Territory Sales Manager – HVAC/R Solutions & Growth

Johnstone Supply The Founders Group; Santa Rosa (CA); Hybrid; USD 70,000 - 100,000; Full time

Benefits offered by this job

Paid time off

Medical Insurance

Dental Insurance

Vision Insurance

Life Insurance

Long-Term Disability Insurance

Flexible Spending Account

Health Savings Account

401(k) Plan with company match

Employee Discount Program

Discounted Wireless Phone Options

Job summary

Johnstone Supply - The Founders Group is seeking a Territory Manager in Santa Rosa, CA to drive local sales and strengthen customer relationships. The role requires collaboration with branches and sales teams to grow market share and deliver exceptional service.

The ideal candidate has 5+ years of outside sales experience (HVAC/R preferred), a track record of educating customers, and a valid driver's license with a clean record. Competitive pay and benefits offered.

Qualifications

• High school diploma or GED; college degree preferred.
• 5+ years outside sales experience or manufacturer's representative role.
• Proven ability to educate and influence customers to close sales.
• Valid driver's license and clean driving record.
• HVAC/R sales experience preferred (2+ years).

Responsibilities

• Collaborate with Regional Sales Director, branches, and inside sales to grow local market share.
• Initiate contact with customers and build relationships with prospective clients.
• Listen to understand customer needs and uncover opportunities.
• Conduct sales calls with prospects and existing customers.
• Demonstrate how Johnstone solutions can meet customer needs and solve problems.
• Maintain deep knowledge of Johnstone products through self-directed study.
• Work as part of a team to deliver a great customer experience.

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