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About the Role
The Account Manager drives sales growth by promoting the Johnstone Advantage, a comprehensive offering of value-added services and quality HVAC/R products, within a defined territory. This role focuses on aligning customer needs with tailored solutions that help contractors save time and increase profitability. As a trusted advisor and experienced sales professional, the Account Manager leverages deep industry expertise to build strong partnerships and support the long-term success of our contractor customers.
Responsibilities
- Manage assigned accounts by executing sales strategy and initiating contact with existing and potential customers.
- Identify customer needs and sell HVAC/R services and products that meet those needs.
- Keep customer information updated.
- Manage individual contract and SKU pricing.
- Prepare for sales calls specific to customer needs.
- Track customer activity and trends.
- Create goals and forecasts per account.
- Align customer needs with services available through the Johnstone Advantage.
- Determine market strategies and goals for products and services in conjunction with Sales and Marketing.
- Follow up with accounts to ensure understanding of marketing and promotional programs.
- Create a listing of at least five prospecting accounts annually to support branch growth targets.
- Conduct business reviews on all top twenty-five accounts annually.
- Maintain an up-to-date understanding of industry trends and technical developments through training.
- Work with product managers and vendors on field issues.
- Develop and deliver sales presentations and close sales professionally.
- Monitor competitor products, sales, and marketing activities.
- Establish and maintain relationships with industry influencers and key strategic partners.
- Represent the company at trade association meetings.
- Participate in Marketing and Sales meetings, providing customer and product data, strategies, and opportunities.
- Develop and maintain communications in a cooperative and professional manner with all levels of staff and customers.
- Complete weekly call reports.
- Communicate inventory needs/changes to product managers and purchasing.
- Participate in marketing and sales conference calls.
- Periodically participate in various task force programs.
- Identify technical training opportunities with customers.
- Establish and maintain a consistent company image throughout all product lines, promotional materials, and events.
- Perform other duties as assigned.
Requirements
- B.A. preferred or equivalent; or high school degree or equivalent and 8+ years related experience and/or training.
- 8+ years related sales experience and/or training.
- HVAC/R Industry, or related wholesale industrial product experience required.
- Must possess excellent communication and interpersonal skills.
- Ability to speak and write proficiently in English.
- Ability to define problems, collect data, establish facts and draw valid conclusions.
- Demonstrated ability to coordinate a high level of activity under a variety of conditions and constraints.
- Ability to make business decisions by an analytical as well as creative process.
- Proficient in Word, Excel and PowerPoint.
- Requires frequent personal vehicle travel—up to 80%—primarily within local and statewide territories.
Skills
- Sales Strategy
- Customer Relationship Management
- Sales Forecasting
- Market Analysis
- Product Knowledge
- Presentation Skills
- Negotiation
- Communication Skills
- Interpersonal Skills
- Problem-Solving
- Analytical Skills
- Microsoft Office Suite (Word, Excel, PowerPoint)
Location
- Local and statewide territories
Work Type
- Full-time
- Travel required
Experience Level
- 8+ years related sales experience
Education Level
- B.A. preferred or equivalent
- High school degree or equivalent
Benefits
- Competitive wage
- Health and wellness benefits
- Medical coverage
- Dental coverage
- Vision coverage
- Supplemental care options
- Competitive Paid Time Off (PTO)
- Safe Harbor 401(k) – 100% employer match up to 5% of base pay and immediate vesting
- Holiday pay (7.5 holidays per year)
- Paid Parental Bonding Time
- Employer subsidized medical, dental, and vision plans
- Employer paid life insurance
- Employer paid short-term disability
- Voluntary long-term disability insurance
- Voluntary accident insurance
- Voluntary critical illness insurance
- Voluntary 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)
- Tuition reimbursement
- Employee referral bonus program
- Employee service milestone recognition program
About the Company
- Johnstone Supply is North America's leading wholesale distributor of HVACR equipment, parts, and supplies.
- 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.
- Relationship-building is the key to our success.
- The Power of Johnstone is everyone who works with us: our customers, our partners, and our people.
- Johnstone is growing, and so can you.
Equal Opportunity
- EOE & E-Verify Participating Employer.