Territory Manager

Johnstone Supply - The Heartland Group is looking for an extraordinary individual to join our team in our North Region market. This individual will contribute to company growth and profitability by growing new and existing customer sales in the assigned geographical territory. If you have sales experience, a passion for the HVACR industry, and are looking to join a fun, hard-working, and winning team, please apply. At Johnstone Supply The Heartland Group, we value dependable, humble, and passionately serving employees, while having fun! We are continually growing and believe in providing opportunities for results-oriented individuals willing to successfully do the work. Essential Job Results and Responsibilities Territory Planning: Develops a thorough knowledge base of customers in the territory. Conducts research to understand customer revenue potential, creditworthiness, business focus and operations, current supplier and manufacturer relationships, and other information pertinent to determining customer fit. Categorizes and prioritizes accounts and allocates time to the highest priorities. Maps opportunities into territories/zones. New Customer Engagement: Initiates contact with customers and develops relationships with influencers and decision-makers. Questions listen and observe to uncover customer needs. Presents Insights and Solutions: Takes a consultative approach to sales by proposing product and service programs that are linked to customer needs, while maintaining profitability metrics. Articulates the value of programs and services in terms of resolving customer needs and problems. Closes Business: Collaborates with customers to define next steps and coach customers through the buying process Sales Planning: Works with customers to plan and forecast sales. Participates with management in updating territory plans, and forecasts and setting territory sales goals. Ongoing Customer Engagement: Calls on customers on a regular basis to ask for feedback; review and adjust forecasts and programs as necessary; provide insights about the market, industry, supplier marketing programs, and other opportunities available for customers. Develops a trusted business advisor relationship with customers. Internal Coordination & Communication: Provides customer information to the branch team to help them support the customer. Communicates product and pricing programs, as well as specific things needed from each department to support customer commitments. Follows up to ensure internal departments are able to meet customer expectations. Proactively follows up on leads or issues uncovered by the branch team. Problem Resolution: Serves as the main point of contact to resolve customer issues or problems. Tracking and Reporting: Inputs customer interactions into CRM tool. Analyzes customer sales, margins, the share of wallet, buying behaviors, and Accounts Receivable. Provides reports to management on a regular basis. Maintains Expertise: Monitors market conditions, product innovations, and competitors' products, prices, and sales. Maintains knowledge of new and existing products and inventory by participating in training, studying Johnstone and industry catalogs and websites, and seeking knowledge from sales manager and other knowledgeable sources. Represents Johnstone: Serves as a representative of the company at trade association meetings, industry events, open houses, or other events at the customer’s request. Education and Experience High School Diploma/GED required OR equivalent combination of education and experience. Minimum of 2 years of documented successful direct sales experience. Requirements Technical Knowledge, Skills, and Abilities Knowledge of the HVACR wholesale distribution business and factors influencing profit and loss. Knowledge of HVACR customer business operations and factors influencing profit and loss. Mechanical aptitude, or the ability to understand how machines and tools are used to accomplish work is helpful. Communication Knowledge, Skills, and Abilities Skill in listening and asking questions to understand others. Skill in professionally presenting programs in person. Skill in writing professional business proposals. Ability to drive two-way communication. Skill in communicating pertinent information in a concise manner. Analytical Knowledge, Skills, and Abilities Skill in creating ongoing customer expansion strategies. Ability to use the information to develop sales forecasts and goals. Ability to gather data from websites published reports, suppliers, and individuals. Ability to calculate figures and amounts such as discounts, interest, rebates, proportions, and percentages. Ability to compile data into actionable information. Ability to uncover potential business opportunities. Ability to distinguish between high and low-value opportunities. Ability to identify factors that drive goal attainment. Ability to create solutions and strategies to meet customer needs while maintaining profitability. Skill in identifying factors that influence buyer behavior. Ability to link programs and services to customer needs. Ability to identify organization influencers and decision-makers. Skill in observing and listening to uncover customer needs and problems. Skill in diagnosing problems and determining causes. Organization/Process Knowledge, Skills, and Abilities Ability to create plans and timelines from task lists. Skill in allocating and managing time to the highest priorities. Ability to execute and implement sales programs. Ability to identify internal stakeholders and actions they need to take to meet customer needs, and delegate accordingly. Ability to use systems to track and follow up on action items. Ability to identify and use resources to maintain industry, business, wholesale, sales process, and HVACR technical knowledge and expertise. Physical Requirements The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Employees must be able to perform the essential functions of the position satisfactorily and, if requested, reasonable accommodations will be made to enable employees with disabilities to perform the essential functions of their job, absent undue hardship. Benefits Health and wellness benefits Medical Plan: We offer medical and prescription drug coverage with a broad network of providers. Plans include coverage for preventive care, doctor visits, hospital stays, and mental health support. Employees that elect to participate in the medical plan are eligible to enroll in a Health Savings Account. Dental Plan: Our dental coverage includes preventive care such as cleanings and exams. Vision Plan: This coverage provides coverage for routine eye exams, glasses, and contact lenses. Income protection Short-Term Disability (STD): Provides a portion of your income for a limited time if you become temporarily disabled due to a non-work-related injury or illness. L ong-Term Disability (LTD): Offers partial income replacement for an extended period if you are unable to work due to a more severe and long-lasting disability. Life andAccidental Death & Dismemberment (AD&D) Insurance: Provides a financial payout to your beneficiaries in the event of your death or a covered accidental injury. The company provides $75,000 of coverage at no cost to you, with the option to purchase additional coverage. Financial and retirement benefits 401(k) Retirement Savings Plan: You can save for retirement through pre-tax contributions. The company provides a 4% match to help you grow your retirement savings. Paid Holidays: We offer paid time off for major holidays throughout the year including New Year’s Day, Memorial Day, Independence Day, Labor Day, Thanksgiving Day, Christmas Day and two annual Floating Holidays. Paid Time Off (PTO): Employees accrue paid time off, which can be used for vacation, personal time, and sick leave. The accrual rate is based on years of service and employment status. Our PTO policy complies with any leave required by federal, state or local law. Travel Expense Reimbursement Employees are eligible for reimbursement for eligible expenses during authorized travel. Cell Phone Reimbursement $150.00 monthly cell phone reimbursement Commissions This position is eligible for commissions. #J-18808-Ljbffr