Regional Vice President of Sales

Johnstone Supply, North America's leading wholesale distributor of HVACR equipment, parts, and supplies, has a great opportunity to join our team. 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. Now is the best time to join Johnstone Supply Relationship-building is the key to our success, and it shows in everything we do. The Power of Johnstone is everyone who works with us. Our customers, our partners, and our people. Johnstone is growing, and so can you. Responsibilities The Regional Vice President of Sales works with the company owned store (COS) VP and General Manager and other COS senior leaders to establish the long-term direction of the COS group, with an emphasis on sales and customer service strategies. By leading a team of functional Directors and Regional Sales Managers who direct sales within a defined geographic area of responsibility, the Regional Vice President of Sales drives revenue growth, EBITDA performance, customer retention, and delivers profitable sales growth through a decentralized business model. This role successfully drives and executes the sales plans necessary to gain market share, increase customer segment penetration, deliver a superior customer experience, and accomplish overall business goals for the COS group. Strategy, Planning and Implementation Drives sales performance for the COS group, including developing and implementing sales strategies, forecasting, establishing short and long-range goals to support the group’s sales and financial objectives and partnering with marketing leadership on sales initiatives. Working through managers and teams 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. Develops and implements a comprehensive sales methodology and strategy to drive growth objectives. Monitors the landscape to understand the opportunities, threats, strengths, and weaknesses of the COS group and proactively positions the organization with a sales strategy that supports both short and long-term growth plans. Recognizes changing needs in the industry, covered markets, and US economy and adapts and implements strategies to leverage opportunities and mitigate risks. Regional VP of Sales Works with regional management and COS group leadership to develop and implement annual, short term and long-range business plans that support strategic objectives across all Branches and Regions in the COS group. Monitors sales performance on a customer segment/customer and vendor segment/vendor basis and proactively adjusts sales direction and initiatives to meet or exceed sales and profitability targets. Monitors store performance and evaluates for internal efficiency and customer service needs. Supports key sales relationships and assists the sales teams with identifying and servicing key accounts. Leads and coaches on profitable business decisions, inclusive of cost-to-serve, local inventory management and appropriate expense management. Delivers results through team’s efforts. Leadership Development Provides effective leadership, support, motivation, training, coaching and development to direct reports and to the COS group’s outside and inside sales teams. Drives company culture through decisions, actions, and communications. Ensures company values and mission is imbedded in all employees. Working through Regional Sales Managers, ensures the proper recruiting, hiring, mentoring, training, development and retaining high performing sales (outside sales, internal counter sales, customer support) and partners with Regional Operations Managers and logistics teams (warehouse, delivery) personnel that will contribute to the attainment of the group’s strategic and business plans. Establishes effective cross-training and succession plans for branch and sales personnel. Ensures cohesive approach to sales growth and accomplishment of business objectives between sales and operational teams. Sales and Branch Management Assumes overall accountability for revenue generation, expansion of market share, and customer base. In collaboration with marketing team, aligns sales and marketing/merchandising efforts with respect to customer segments, vendor segments in current markets and in new geographic territories. Works with branch support staff in identifying new market opportunities and opening of new branches. Analyzes sales data to ensure progress toward segmented sales goals, targeted revenue and EBIT goals, and overall growth strategy. Provides accurate targets and forecasts and analyzes trends and key drivers of performance; adjusts behaviors to leverage opportunities and mitigates risks. Reviews pricing strategies; collaborates with team to drive margins that support sales while balancing customer service goals. With Director of Sales and other support personnel, guides and refines the inside and outside sales processes to capitalize on customer and product segment opportunities. Monitors pipeline management for continuous conversion opportunities. In collaboration with outside sales teams, establishes mutually beneficial relationships with key customers. Leverages customer insights to identify business opportunities and strategies. Works with regional and branch managers to develop and execute individual branch business plans in accordance with the overall company mission and financial goals. Provides guidance in balancing operational efficiencies with customer service focus. In conjunction with VP & General Manager and Human Resources, defines and oversees sales incentive programs that motivate the sales team to achieve their sales targets. Champions the change agent role in improving and adjusting branch or regional business practices. Works with purchasing, pricing, logistics, human resources, finance, and IT teams to ensure a cohesive approach to best practices. Other Participates as part of the COS group’s senior leadership team. Performs all other duties as assigned. Johnstone Supply believes that each employee’s contribution should not be limited by the assigned responsibilities. Therefore, it is our expectation that each employee will adhere to our company values and offer his/her services wherever and whenever necessary to ensure the success of our endeavors. Qualifications To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Education And/or Experience Bachelor’s degree in marketing, business, or related field required; 20 years of progressive business experience with at least five years in an executive sales management role or similar position for a multi-location/market organization; or equivalent combination of education and experience. Required Bachelor’s degree in business, marketing, or related field required Minimum of ten years’ experience managing and leading a team of sales professionals in a multi-location organization #J-18808-Ljbffr Johnstone Supply