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. 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. Education and/or Experience: Bachelor’s degree in marketing, business, or related field required; at least 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. 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; Minimum of five years in an executive sales management role or similar leadership position. Proficiency with CRM systems Experienced sales leader in both inside and outside sales in the HVAC/R or related industry or in wholesale distribution. Exemplary written and verbal communication skills with ability to effectively present and deliver information successfully to a wide variety of audiences. Ability to establish and maintain effective working relationships with internal and external business partners. Experience recruiting, motivating, training, and developing top sales talent and teams with ability to successfully delegate, manage, and implement strategic plans through others. Ability to set clear and challenging goals with accountability for driving sales results. Ability to define problems, collect and analyze data, establish facts, and transfer valid conclusions into action plans and effectively communicate strategies and plans to others for implementation in alignment with group’s strategies. Demonstrated ability to coordinate a high level of activity under a variety of conditions and constraints. Experience leading and participating in significant growth (e.g.: from $250 to $500M) of an organization including organic and acquisitive growth. The ability to create and articulate an inspiring sales vision for the COS group and implement it through others. We’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. 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, 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 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. #J-18808-Ljbffr Johnstone Supply