Account Manager (Specialty/Government Accounts)

Now is the best time to join Johnstone Supply. The Account Manager - Specialty is responsible for selling the Johnstone Advantage, a combination of our services and products, within a specified region or major geographical area, with special focus on the governmental or other specialty customer. Our customers are professional certified Technicians and Contractors who come to Johnstone for our product selection, expertise, and quality service. Johnstone is growing, and so can you. Position Responsibilities In collaboration with Regional Managers and Director of Sales, develop and implement a sales plan that identifies and accomplishes a profitable base within the assigned territory. Manage assigned accounts, by executing sales strategy, initiate contact with existing and potential customers, identify their needs and sell HVAC/R service and products that meet their needs. The above includes: Keeping customer information updated Managing individual contract and SKU pricing Preparing for sales calls specific to the needs of individual customers Tracking customer activity and trends Creating goals and forecasts per account Aligning customer needs with services available through the Ware Group’s Johnstone Advantage (e.g., inventory, customer service, warranty, ecommerce, delivery, etc.) In conjunction with Sales and Marketing teams, determine market strategies and goals for products and services, targeted toward existing and new markets to achieve company’s goals and objectives. Manage assigned accounts in assigned territory; regularly communicate information regarding promotions, warranty, price books, new product launches, product changes, etc. to Dealer base. Keep customer information updated, review pricing, track customer activity. Develop and deliver sales presentations that: 1) effectively communicate the benefits of the Company and 2) assist the Customer with meeting their business goals. Hold business review meetings with decision-makers aimed at identifying continued partnership and growth opportunities. Includes closing sales in a professional and effective manner by meeting established sales and revenue goals. Develop and build relationships with local Account Managers, Market Managers and Branch personnel in order to provide a collaborative approach that addresses the specialty customers’ needs and lands the business with the Ware Group. (Due to the size of the territory, local support may be necessary to quickly respond in the absence of the Account Manager’s availability. Furthermore, instances may exist when a specialty customer purchases other parts, supplies or commodities from local Ware Group Account Managers.) Identify and follow up with prospect accounts that will further support ongoing growth targets for the specialty area. Monitor sales activity to ensure success in meeting sales goals; identify threats and opportunity and adjust activities accordingly. Through internal/external training, maintain up-to-date understanding of industry trends and technical developments that effect target markets. Identify technical training opportunity with customers. Review blueprints, plans, and other customer documents to develop and prepare cost estimates or projected proposed equipment or services. Monitor competitor products, sales, and marketing activities. Establish and maintain relationships with industry influencers and key strategic partners. Participate in Marketing and Sales meetings, providing customer and product data, strategies, and opportunities. Champion key company sales resources and initiatives. Develop and maintain communications in a cooperative and professional manner with all levels of staff and customers. This includes: Utilization of CRM Communicating inventory needs / changes to product managers and purchasing Participation in marketing and sales conference calls. Periodic participation in various task force programs, as needed. Establishes and maintains a consistent company image throughout all product lines, promotional materials and events. Represent company at trade association meetings to promote product and services. Establishes and maintain a consistent company image throughout all product lines, promotional materials and events. Work with category, product managers and vendors on field issues that includes: new products, high failure rates, large bid opportunities and competitive pricing. Provides expertise and support to Account Managers as needed related to specialty customers. Performs all other duties as assigned. Position Requirements B.A. preferred or equivalent; or high school degree or equivalent required. Experienced sales professional with consultative selling skills and proven ability to close the sale; minimum 8 years sales experience and/or training. Ability to generate new business and maintain established business through creating and carrying out a sales plan. Minimum three years’ experience selling to government and/or institutional, hospitality or other specialty customers required. HVAC/R Industry, or related wholesale industrial product experience preferred. Business travel (automobile) of up to 80% of time within the assigned territory. Must possess excellent communication and interpersonal skills with ability to communicate proficiently in English in both verbal and written forms. Thorough understanding and implementation experience with value-oriented sales processes. Ability to define problems, collect data, establish facts and draw valid conclusions. Must have demonstrated ability to coordinate a high level of activity under a variety of conditions and constraints. Must have the ability to make business decisions by an analytical as well as creative process. Ability to coach and mentor other sales personnel. Proficient in Word, Excel and PowerPoint with success utilizing sales tools and information technology resources; experience utilizing customer management software preferred. Johnstone Supply is strongly interested in hiring a great candidate that exhibits work behaviors & values that are conducive to building and maintaining a strong and effective company culture. These behaviors include: 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. Benefits 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 customizable plans for medical, dental, vision coverage, and options for alternative care. We provide the resources you need to take charge of your well‑being, including: Paid Time Off (PTO) – 3 weeks of PTO for individual contributors and 4 weeks for leaders. Safe Harbor 401(k) – 100% employer match up to 5% of base pay and immediately vests. Holiday pay – we recognize and pay our employees for 7.5 holidays per year. Employer subsidized medical, dental, and vision plans. Employer paid life insurance and long‑term disability. Voluntary short‑term disability, accident and critical illness insurance. 24/7 Access to virtual care/telehealth options, and Parental Time Off. Flexible spending accounts (FSA). $100 wellness reward for completing annual health check‑up. Employee Assistance Program (EAP) for you, and your family. Coverage for chiropractic, acupuncture, and massage therapy services. Tuition reimbursement, up to $5,250 per year. Employee referral bonus program – earn up to $4,000 per year. Employee service milestone recognition program. Employee discounts on products & retail discounts. Variety of incentive plans for employees. Bi‑weekly pay days on every other Friday. Opportunity to apply for the John M Shank Memorial Scholarship Fund, available to both Johnstone employees and children of employees. 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. Johnstone Supply is North America’s leading wholesale distributor of HVACR equipment, parts, and supplies. Over the last seven decades Johnstone has grown into the industry leader with over 450 distributor branches and 6 distribution centers throughout North America resulting in over $4 billion in annual sales. 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, technical expertise, and quality service. EOE & E‑Verify Participating Employer. #J-18808-Ljbffr Johnstone Supply