Territory Manager - Outside Sales

Job Description

Job Description

Johnstone Supply, North Americas leading wholesale distributor of HVACR equipment, parts, and supplies has a great opportunity for a Territory Manager to join our team.

Over the last seven decades Johnstone has grown into the industry leader with over 450 distributor branches and 6 distribution centers throughout North America resulting in over $3 billion in annual sales.

We work with some of the largest companies in the world, including Daikin / Goodman, Honeywell, Emerson, Johnson Controls, Google and Fujitsu, to provide contractors with world class products, technical expertise and quality service.

Position responsibilities :

New Customer Engagement : Initiates contact with customers and develops relationships with influencers and decision makers.

Questions, listens and observes to uncover customer needs.

• Sales Planning : Works with customers to plan and forecast sales. Participates with management in updating territory plans, forecasts and setting territory sales goals.
• 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.

Territory 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. Maps opportunities into territories / zones.

• 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 trade association meetings, industry events, open houses, or other events at the customer’s request.

Position requirements :

• High school diploma or general education degree (GED); At least 2 years documented successful direct sales experience; or equivalent combination of education and experience.
• knowledge of HVACR wholesale distribution business and factors influencing profit and loss
• Knowledge of HVACR customer business operations and factors influencing profit and loss
• Skill in listening and asking questions to understand others
• Skill in professionally presenting programs in person
• Skill in writing professional business proposals.
• 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, and ability to distinguish between high and low value opportunities
• Ability to identify internal stakeholders and actions they need to take to meet customer needs, and delegate accordingly
• Ability to identify and use resources to maintain industry, business, wholesale, sales process and HVACR technical knowledge and expertise
• Ability to use Customer Relationship Management (CRM) software to manage customer information
• 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
• Consistently works to promote company growth while maintaining ethical standards
• Maintains a professional personal appearance
• Must maintain a valid driver’s license

Johnstone Supply is strongly interested in hiring a great candidate that exhibits work behaviors & values that are conducive to building and maintaining a strong and effective company culture.

These behaviors include :

• 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.

Johnstone offers a competitive wage and benefits plan that includes medical, dental, vision, life, LTD, 401(k) with company match, and PTO after 90 days.

Our commitment to continuous improvement & investment in our people is only matched by our commitment to superior customer experience.

If you are ready to take the next step in your career, apply now.

Visit our website https : / / www.johnstonesupply.com / our -history for more information about our growing company.