Responsibilities- Provides sales leadership and direction for all sales activities across the company, with focused support for the Company-Owned Store (COS) groups, driving revenue growth, gross profit expansion, EBITDA performance, and customer retention.
- Sets the long and short-term business strategy, sales objectives, and budgets within their scope of responsibility. Collaborates with COS senior leaders to set overall strategic direction and decision-making related to sales, identifying areas of opportunity and go-to-market strategies.
- Accountable for company-wide revenue growth. This includes developing and executing sales strategies, plans, budgets, and performance metrics.
- Partners cross-functionally with Operations and Logistics leaders to ensure demand, capacity, and cost structures remain aligned.
- Works in partnership with the company's Marketing and Vendor Management teams to ensure market share, profitability, and productivity align with the company's overall business strategy, and to ensure marketing initiatives align with the company's overall business strategy.
- Responsible for leading, developing, and implementing sales plans and programs, both short and long range, to achieve the company's strategic and business Plans.
- Drives sales performance companywide, including developing and implementing sales strategies, forecasting, establishing short and long-range goals to support the company's sales and financial objectives, providing sales leadership for marketing plans and programs, and partnering with marketing leadership on sales initiatives.
- Working through COS leaders and sales managers. Provides sales processes, structure, training, and support for the development, performance, and retention of high-performance sales personnel (outside, inside, and customer support) who contribute to the attainment of the company's strategic goals and business plans.
- Recommend sales strategies and marketing plans for HVACR products and services. Research and recommend external/internal programs that provide education and training for the HVACR product lines and industry to customers.
- Provides effective leadership, team motivation, training, and coaching of sales personnel. Leads and manages the rollout of sales programs and initiatives consistent with marketing plans. Supports product segmentation with a focus on complex segments.
- Monitors and reports on sales performance on a customer segment/customer and vendor segment/vendor basis and makes recommendations and works in conjunction with local sales leaders to adjust sales direction and initiatives to meet or exceed sales and profitability goals.
- Builds, supports, and maintains key sales relationships focusing on large and strategic accounts and assisting the COS sales team members with identifying, servicing, and supporting strategic accounts.
- Owns the sales execution of the value proposition for the organization and develops, supports, trains, and maintains all associated sales processes, presentations, approaches, and structures.
- Communicates and provides internal and external sales processes, structure, and training to support COS teams in developing, mentoring, and training sales team members.
- Through internal/external resources, maintains an up-to-date understanding of industry trends and technical developments that affect target markets. Utilizes all available information to examine sales strategies and processes for alignment with the customer needs and wants, actively recommending changes and updating sales plans, processes, and structures to address.
- Establishes and maintains relationships with industry influencers, strategic key Suppliers and Vendors; provides support to key manufacturer representatives.
- Presents strategic plans and solutions to the company's senior leadership team.
Qualifications- Bachelor's degree in marketing, business, or related field required.
- Fifteen years of progressive sales leadership experience, preferably in multi-site B2B distribution or related industry.
- Minimum of ten years' experience managing a team, preferably in a multi-state environment.
- Experience with HVACR business is highly desirable.
- Valid driver's license and proof of insurability in order to travel across COS territories.
- Excellent knowledge of sales and marketing processes and techniques to drive sales.
- Ability to develop sales strategies, budgets, forecasts, and KPI frameworks and execute through direct and indirect personnel.
- Ability to establish and maintain effective working relationships with internal and external business partners.
- Ability to manage complex and multiple priorities in a performance-driven environment.
- Exemplary communication skills with the ability to communicate in a variety of formats across a wide variety of audiences, influencing attitudes and actions.
- Knowledge of human resource management principles, including training and development, delegating, coaching, and evaluating employees.
- Excellent knowledge of the HVACR industry, contractor customer needs, and product applications.
- Very knowledgeable in reading, analyzing, and interpreting P&L and financial reports.
- Strong knowledge of PC-based applications and business software (Excel, ERP, CRM, BI tools, etc.).
- Problem-solving skills: listening to, interpreting, and meeting the needs of others; diagnosing and rectifying problems.
- Ability to write reports, business correspondence, procedure manuals, and marketing pieces.
- While multilingual skills are valued, English proficiency (written and spoken) is a core requirement for this position due to the nature of the work, safety regulations, and to ensure accurate communication and comprehension.
Physical DemandWhile performing the duties of this position, the employee is regularly required to sit; use hands to handle or feel; reach with hands and arms; and communicate effectively (talk and hear). The employee may occasionally be required to stand, walk, and lift or move items up to 10 pounds. Close vision is required for this role. This position also requires frequent travel across multiple locations, which may include overnight stays for branch visits, customer and vendor meetings, training sessions, trade shows, and other business-related events.
Company ValuesWe'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 OverviewAt 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.
