Territory Manager - HVAC Sales

Join to apply for the Territory Manager - HVAC Sales role at Johnstone Supply

$75,000.00/yr - $90,000.00/yr

• 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.

• At least 2 years of direct sales experience: is required, but this experience can come from a variety of different work experiences or educational background.
• 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:
  Knowledge of HVACR wholesale distribution, customer business operations, and profitability factors. Understanding of internal company operations, programs, and differentiators. Basic mechanical aptitude (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.

• 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.

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 customizable plans for medical, dental, vision coverage, and options for alternative care. We provide the resources you need to take charge of your well-being. Health and welfare benefits include medical, dental, and vision coverage;

company-paid life insurance and short-term disability; a health savings account (HSA) with company contribution; flexible spending accounts (FSA) (including dependent care); wellness program; and a 401(k) plan with company match. Voluntary life and supplemental insurance options, including pet medical & Rx and identity theft protection plans, are also available. The Company also offers paid time off (PTO) in accordance with its PTO policy.

Eligibility requirements apply to each plan.

Entry level

Full-time

Sales and Business Development

Wholesale

EOE & E-Verify Participating Employer.