Regional Sales Manager

Job Description Job Description Regional Sales Manager
Lead from the field. Build momentum. Help HVAC contractors win.
Location: Central California Region — Bakersfield, Visalia, Fresno, Merced, Gilroy, Salinas Company: Johnstone Supply — Orion Group
Compensation: $130,000–$160,000 total comp: salary, commission, & bonus. Company car, benefits, and phantom stock opportunity.
The Opportunity
You know sales leadership is not about sitting in an office, reviewing reports, and hoping the team hits the number.
It is about being in the field.
It is riding with salespeople.Meeting customers.Helping close deals.Coaching through real opportunities.Creating urgency.Building trust.And turning potential into performance.
Johnstone Supply Orion Group is looking for a Regional Sales Manager to lead our Central Region sales team across Bakersfield, Visalia, Fresno, Merced, Gilroy, and Salinas .
This is not a maintenance role. This is a growth role.
The Central Region has strong existing markets, underdeveloped opportunities, and newer territories that need traction. The right leader will not wait for momentum. They will create it.
Your Mission
Your mission is to ensure the consistent execution of JSOG’s strategic sales and marketing plan so the Central Region sales team meets or exceeds its gross profit goals.
You will lead a team of Territory Managers, help them execute the sales process, build stronger customer relationships, close more business, and grow regional gross profit.
What You’ll Own
You will be accountable for:
Driving Regional Territory Manager gross profit dollars to goal
Leading, managing, developing, retaining, and holding Territory Managers accountable
Coaching TMs in the field to improve sales execution, customer conversations, and deal follow-up
Helping TMs close deals, overcome objections, and grow share of wallet
Building relationships with key customers across the region
Creating progress in newer and underdeveloped markets, especially where we have not yet reached our potential
Translating the sales and marketing plan into consistent weekly execution
Holding the team accountable to activity, pipeline, customer growth, and gross profit goals
What Success Looks Like
In your first 90 days, you will be expected to:
Get into the field quickly and create visible momentum in priority markets
Build trust and credibility with the Territory Manager team
Establish a consistent coaching and accountability rhythm
Identify the customers, opportunities, and behaviors that will move the region fastest
Help the team improve follow-up, urgency, and execution
In your first year, success looks like:
The Central Region is meeting or exceeding regional gross profit goals
Territory Managers are clearer, sharper, and more consistent in their execution
Priority markets are growing, not drifting
Key customers see JSOG as a partner, not just a supplier
The region has enough momentum to support future team growth
You’ll Thrive Here If
You are a field-first sales leader .
You like being close to the action. You would rather be in a truck with a Territory Manager, sitting across from a customer, or working through a live opportunity than managing from behind a desk.
You will likely love this role if:
You are energized by coaching salespeople in real sales situations
You can help a rep prepare for a call, handle objections, and close business
You know how to balance encouragement with accountability
You are comfortable walking into an underdeveloped market and figuring out how to win
You build trust quickly with customers and salespeople
You believe sales leadership requires both relationships and discipline
You move fast, follow through, and do what you say you will do
You care about helping people grow, not just hitting a number
This Probably Is Not for You If
This is not the right role if:
You want to manage mostly from an office
You need a fully built team and a clean territory before you can win
You prefer talking strategy over helping salespeople execute
You are uncomfortable being measured by gross profit growth
You avoid direct coaching, hard conversations, or accountability
You are looking for a slow-moving corporate environment with layers of approval
Experience That Helps
We are open to strong B2B sales leaders from outside HVAC, but you will need to learn fast.
The strongest candidates will have experience:
Leading outside salespeople
Coaching reps in the field
Growing revenue, gross profit, or share of wallet
Managing territories, pipeline, activity, and account plans
Selling into contractors, trades, construction, distribution, industrial, building products, or similar markets
Building relationships with both owners and frontline decision-makers
HVAC distribution or wholesale experience is a plus, but not required. What matters most is that you know how to lead salespeople, create field momentum, and help customers buy.
Why JSOG
Johnstone Supply Orion Group is a family-owned HVAC distribution business with 12 locations across Northern California and Nevada.
Our mission is simple:
Make it easy for HVAC contractors and professionals to do business.
We care about customers. We care about our people. We move fast. We solve problems. We believe in accountability, growth, and doing the right thing.
Our core values are:
Team Player — Cover and Move
Service Minded — We Care
Driven — Get It Done
Problem Solvers — Figure It Out
Integrity — Do the Right Thing
If those values sound like how you already operate, you may fit here.
Compensation
This role includes:
$130,000–$160,000 total comp: salary, commission, & bonus.
Company car
Benefits
Phantom stock opportunity
The Invitation
If you are a field-first sales leader who knows how to coach salespeople, build customer trust, and create growth in a territory, we would like to talk.
You do not need to check every box.
But you do need to be hungry, hands-on, accountable, and ready to help build something.
Apply if you are ready to lead from the field and help the Central Region win.