houses, or other events at the customer’s request.

Johnstone Supply believes that each employee’s contribution should not be limited by the assigned responsibilities. Therefore, it is expected that each employee will 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 job function 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 Experience:

• High School Diploma / GED required OR equivalent combination of education and experience.
• Minimum of 2 years of documented successful direct sales experience.

Technical Knowledge, Skills and Abilities:

• Knowledge of HVACR wholesale distribution business and factors influencing profit and loss
• Knowledge of internal company operations, programs, services, capabilities and differentiators
• 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 (helpful)

Communication Knowledge, Skills and Abilities:

• 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

Analytical Knowledge, Skills and Abilities:

• 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

Organization/Process Knowledge, Skills and Abilities:

• Ability to create plans and timelines from task lists
• Skill in allocating and managing time to 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

Software/Systems Knowledge, Skills and Abilities:

• Ability to use computer applications to gather and track data, including Excel
• Ability to use computer applications such as Word and PowerPoint to present information
• Ability to use Customer Relationship Management (CRM) software to manage customer information
• Ability to use Outlook or other email programs
• Ability to use Point of Sale software to manage customer information

Interpersonal Knowledge, Skills and Abilities:

• Ability to professionally approach new customers
• Skill in adapting to and engaging with a variety of personalities
• Ability to comfortably navigate negotiations for win-win results