Johnstone Supply, The Balsan Group

Distributes HVAC equipment, replacement parts and supplies

Outside Sales Representative

Field SalesConfirmed live in the last 24 hours

Full-timeWorcester, MA, USA

About the Job

Requirements

A high school diploma or equivalent is required.
At least 2 years of sales experience is required.
Strong communication and relationship-building skills are required.
The candidate must be self-motivated and results-driven.
The candidate must be comfortable using customer relationship management systems and business software.
A valid driver's license and willingness to travel regularly are required.

Responsibilities

Identify and pursue new business opportunities through networking, prospecting, and cold calling.
Generate and qualify leads to build a strong sales pipeline.
Develop new customer relationships and expand existing accounts.
Conduct regular customer visits to strengthen partnerships and uncover opportunities.
Understand customer needs and recommend appropriate products and solutions.
Present company products, services, and value-added offerings.
Respond quickly to customer inquiries and provide service.
Negotiate pricing and close business opportunities.
Maintain relationships with existing customers to drive repeat business.
Track sales activity, customer communication, and pipeline updates in customer relationship management software.
Follow up on quotes and open opportunities and keep them organized.
Attend trade shows, networking events, and industry functions.
Stay informed on market trends, competitor activity, and customer needs.
Partner with operations, purchasing, and marketing teams to support growth.

Desired Qualifications

A college degree is preferred.
Experience in HVAC, plumbing, building supply, or industrial sales is preferred.
Direct business-to-business outside sales experience is preferred.
Knowledge of contractors, distribution, or construction markets is preferred.

Outside Sales Representative

Join Johnstone Supply | Balsan Group, a fast-growing HVACR distributor where relationships, hustle, and results drive success. We’re looking for a motivated Outside Sales Representative who thrives on winning new business, growing accounts, and helping customers find the right solutions.

This role offers strong earning potential, autonomy in the field, and the opportunity to build a long-term career in a growing industry.

What You’ll Do

Business Development

Identify and pursue new business opportunities through networking, prospecting, and cold calling
Generate and qualify leads to build a strong sales pipeline
Develop new customer relationships and expand existing accounts
Conduct regular customer visits to strengthen partnerships and uncover opportunities

Sales & Customer Support

Understand customer needs and recommend the right products and solutions
Present Johnstone products, services, and value-added offerings
Respond quickly to customer inquiries and provide excellent service
Negotiate pricing and close business opportunities

Account Management

Maintain strong relationships with existing customers to drive repeat business
Track sales activity, customer communication, and pipeline updates in CRM
Stay organized with follow-up, quotes, and open opportunities

Market Engagement

Attend trade shows, networking events, and industry functions
Stay informed on market trends, competitor activity, and customer needs
Partner with internal teams including operations, purchasing, and marketing to support growth

What We Offer

Competitive compensation
Uncapped bonus opportunities
Monthly car allowance and gas card
Paid time off and holiday pay
401(k) with company match
Career growth and advancement opportunities
Supportive team environment with strong leadership

What We’re Looking For

High school diploma or equivalent required; college degree preferred
2+ years of sales experience
Strong communication and relationship-building skills
Self-motivated with a results-driven mindset
Comfortable using CRM systems and business software
Valid driver’s license and willingness to travel regularly

Preferred

HVAC, plumbing, building supply, or industrial sales experience
Direct B2B outside sales experience
Knowledge of contractors, distribution, or construction markets

About Johnstone Supply | Balsan Group

Johnstone Supply | Balsan Group is a leading HVACR distributor serving contractors across multiple states. We are known for dependable service, strong inventory, fast delivery, technical expertise, and continued growth.

About the Company

Johnstone Supply, The Balsan Group

Distributes HVAC equipment, replacement parts and supplies

Johnstone Supply, The Balsan Group distributes heating, ventilation, air conditioning and refrigeration equipment to trade contractors in the northeastern United States. Its catalog spans complete residential and commercial systems, replacement components, hydronic heating products, controls, refrigerants and installation supplies. Contractors use its branches and online ordering tools to source equipment for installations, maintenance and repairs. The business earns revenue from wholesale product sales, with counter staff supporting product selection and order fulfillment. Founded in 1995, the regional operator is headquartered in Downingtown, Pennsylvania.

Company size: 51-200
Company stage: Not listed
Total funding: Not listed
Headquarters: Downingtown, PA
Founded: 1995

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