Distributor Relationship Manager

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

• Builds and maintains long-term, trusted advisor relationships with Distributors, earning credibility through consistent support, insight, and results to promote the adoption of tools, programs, initiatives and improve Distributor satisfaction scores.
• Becomes the JST expert on assigned Distributors to understand their structure, market approach, strategic priorities, and opportunities for improvement resulting in tailored strategies that increase market penetration and revenue growth.
• Visits Distributors and communicates regularly, providing clear visit summaries, documenting action items, and ensuring timely follow-up to enhance transparency, and strengthen trust in Johnstone Supply’s partnership model.
• Recognizes and shares Distributor success stories for broader organizational learning, awards, and publications to foster a culture of excellence, inspire peer learning, and amplify JST’s reputation as a collaborative growth partner.
• Reviews Distributor strategic planning, including market expansion, product diversification, and acquisition opportunities. Challenge status quo thinking to drive new revenue channels, competitive differentiation, and measurable business growth across Distributor territories.
• Facilitates quarterly Distributor Cohort groups to exchange ideas, address challenges, and explore growth strategies to foster collaboration, share actionable insights, and accelerate adoption of best practices that improve collective performance.
• Advocates for Distributors internally, ensuring their needs and perspectives are considered in decision-making to promote stronger alignment between field operations and corporate strategy, resulting in improved Distributor satisfaction and engagement.
• Collaborates with internal stakeholders to prioritize impactful products, services, and resources to ensure JST delivers high-value solutions that meet Distributor demand and enhance market competitiveness.
• Identifies and cultivates new Distributor opportunities through networking and market awareness to expand JST’s market presence and strengthens its strategic footprint in key growth regions.
• Serves as the onboarding liaison, ensuring smooth transitions, clear communication, and timely execution of deliverables.
• Maintains a deep knowledge of the Distribution Agreement, franchise requirements, and JS Manuals, and proactively address non-compliance issues and work collaboratively on solutions to ensure contractual compliance, and fosters cooperative resolution of issues.

Qualifications

• Bachelor’s degree (B.S./B.A) from a 4-year college or university preferred; At least 10 years of experience in distributor relations, vendor management, business development, trade marketing, or a related field; or equivalent combination of education and experience.
• Strong business acumen with demonstrated ability to interpret financial statements, assess profitability, and identify revenue growth opportunities.
• Ability to perform market analysis, benchmarking, and the use of data insights to inform Distributor strategy and performance improvement.
• Advanced proficiency in Microsoft Office Suite (Excel, PowerPoint, Word) and familiarity with CRM, ERP, and business intelligence tools,
• Understanding of distribution channel economics, franchise models, and wholesale operations.
• Knowledge of compliance requirements related to franchise agreements, business operations, and Distributor governance.
• Ability to synthesize complex data sets into actionable recommendations that improve Distributor efficiency, profitability, and alignment.
• Ability to apply project management skills: establishing objectives, timelines, and deadlines; action planning to meet deadlines; evaluating project status compared to objectives.
• Ability to apply problem-solving skills: listening to, interpreting, and meeting the needs of others; diagnosing and rectifying problems.
• Ability to apply organization skills: developing and using systems for organizing and keeping track of information and prioritizing multiple tasks.
• Ability to design, implement, and manage relationship management frameworks that drive consistent Distributor engagement and measurable outcomes.
• Ability to conduct operational assessments, identifying performance gaps, and implementing targeted improvement initiatives.
• Experience facilitating strategic planning sessions, business reviews, and cross-functional collaboration forums (e.g., Distributor Cohorts, leadership summits).
• Ability to interpret and apply Distribution Agreement provisions, ensuring compliance and risk mitigation.
• Skill in facilitating open lines of communication with Distributor Partners, employees, and upper-level management.
• Ability to listen to others to identify needs or concerns; Ability to demonstrate considerable tact and diplomacy in dealing with others.

Physical Demand

While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee is occasionally required to climb or balance; stoop, kneel, crouch, or crawl; and lift up to 10 pounds.  Specific vision requirements for this position are close vision, color vision, depth perception, and the ability to adjust focus. This position has a 50% travel requirement.

Company Values

We’re also interested in hiring a great candidate that holds these values so we can further build a strong company culture:

• 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.

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.