Territory Sales 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. As our new Territory Manager, you will be the face of our organization to our customers; Our customers are professional certified Technicians and Contractors who come to Johnstone for our product selection, expertise, and quality service. Johnstone is growing, and so can you.  

Our Territory Managers are outside sales professionals who have been major contributors in establishing Johnstone Supply as a leader in our industry; they work to support local contractors in their day-to-day work to help ensure that everyone who partners with Johnstone is successful.

Responsibilities

• Territory & Sales Planning: Researches and categorizes customers based on revenue potential, creditworthiness, and business needs. Develops and updates territory plans, sales forecasts, and goals.
• Customer Engagement & Relationship Building: Initiates and maintains relationships with key decision-makers, regularly engaging customers to understand needs, provide insights, and adjust programs accordingly. Acts as a trusted advisor.
• Sales Execution & Consultative Selling: Identifies customer needs, presents tailored product and service solutions, articulates value, and guides customers through the buying process to close deals.
• Internal Coordination & Communication: Shares customer insights with branch teams, ensures internal support for customer needs, and follows up on leads or issues uncovered by the team.
• Problem Resolution & Customer Support: Serves as the primary contact for addressing customer issues and ensuring satisfaction.
• Tracking, Reporting & Market Awareness: Inputs customer interactions into CRM, analyzes sales and buying behaviors, monitors industry trends, and maintains product knowledge through ongoing training.
• Company Representation: Represents the company at industry events, trade shows, and customer-requested functions.

Qualifications

• At least 3 years of direct sales experience: is required, but this experience can come from a variety of different work experiences or educational background.
• Bachelor’s degree in business, engineering, or a related field preferred is preferred, but not required; A High School Diploma or General Education Diploma (GED) is required.
• Must maintain a valid driver’s license, and maintain a professional personal appearance
• HVAC-R Industry & Technical Knowledge: is preferred, but not required; Basic mechanical aptitude is helpful.
• Sales & Analytical Skills: Ability to develop customer expansion strategies and sales forecasts; skill in identifying high-value opportunities and uncovering business potential; skill in diagnosing problems and linking solutions to customer needs.
• Communication & Interpersonal Skills: Strong listening, questioning, and two-way communication skills; ability to present programs professionally; ability to influence, negotiate, and drive customer decision-making; skill in adapting to different personalities and diplomatically addressing issues.
• Organization Skills: Ability to prioritize tasks and manage time effectively; skill in executing and implementing sales programs; ability to coordinate with stakeholders; experience using tracking systems to manage follow-ups and action items.
• Software & Systems Skills: Proficiency in CRM software, Excel, Word, PowerPoint, Outlook; ability to use data tracking, presentation, and Point-of-sale software.
• Bi-lingual skills in English/Spanish is preferred, but not required for this role.
• Ability to travel 50%+ is required to travel to prospective clients, current customers, and attend industry events. 

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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.

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