Account Manager (Government/Commercial)

Johnstone Supply, North Americas 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 the 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, Honeywell, Emerson, Johnson Controls, Google 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.

This position is responsible for selling the Johnstone Advantage, a combination of our services and products, within a specified region or major geographical area, with special focus on the governmental or other specialty customer.  In this role, the incumbent aligns the customers’ needs with the service and products that Johnstone offers, with the goal of helping customers to Save Time and Make Money.  This includes developing and implementing sales plans that target specific specialty customers whose organization’s plans align with the long-term sales strategy for the company.  This individual will establish new business, grow existing business, and maintain existing accounts through excellent customer service and follow up.   The specialty Account Manager is an experienced sales professional applying their technical knowledge and skills within the HVAC/R industry in order to partner with governmental and other institutionally oriented customers. 

Essential Job Function 

1. In collaboration with Regional Managers and Director of Sales, develop and implement a sales plan that identifies and accomplishes a profitable base within the assigned territory.
2. Manage assigned accounts, by executing sales strategy, initiate contact with existing and potential customers, identify their needs and sell HVAC/R service and products that meet their needs.  The above includes:
   • Keeping customer information updated
   • Managing individual contract and SKU pricing
   • Preparing for sales calls specific to the needs of individual customers
   • Tracking customer activity and trends
   • Creating goals and forecasts per account
   • Aligning customer needs with services available through the Ware Group’s Johnstone Advantage (e.g., inventory, customer service, warranty, ecommerce, delivery, etc.)
3. In conjunction with Sales and Marketing teams, determine market strategies and goals for products and services, targeted toward existing and new markets to achieve company’s goals and objectives.
4. Manage assigned accounts in assigned territory; regularly communicate information regarding promotions, warranty, price books, new product launches, product changes, etc. to Dealer base.  Keep customer information updated, review pricing, track customer activity.
5. Develop and deliver sales presentations that: 1) effectively communicate the benefits of the Company and 2) assist the Customer with meeting their business goals.  Hold business review meetings with decision-makers aimed at identifying continued partnership and growth opportunities.  Includes closing sales in a professional and effective manner by meeting established sales and revenue goals.
6. Develop and build relationships with local Account Managers, Market Managers and Branch personnel in order to provide a collaborative approach that addresses the specialty customers’ needs and lands the business with the Ware Group.  (Due to the size of the territory, local support may be necessary to quickly respond in the absence of the Account Manager’s availability. Furthermore, instances may exist when a specialty customer purchases other parts, supplies or commodities from local Ware Group Account Managers.)
7. Identify and follow up with prospect accounts that will further support ongoing growth targets for the specialty area.
8. Monitor sales activity to ensure success in meeting sales goals; identify threats and opportunity and adjust activities accordingly.
9. Through internal/external training, maintain up-to-date understanding of industry trends and technical developments that effect target markets.  Identify technical training opportunity with customers.
10. Review blueprints, plans, and other customer documents to develop and prepare cost estimates or projected proposed equipment or services.   
11. Monitor competitor products, sales, and marketing activities.
12. Establish and maintain relationships with industry influencers and key strategic partners.
13. Participate in Marketing and Sales meetings, providing customer and product data, strategies, and opportunities.  Champion key company sales resources and initiatives.
14. Develop and maintain communications in a cooperative and professional manner with all levels of staff and customers. This includes:
    • Utilization of CRM
    • Communicating inventory needs / changes to product managers and purchasing
    • Participation in marketing and sales conference calls.
    • Periodic participation in various task force programs, as needed.
15. Establishes and maintains a consistent company image throughout all product lines, promotional materials and events.
16. Represent company at trade association meetings to promote product and services.
17. Establishes and maintains a consistent company image throughout all product lines, promotional materials and events. Work with category, product managers and vendors on field issues that includes: new products, high failure rates, large bid opportunities and competitive pricing.  Provides expertise and support to Account Managers as needed related to specialty customers.
18. Performs all other duties as assigned.

1. B.A. preferred or equivalent; or high school degree or equivalent required.
2. Experienced sales professional with consultative selling skills and proven ability to close the sale; minimum 8 years sales experience and/or training
3. Ability to generate new business and maintain established business through creating and carrying out a sales plan.
4. Minimum three years’ experience selling to government and/or institutional, hospitality or other specialty customers required.
5. HVAC/R Industry, or related wholesale industrial product experience preferred.
6. Must possess excellent communication and interpersonal skills with ability to communicate proficiently in English in both verbal and written forms
7. Thorough understanding and implementation experience with value-oriented sales processes.
8. Ability to define problems, collect data, establish facts and draw valid conclusions.
9. Must have demonstrated ability to coordinate a high level of activity under a variety of conditions and constraints.
10. Must have the ability to make business decisions by an analytical as well as creative process.
11. Ability to coach and mentor other sales personnel.
12. Proficient in Word, Excel and PowerPoint with success utilizing sales tools and information technology resources; experience utilizing customer management software preferred.

Typical office environment working conditions at Branch Support and Branch facilities to attend meetings and frequent on-site visits to individual store and warehouse operations that requires standing, walking and sitting for prolonged periods of time.  Requires the ability to climb stairs to get to second floor office complex. Visual acuity required for reading, producing reports or doing computer work for extended periods of time.  Very limited physical exertion required in the course of daily activity.  Auditory acuteness required to perform heavy volume of telephone and personal contacts on an individual, or group meeting level.  Business travel (automobile) of up to 80% of time within the assigned territory.

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
• 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.