Area Equipment Manager

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.

This position 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. 

1. 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.
2. 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.
3. 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.
4. Ensures superior service by delivering the assigned product line through the unique value-added benefits of the Johnstone Advantage.
5. 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.
6. 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.
7. 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.
8. Monitors sales activity to ensure success in meeting sales goals; identifies threats and opportunities and adjusts activities accordingly.
9. 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.
10. Reviews blueprints, plans, and other documents to develop and prepare cost estimates and/or projected proposed equipment, products and/or services.   
11. Monitors competitor products, sales, and marketing activities. Makes recommendations to leadership based on market knowledge.
12. Establishes and maintains relationships with industry influencers and key strategic partners.
13. Participates in marketing, sales, and other meetings, providing customer and product data, strategies, opportunities, and other information.
14. 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.
15. 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.
16. Represents company at trade association and other industry meetings to promote product and
17. Identifies technical training opportunities with customers.  Delivers training as appropriate.
18. 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.
19. Performs all other duties as assigned.