Territory Manager

Johnstone Supply, North Americas 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 the 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, Honeywell, Emerson, Johnson Controls, Google and Fujitsu, to provide contractors with world class products and technical expertise. 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 A day in the life 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. Qualifications What we’re looking for At least 2 years of direct sales experience (required), which can come from a variety of work experiences or educational backgrounds. A High School Diploma or General Education Diploma (GED) is required. Must maintain a valid driver’s license and 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. Company Values We’re also interested in hiring a great candidate that exhibits work behaviors & values that are conducive to building and maintaining a strong and effective 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 respond 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 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: 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) Well‑being 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. EOE & E‑Verify Participating Employer. #J-18808-Ljbffr