Market Manager

Overview

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.

Responsibilities

The Market Manager is responsible for providing the strategic direction of sales and business operations within a defined geographic, multi-branch operation. This includes setting aggressive market and branch sales goals and the active direction setting and management of all operations for internal and external sales teams and warehousing activities. The Market Manager works through her/his direct subordinates which includes outside sales Territory Managers, Branch Managers and select other positions. The development of the business culture and operational readiness of the market as a whole and each individual branch operation falls under the purview and responsibility of the Market Manager. The Market Manager has responsibility to reach P&L goals set for the entire market and each entity within it. The Market Manager makes formal recommendations for overall market and individual branch goals and objectives to ensure market share, profitability, productivity, and marketing initiatives are in sync with Johnstone’s long and short-term goals and with the overall Johnstone mission.

Essential Job Function s:

• Creates a business culture within the market of superior customer service that exceeds the customer’s expectations with every visit to a local Johnstone branch.
• Works in conjunction with outside sales Territory Managers and Branch Managers to forecast and determine customer needs. Ensure branch operations and the warehouses are appropriately staffed, trained and in a readiness mode to meet customer’s needs.
• Ensures outside sales and inside sales are knowledgeable of and ready to support established sales programs, hot deals and special marketing promotions in order to attain or exceed sales budgets and profitability.
• Provides information regarding customer buying habits and needs to the executive team on a regular basis.
• Visits key account decision makers and principles with the outside Territory Managers to sell special sales and marketing programs in order to enhance “win-win” partnerships between customers and Johnstone designed to foster long‑term commitments and continued business.
• Holds Branch Managers accountable to ensure all branches within the market are well maintained, clean, organized, staff that is well trained and ready to service customers, and that the appearance of the showroom facilitates sales through excellent merchandising of the breadth and depth of our HVAC/R product line.
• Resolves customer complaints and disputes in a timely, professional manner if such situations escape beyond the Branch Manager level.
• Managing Market Operations: Reviews and analyzes business reports daily, by market and by branch, for the purpose of identifying sales by market segment, by customer, by product category etc. in order to spot trends which can be forecasted against inventory levels to ensure our readiness to meet customer’s needs.
• Establishes, communicates and models performance expectations for outside sales Territory Managers, Branch Managers and other subordinate team members.
• Ensures expectations are met by monitoring various business application reports, gathering feedback from customers, observing performance and taking corrective action or rewarding employees as necessary.
• Ensures all employees receive formal performance reviews on an annual basis, as well as informal coaching throughout the year.
• Monitors and analyzes the monthly P&L and scorecard reports and discusses these results monthly with the outside sales Territory Managers and Branch Managers to ensure their understanding of the financial results achieved and actions necessary prospectively to achieve or exceed budgets in the next financial period.
• Attends and supports monthly branch staff meetings to ensure each branch leadership team is up-to-date and knowledgeable regarding their branch operations and its effect on the market and the company as a whole.
• Requires branches to hold branch department meetings at least monthly to keep all team members informed of business conditions and challenges.
• Safeguards company assets by ensuring compliance at the branch level with all company employment policies, and applicable state and federal employment laws against frivolous litigation by actively supporting a culture of mutual respect and teamwork.
• Establishes formal recommendations, in conjunction with the Branch Manager, for the annual sales and profitability goals for each branch and for the market.
• Develops and implements operating plans, staffing requirements and budgets to meet those goals.
• Regularly monitors performance against goals and takes corrective action where necessary.
• Regularly monitors product pricing to ensure profitability targets are met or exceeded by reviewing costs, pricing decisions and coaching Branch Managers to recommend to management.
• Monitors branch operational costs and staffing levels are in sync with business levels to ensure overall branch profitability.
• Ensures the Head of Operations & Sales is kept up-to-date and knowledgeable regarding branch and market operations challenges and opportunities by continually supplying information and status reports.
• Supports and works with branch management and human resources to ensure each branch has achieved its required staffing targets and training requirements in order to service customer needs.
• Requires branch operational management to comply with established processes and guidelines in attaining staffing and training needs.
• Actively supports the provision of safe working environments at each branch by the: communication of safety rules and procedures; observance and coaching of employees ensuring compliance of safety rules; removal of safety obstacles; compliance with all governmental regulations including OSHA, worker’s compensation, fire, and MSDS; and recommending appropriate funding to ensure all equipment is maintained and operated in a safe manner including the training and certifications of employees designated to operate equipment.
• Performs special projects under the direction of the Head of Operations & Sales or a senior team executive, as requested.
• Other duties as assigned

Internal Relationships: Purchasing staff, human resources staff, product managers, outside sales territory managers, senior leadership team, branch support managers, branch and inside sales manager & team, warehouse manager & team, accounts receivable team.

External Relationships: Vendors, suppliers, logistics personnel, Johnstone corp personnel, and customers. Final Decision Maker:

Works independently within internal process and seeks appropriate approval from Director of Operations. The Market Manager has significant latitude in recommending overall strategic direction and decision making within the breadth and scope of his / her daily responsibilities for the market as well as for each branch within that market. They have responsibility to reach P&L goals set for the entire market and each entity within it. Market Managers recommend the long- and short-term business strategy, sales objectives, budgets and operational procedures within their scope of responsibility and held accountable to achieve them.

Salary: $140,000.00 - $160,000.00

Qualifications

Education, Work Experience & Specialized Skills or Knowledge:

• Bachelor’s in Business preferred or (at minimum) a high school diploma with ten plus years’ experience in branch operations management in a wholesale environment; or equivalent combination of education and experience is required.
• Strong leadership skills are critical in order to lead the sales and operations teams and to model expected employee behaviors with a sense of urgency.
• Knowledge of human resource management principles, including recruiting and hiring, training and development, delegating, coaching, and evaluating employees.
• Ability to create and manage high-functioning teams and hold them accountable for end results.
• Very strong analytical, planning and organization skills and abilities.
• Ability to listen to customers and branch staff personnel to identify concerns and needs.
• Excellent communication skills and the ability to influence attitudes and actions.
• Skill in facilitating open lines of communication and win‑win relationships.
• Strong abilities to clarify company objectives and translate them to daily market and branch activities.
• Expert knowledge of wholesale distribution operations, including order fulfillment, inventory control, customer service, showroom merchandising, shipping and receiving, and sales.
• Ability to influence customers to partner with Johnstone in long‑term mutually beneficial business partnerships.
• Very knowledgeable in ability to read, analyze and interpret financial P&L and scorecard reports.
• Strong knowledge of PC‑based applications (Excel, Word, PowerPoint) and business software (BI Software, ERP Systems, Microsoft, Internally Eclipse and Phocas).
• Excellent knowledge of inventory management principles and procedures, including procurement, storage, forecasting and handling dead inventory.
• Excellent knowledge of sales and marketing processes and techniques to drive sales.
• Excellent knowledge of the HVACR industry, contractor customer needs and product applications.
• General knowledge of governmental regulations as applied to product distribution, including OSHA regulations, worker’s compensation, hazardous materials handling.
• Problem‑solving skills: listening to, interpreting, and meeting the needs of others; diagnosing and rectifying problems.
• Highly skilled in the ability to multitask and prioritize work.
• Ability to develop and implement operational plans.
• Ability to write reports, business correspondence, procedure manuals, and marketing pieces.

Physical Demand

The physical demands and working environment described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Physical Demands: While performing the duties of this job, the employee is regularly required to stand; sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee spends significant time sitting, or standing, walking the facility and is occasionally required to climb or balance; stoop kneel, crouch, or crawl; taste or smell; and lift up to 50 pounds.

Work Environment: Combination of office with typical office equipment, warehouse with racks and bins, and wholesale branch environment. Employee may on occasion spend significant periods of time traveling on business via auto.

Company Values

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.

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, 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
• 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.

Compensation

Salary: $140,000.00 - $160,000.00