Regional Government Account Manager

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 based customers.

• In collaboration with Regional Managers and Director of Sales, develop and implement a sales plan that identifies and accomplishes a profitable Dealer base for the unitary and ductless assigned product lines within the assigned territory. The sales plan addresses and balances sales volume with quality of the Dealer and number of Premiere (versus secondary) Dealers for purposes of long-term revenue streams.
• Develop and deliver sales presentations that: 1) effectively communicate the benefits of the Company and 2) assist the Contractor with means of selling the UDE product to end-users.  Hold business review meetings with decision-makers aimed at identifying continued partnership and growth opportunities.
• Ensure superior service by delivering the UDE product through the unique value-added benefits of the Johnstone Advantage. 
• 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. 
• Develop and build relationships with local Account Managers, Market Managers and Branch personnel in order to provide a collaborative approach that addresses the Contractors’ needs and lands the business with the Johnstone Supply Group.  (Due to the size of the territory, local support is necessary to quickly respond to Contractors in the absence of the Account Manager’s availability. Furthermore, instances may exist when a Contractor purchases other parts, supplies or commodities from local  Account Managers.)  
• Continue to identify prospect accounts that will further support ongoing growth targets for the UDE product lines. 
• Monitor sales activity to ensure success in meeting sales goals; identify threats and opportunity and adjust activities accordingly.
• Through internal/external training, maintain up-to-date understanding of industry trends and technical developments that effect target markets.
• Review blueprints, plans, and other customer documents to develop and prepare cost estimates or projected proposed equipment or services.   
• Monitor competitor products, sales, and marketing activities.
• Establish and maintain relationships with industry influencers and key strategic partners.
• 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: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.

•  Represent company at trade association meetings to promote product and services.
• Identify technical training opportunities with customers.
• Work with product managers and vendors on field issues that includes: new products, high failure rates, large bid opportunities and competitive pricing.
• Champion key company sales resources and initiatives.
• Other duties, as assigned.

1. Ability to generate new business and maintain established business through creating and carrying out a sales plan.
2. Experienced sales professional with consultative selling skills and proven ability to close the sale; minimum 5 years sales experience.
3. Excellent communication and customer service skills
4. Thorough understanding and implementation experience with value-oriented sales processes
5. Strong organizational and time management skills
6. Ability to coach and mentor other sales personnel
7. Understanding of how to price product to Dealers in order to manage margins and accomplish long term growth and partnership
8. Bachelor’s degree in business or related field is preferred
9. HVAC/R sales experience is desirable; experience with the Amana brand is preferred
10. Proficient in Word, Excel and PowerPoint with success utilizing sales tools and information technology resources; experience utilizing customer management software preferred
11. Ability to communicate proficiently in English in both verbal and written forms
12. Ability to effectively communicate and champion key company sales resources and initiatives