Responsibilities

This position is responsible for the promotion and sale of the assigned brand/s products within a specified region or major geographical area. The Area Equipment Manager develops and implements sales plans that target specific Dealers or key customers whose business plans align with the long-term sales strategy for the represented product line. This role establishes new business, grows existing business, and maintains accounts through excellent customer service and follow-up. This role is performed by an experienced sales professional applying their technical knowledge, customer service, and sales skills within the HVAC/R industry to drive specific brand product sales.

Essential Job Function

1. In collaboration with Regional Managers and Sales leadership, develops and executes sales plans that identify and result in a profitable Dealer base for the assigned product line within the designated territory. The sales plans address and balance sales volume with quality of the Dealer and number of Premiere (versus secondary) Dealers for purposes of long-term revenue streams.
2. In conjunction with Sales, Marketing, and Vendor Management teams determines market strategies and goals for the product line/s to achieve company goals and objectives.
3. Develops and delivers sales presentations that: 1) effectively communicate the benefits of the product line and 2) assist the customer with means of selling the assigned product to end-users. Holds business review and other meetings with decision-makers aimed at identifying continued partnership and growth opportunities.
4. Ensures superior service by delivering the assigned product line through the unique value-added benefits of the Johnstone Advantage.
5. Manages assigned accounts and/or product lines; regularly communicates information regarding promotions, warranty, price books, new product launches, product changes, etc. to customers. Maintains updated customer information and pricing and tracks customer activity.
6. Develops and builds relationships with local Account Managers, Branch and market sales leaders, and Branch personnel in order to provide a collaborative approach that addresses the customers' needs and secures the business with Johnstone Supply.
7. Maintains current market knowledge and conducts prospecting activity to identify and secure new accounts that will further support ongoing growth targets for the product line/s.
8. Monitors sales activity to ensure success in meeting sales goals; identifies threats and opportunities and adjusts activities accordingly.
9. Maintains up-to-date understanding of industry trends and technical developments that effect target markets. Serves as subject matter expert sharing updates and knowledge with sales and branch teams to support customer service delivery.
10. Reviews blueprints, plans, and other documents to develop and prepare cost estimates and/or projected proposed equipment, products and/or services.
11. Monitors competitor products, sales, and marketing activities. Makes recommendations to leadership based on market knowledge.
12. Establishes and maintains relationships with industry influencers and key strategic partners.
13. Participates in marketing, sales, and other meetings, providing customer and product data, strategies, opportunities, and other information.
14. Develops and maintains communications in a cooperative and professional manner with all levels of staff and customers including but not limited to the utilization of CRM and communicating inventory needs / changes to product managers and purchasing teams.
15. Participates in and may lead task force, focus groups, or other product and/or sales initiatives. Serves as champion in the communication and implementation of brand related initiatives.
16. Represents company at trade association and other industry meetings to promote product and
17. Identifies technical training opportunities with customers. Delivers training as appropriate.
18. Works closely with vendor management team and vendors on any issues or opportunities including but not limited to new products, high failure rates, large bid opportunities and competitive pricing.
19. Performs all other duties as assigned.

Qualifications

• High school degree of equivalent (i.e. GED) required. Bachelor's degree in business, marketing, or related field preferred.
• Minimum of five years' outside sales experience in the HVAC/R or related industry required. Experience with an HVAC/R equipment brand preferred.
• HVAC/R Industry, or related wholesale industrial product or distribution industry experience required.
• High volume of personal business travel (air or driving) of up to 50% on the local and multi-state level.
• Demonstrated consultative selling skills with proven ability to generate and close sales.
• Superior communication and customer service skills.
• Must have demonstrated ability to coordinate a high level of activity under a variety of conditions and constraints. Strong organizational and time management skills with ability to effectively manage a robust sales calendar allowing for prospecting, follow up and onsite calls.
• Solid understanding of product pricing to manage margins and accomplish long term growth and customer partnerships.
• Market Development and Account Penetration expert with an established understanding of Value-Oriented Sales Processes and corresponding implementation experience
• Demonstrated ability to train others with a highly successful track record of utilizing sales tools and information technology resources.
• Proficiency in CRM and Microsoft products.
• Ability to communicate proficiently in English in both written and verbal formats.

Physical Demand

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

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.