Account Manager

The Account Manager is responsible for driving sales growth by promoting the Johnstone Advantage—a comprehensive offering of value-added services and quality HVAC/R products—within a defined territory. This role focuses on aligning customer needs with tailored solutions that help contractors save time and increase profitability. As a trusted advisor and experienced sales professional, the Account Manager leverages deep industry expertise to build strong partnerships and support the long-term success of our contractor customers. Our customers are professional certified Technicians and Contractors who come to Johnstone for our product selection, expertise, and quality service. 

• →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 Johnstone  Advantage (e.g., inventory, customer service, warranty, ecommerce, delivery, etc.)

• →In conjunction with Sales and Marketing determine market strategies and goals for products and services, targeted toward existing and new markets to achieve company’s goals and objectives. 
• →Follow up with each account to ensure they understand the marketing and promotional programs such as: 
  • →Company-wide promotions 
  • →Hot deals c. Push of Regional Flyers 
  • →Communication of “Manager’s Specials” 
• →Annually, create a listing of at least five prospecting accounts in order to support the branch growth targets established. Creating goals and forecasts per account, following up on leads, developing pricing and various programs to drive growth objectives, and monitoring of sales activity are critical to the overall success of this endeavor
• →Conduct business reviews on all top (twenty-five) accounts in the first quarter of each year. Document their needs and build a strategy to meet their needs. 
• →Through internal/external training, maintain up-to-date understanding of industry trends and technical developments that effect target markets. Work with product managers and vendors on field issues that includes new products, high failure rates, large bid opportunities and competitive pricing. 
• →Develop and deliver sales presentations and close sales in a professional and effective manner by meeting established sales and revenue goals.
• →Monitor competitor products, sales and marketing activities. 
• →Establish and maintain relationships with industry influencers and key strategic partners. Represents company at trade association meetings to promote product and services. 
• →Participates in Marketing and Sales meetings, providing customer and product data, strategies and opportunities. 
• →Develop and maintain communications in a cooperative and professional manner with all levels of staff and customers. This includes: 
  • →Completion of weekly call reports 
  • →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. 
• →Identify technical training opportunities with customers. 
• →Establishes and maintains a consistent company image throughout all product lines, promotional materials and events. 
• →Performs other duties as assigned. Johnstone Supply believes that each employee’s contribution should not be limited by the assigned responsibilities. Therefore, it is our expectation that each employee will offer his/her services wherever and whenever necessary to ensure the success of our endeavors.