Area Equipment Manager

Johnstone Supply LLC

Gainesville, FL, USA

Published: 6/14/2022

Full Time

Job Description

Now is the best time to join Johnstone Supply. The Area Equipment Manager is responsible for the promotion and sale of the assigned brand/s products within a specified region or major geographical area. The Area Equipment Manager develops and implements sales plans that target specific Dealers or key customers whose business plans align with the long-term sales strategy for the represented product line. This role establishes new business, grows existing business, and maintains accounts through excellent customer service and follow-up. This role is performed by an experienced sales professional applying their technical knowledge, customer service, and sales skills within the HVAC/R industry to drive specific brand product sales.

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 Sales leadership, develops and executes sales plans that identify and result in a profitable Dealer base for the assigned product line within the designated territory. The sales plans address and balance sales volume with quality of the Dealer and number of Premiere (versus secondary) Dealers for purposes of long-term revenue streams.
In conjunction with Sales, Marketing, and Vendor Management teams determines market strategies and goals for the product line/s to achieve company goals and objectives.
Develops and delivers sales presentations that: 1) effectively communicate the benefits of the product line and 2) assist the customer with means of selling the assigned product to end-users. Holds business review and other meetings with decision-makers aimed at identifying continued partnership and growth opportunities.
Ensures superior service by delivering the assigned product line through the unique value-added benefits of the Johnstone Advantage.
Manages assigned accounts and/or product lines; regularly communicates information regarding promotions, warranty, price books, new product launches, product changes, etc. to customers. Maintains updated customer information and pricing and tracks customer activity.
Develops and builds relationships with local Account Managers, Branch and market sales leaders, and Branch personnel in order to provide a collaborative approach that addresses the customers’ needs and secures the business with Johnstone Supply.
Maintains current market knowledge and conducts prospecting activity to identify and secure new accounts that will further support ongoing growth targets for the product line/s.
Monitors sales activity to ensure success in meeting sales goals; identifies threats and opportunities and adjusts activities accordingly.
Maintains up-to-date understanding of industry trends and technical developments that effect target markets. Serves as subject matter expert sharing updates and knowledge with sales and branch teams to support customer service delivery.
Reviews blueprints, plans, and other documents to develop and prepare cost estimates and/or projected proposed equipment, products and/or services.
Monitors competitor products, sales, and marketing activities. Makes recommendations to leadership based on market knowledge.
Establishes and maintains relationships with industry influencers and key strategic partners.
Participates in marketing, sales, and other meetings, providing customer and product data, strategies, opportunities, and other information.
Develops and maintains communications in a cooperative and professional manner with all levels of staff and customers including but not limited to the utilization of CRM and communicating inventory needs / changes to product managers and purchasing teams.
Participates in and may lead task force, focus groups, or other product and/or sales initiatives. Serves as champion in the communication and implementation of brand related initiatives.Represents company at trade association and other industry meetings to promote product and services.
Identifies technical training opportunities with customers. Delivers training as appropriate.
Works closely with vendor management team and vendors on any issues or opportunities including but not limited to new products, high failure rates, large bid opportunities and competitive pricing.
Performs all other duties as assigned.

Position requirements:

High school degree of equivalent (i.e. GED) required. Bachelor’s degree in business, marketing, or related field preferred.
Minimum of five years’ outside sales experience in the HVAC/R or related industry required. Experience with an HVAC/R equipment brand preferred.
Up to 50% travel, including both local and multi-state trips by air or car, is required to support business needs.HVAC/R Industry, or related wholesale industrial product or distribution industry experience required.
Demonstrated consultative selling skills with proven ability to generate and close sales.
Superior communication and customer service skills.Must have demonstrated ability to coordinate a high level of activity under a variety of conditions and constraints. Strong organizational and time management skills with ability to effectively manage a robust sales calendar allowing for prospecting, follow up and onsite calls.
Solid understanding of product pricing to manage margins and accomplish long term growth and customer partnerships.
Market Development and Account Penetration expert with an established understanding of Value-Oriented Sales Processes and corresponding implementation experience
Demonstrated ability to train others with a highly successful track record of utilizing sales tools and information technology resources.
Proficiency in CRM and Microsoft products.
Ability to communicate proficiently in English in both written and verbal formats.

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 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 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.