Regional Sales Manager - HVAC

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 Regional Sales Manager supervises outside sales personnel directly and indirectly supervises and supports the branch personnel involved in supporting sales efforts. This position may have direct or indirect reporting responsibilities for other assigned personnel that support sales in the assigned markets.

Essential Job Functions:

• Consistent with the long-term direction of the business, works with market management and outside sales personnel to develop and implement long-, annual, and short-term business plans that support strategic objectives across all assigned markets.• Monitors the landscape to understand the opportunities, threats, strengths, and weaknesses of the Johnstone Supply in the assigned markets and proactively positions the organization with a sales strategy to support both short and long-term growth plans.• Maintains current with changing needs in the industry and marketplace, adapting sales focus to leverage opportunities and mitigate risks. Makes recommendations to leadership as appropriate.• Monitors sales performance on a customer and vendor segment basis and proactively adjusts sales direction and initiatives to meet or exceed sales and profitability targets.• Assists in setting product pricing and margin targets, and provides business development insights, including new products, inventory management, and marketing performance.• Owns the sales execution of the Johnstone value proposition for the assigned markets and working through assigned sales personnel develops, delivers, trains, and maintains all associated sales processes, presentations, approaches, and structures.• Hires, develops, coaches, and manages assigned personnel. May participate in hiring, evaluating, and developing indirect sales personnel. Provides support, leadership, coaching and training to sales related personnel as needed.

• Positions and monitors outside sales personnel for success and evaluates performance for internal efficiency and customer service needs.• Drives company culture through decisions, actions, and communications. Ensures company values and mission is imbedded in all employees.• Working with other Regional Sales Managers in the COS group and with the Director of Sales, ensures cohesive approach to sales growth and accomplishment of business objectives between sales and operational teams.• Works with market leaders in the assigned area to develop and execute individual business plans in accordance with the overall COS group goals.• In collaboration with marketing, aligns sales and marketing/merchandising efforts with respect to customer segments, vendor segments in assigned markets.• Analyzes sales data to ensure progress toward segmented sales goals, targeted revenue and EBITDA goals, and overall growth strategy.• Provides accurate targets and forecasts and analyzes trends and key drivers of performance; adjusts behaviors to leverage opportunities and mitigate risks. Manages use by direct reports of the CRM system and other company technologies and resources to accurately capture data.• In collaboration with outside sales personnel, establishes mutually beneficial relationships with key contractors, leveraging customer insights to identify business opportunities and strategies.

Qualifications

• Bachelor’s degree in business, marketing or related field preferred; eight years of experience in a similar position; minimum of three years managing professional sales teams; or equivalent combination of education and experience.

• Exemplary communication skills in multiple formats with ability to effectively present and deliver information to a varied audience.• Ability to successfully collaborate, establishing and maintaining effective working relationships with a wide variety of internal and external business partners.• Ability to define problems, collect data, establish facts, and transfer valid conclusions into action plans.• Demonstrated ability to coordinate a high level of activity under a variety of conditions and constraints with solid project management skills.• Proficient in Microsoft 365 products including Excel, Outlook, Word, and PowerPoint with competency working in CRM systems and other job-related technologies.• While multilingual skills are valued, English proficiency (written and spoken) is a core requirement for this position due to the nature of the work, safety regulations, and to ensure accurate communication and comprehension

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.