Territory Sales Manager – HVAC/R Solutions & Growth

Johnstone Supply The Founders Group; Santa Rosa (CA); On-site; USD 70,000 - 110,000; Full time

Benefits offered by this job

Paid Vacation

Medical Insurance

Dental Insurance

Vision Insurance

Company paid Life Insurance

Long-Term Disability Insurance

Health Savings Account

401(k) Plan with company match

Discount Purchase Program

Discounted Wireless Options

Job summary

Johnstone Supply - The Founders Group is seeking a Territory Manager to drive sales growth in the Santa Rosa, CA area. You will build relationships, assess customer needs, and deliver HVAC/R solutions through consultative selling and product knowledge.

The ideal candidate has outside sales success, HVAC/R industry familiarity, and a track record of expanding accounts. This full-time role offers a structured schedule with strong earning potential and a collaborative team environment.

Qualifications

• Minimum high school diploma; college degree preferred.
• Proven success in outside sales and/or manufacturer's rep role; 5+ years preferred.
• Ability to educate and influence customers leading to sales.
• Valid driver license with acceptable driving record.

Responsibilities

• Develop and manage sales in assigned HVAC/R territory in Santa Rosa, CA.
• Prospect new customers and expand relationships with existing accounts.
• Present Johnstone solutions and value propositions to address customer needs.
• Schedule and conduct sales calls with prospects and customers; close deals.

Skills

Outside sales

HVAC/R knowledge

Account management

Relationship building

Education

GED or higher

College degree preferred

Job description

Description

Join Our Team as a Territory Manager in Santa Rosa at Johnstone Supply - The Founder's Group!

Competitive Pay** Work/Life-Balance** Winning Team

ABOUT US -

Johnstone Supply - The Founders Group is a 3rd generation family-owned wholesale distributor for heating, cooling, and refrigeration supplies and equipment. We operate across 6 states as one of the nation's largest HVAC/R distributors. Johnstone Supply offers superior customer service, technical advice and training seminars and features the industry's most respected catalog (available both digital and online) featuring more than 80,000 quality parts, supplies and equipment. Our purpose is to keep our communities safe & comfortable!

PRIMARY PURPOSE -

The Territory Manager is responsible for driving sales growth and expanding market share within an assigned territory by developing strong customer relationships, identifying business needs, and providing value-driven HVAC/R solutions. This role collaborates with branch teams, inside sales support, and regional leadership to generate new business, grow existing accounts, and deliver an exceptional customer experience through consultative selling, industry expertise, and product knowledge.

IDEAL CANDIDATE PROFILE -

The ideal Johnstone Supply team member is someone who exhibits our core values (Customer Focused, Accountable, Solutions-Minded, Always Learning, and Collaborative) and 9 winning habits. These include:

1. Be a Great Teammate
2. Be Accountable
3. Have a Plan
4. Solve Problems
5. Have a Winning Attitude
6. Put Yourself in the Customer's Shoes
7. Develop Yourself
8. Have Fun
9. Lead People - Manage Processes

SCHEDULE -

Monday - Friday 40+ hours between 7:00am - 5:00pm

ESSENTIAL DUTIES AND RESPONSIBILITIES -

• Territory Managers are to collaborate with the Regional Sales Director, Branches and inside sales support to increase share in the local market.
• Initiates contact with customers and develops relationships with potential clients.
• Questions, listens and observes to uncover customer needs.
• Territory Managers will conduct sales calls directly with prospects and existing customers.
• Understand the customer’s business needs and show them how the Johnstone solutions will be of value to them.
• Challenge the customer to address a problem that has been identified and influence them to recognize a solution that we offer.
• Develop and maintain a deep knowledge of the Johnstone products by being self-directed in the study of new products, literature, promotions, and industry publications
• Work as part of a team that ensures a great customer experience.

QUALIFICATIONS -

• High school diploma or general education degree (GED); College degree preferred.
• Proven success in outside sales and/or manufacturer's representative role; prefer 5 years' experience or more.
• Demonstrated experience for educating and influencing customers leading to sales.
• Maintain an acceptable driving record.
• Preference is given to candidates with at least 2 years of sales experience in the HVAC/R industry.

BENEFITS -

• Paid Vacation / Holidays / Sick Leave
• Medical Insurance
• Dental Insurance
• Vision Insurance
• Company paid Life Insurance
• Company paid Long-Term Disability Insurance
• Flexible Spending Account for Medical and Dependent Care
• Health Savings Account with generous company contribution
• Colonial Life Supplemental Policies
• 401(k) Plan with generous company match
• Discount Purchase Program for Employees
• Discounted Wireless Phone Options