Account 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

This position is responsible for selling the Johnstone Advantage, a combination of our services and products, within a specified region or major geographical area. In this role, the incumbent aligns the customers’ needs with the services and products that Johnstone offers, with the goal of helping customers to Save Time and Make Money. The Account Manager is a seasoned sales professional who applies his/her expert technical knowledge and skills within the HVAC/R industry in order partner with our Contractors for supporting their success.

Essential Job Function

1. Manage assigned accounts, by executing sales strategy, initiate contact with existing and potential customers, identify their needs and sell HVAC/R service and products that meet their needs. The above includes: a. Keeping customer information updated b. Managing individual contract and SKU pricing c. Preparing for sales calls specific to the needs of individual customers d. Tracking customer activity and trends e. Creating goals and forecasts per account

Aligning customer needs with services available through the Johnstone Advantage (e.g., inventory, customer service, warranty, ecommerce, delivery, etc.)

2. In conjunction with Sales and Marketing determine market strategies and goals for products and services, targeted toward existing and new markets to achieve company’s goals and objectives.

3. Follow up with each account to ensure they understand the marketing and promotional programs such as:

a. Company-wide promotions b. Hot deals c. Push of Regional Flyers d. Communication of “Manager’s Specials”

4. Annually, create a listing of at least five prospecting accounts in order to support the branch growth targets established. Creating goals and forecasts per account, following up on leads, developing pricing and various programs to drive growth objectives, and monitoring of sales activity are critical to the overall success of this endeavor.

5. Conduct business reviews on all top (twenty-five) accounts in the first quarter of each year. Document their needs and build a strategy to meet their needs.

6. Through internal/external training, maintain up-to-date understanding of industry trends and technical developments that effect target markets. Work with product managers and vendors on field issues that includes new products, high failure rates, large bid opportunities and competitive pricing.

7. Develop and deliver sales presentations and close sales in a professional and effective manner by meeting established sales and revenue goals.

8. Monitor competitor products, sales and marketing activities.

9. Establish and maintain relationships with industry influencers and key strategic partners. Represents company at trade association meetings to promote product and services.

10. Participates in Marketing and Sales meetings, providing customer and product data, strategies and opportunities.

11. Develop and maintain communications in a cooperative and professional manner with all levels of staff and customers. This includes: a. Completion of weekly call reports b. Communicating inventory needs / changes to product managers and purchasing. c. Participation in marketing and sales conference calls. d. Periodic participation in various task force programs, as needed.

12. Identify technical training opportunities with customers.

13. Establishes and maintains a consistent company image throughout all product lines, promotional materials and events.

14. Performs other duties as assigned.  Johnstone Supply believes that each employee’s contribution should not be limited by the assigned responsibilities. Therefore, it is ourexpectation that each employee will offer his/her services wherever and whenever necessary to ensure the success of our endeavors.

Qualifications

1. B.A. preferred or equivalent; or high school degree or equivalent and 8+ years related experience and/or training 2. 8+ years related sales experience and/or training 3. HVAC/R Industry, or related wholesale industrial product experience required 4. Must possess excellent communication and interpersonal skills. 5. Ability to speak and write proficiently in English 6. Ability to define problems, collect data, establish facts and draw valid conclusions. 7. Must have demonstrated ability to coordinate a high level of activity under a variety of conditions and constraints. 8. Must have the ability to make business decisions by an analytical as well as creative process. 9. Proficient in Word, Excel and PowerPoint

Physical Demand

Typical office environment working conditions at Branch Support and Branch facilities to attend meetings and frequent on-site visits to individual store and warehouse operations that requires standing, walking and sitting for prolonged periods of time.

Requires the ability to climb stairs to get to second floor office complex. Visual acuity required for reading, producing reports or doing computer work for extended periods of time. Very limited physical exertion required in the course of daily activity. Auditory acuteness required to perform heavy volume of telephone and personal contacts on an individual, or group meeting level. High volume of personal business travel (automobile) of up to 80% on the local and state level.

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.