Company Info

Johnstone Supply is a leading wholesale supplier to the heating, air conditioning, and refrigeration industry. We pride ourselves on world-class customer service, technical support and professionalism to the trade. We are privately owned and part of the largest wholesale cooperative in the nation, and currently rank as the #2 HVAC/R distributor in the United States.

The cooperative has 400 stores nationwide, sales of over $1.8 billion, and six major distribution centers strategically located throughout the country. We have 6 branches located in New Jersey and the Philadelphia area with immediate openings due to company expansion and market demand. We are seeking well qualified, enthusiastic people to help us maintain the highest levels of customer satisfaction and help continue to grow our business.

Scope of Role:

The sales manager is responsible for developing and managing complex selling relationships in a defined geographical location. The sales manager will work with Territory Managers to develop an effective selling organization, develop and execute marketing plans, and call on key dealers. The role requires effective leadership, planning, and increased market share to achieve profitability targets assigned.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

1. SM accepts leadership accountability within the company to demonstrate to others the company values, and personal responsibility for adhering to the core values of the company, and performance.

2. SM should be capable of developing a detailed business plan to grow market share and profitability within geographic region/territory.  This includes managing their time and resources within the company and with Territory Managers.

3. The SM must be fully capable of analyzing a sales organization to determine the strengths and weaknesses of the organization, and developing a plan to attain goals.

4. SM is capable of managing relationships from top-level owners and managers of distributors, to field sales personnel, and retail contractors to negotiate, and further the company’s relationship.

5. Develop and execute implementation of strategic business plans with TM’s in their markets to grow market share and profitability – on a “PROACTIVE LEVEL”.
                a. Develop plans that support Distribution/TM goals for all market segments

                                i. Add-on Replacement

                                ii. Parts & Supplies

                                iii. Commercial Products

                                iv. Indoor Air Quality Strategy and “New” Products

                b. A distributor development plan to grow market share

                c. A distributor dealer development strategy

                d. Support the development of a product-marketing plan, local distributor marketing plans, and selling strategy for products in the market.

6. SM directs sales forecasting activities for the distributor.  Sales forecast activity includes overall sales dollars, unitary sales, parts & supplies sales, margin for the company, product mix, and changes in the forecast that are worthy of note.  These activities will be in alignment with the upper management team to develop a common goal.

7. SM sets performance goals with TM’s and supports on-going implementation of the performance goals in the field.  (SM must support execution of principles based on market share/company targets and not based on past history or sub-par performance).

8. SM develops the TM training plan from individual and groups assessments for long term employee development.  Training is based on skill development required by TM’s.

9. SM holds monthly Sales Meeting for the purposes of training, developing, building relationships, team-building, and communication of “Critical” TM information.

10. SM reviews market analysis to determine new acquisition/distribution requirements, and existing distribution growth requirements to meet or exceed target goals.  SM is able to support execution of new business acquisition.

11. SM can execute and teach a consultative selling approach, determines the customer needs, develops support plans, marketing programs to support distributor, communicates with the  upper management team, determines price schedules, discount rates, and leverages existing distributor programs to increase share/profit.

12. SM conducts dealer meetings annually and also dealer council meetings to collect information on performance, programs, TM performance, and promote dealer buy-in.

13. Delivers sales presentations to key contractors in coordination with TM’s based on a prioritized plan.

                a. Meets with key clients, assisting TM’s with maintaining relationships and negotiating and closing deals (not being the TM, but being the SM role).

14. SM is the liaison between sales department and other departments such as credit/logistics/ownership/ and all other related units.

15. SM develops the budget as part of the business plan, develops the spending and promotional plans, develops the dealer development plan, and then controls the expenditures of sales department division to conform to budgetary requirements.

16. SM has access to daily sales information from field ordering and shipping via software and technology. 

17. SM prepares the organizations weekly/monthly reports for TM’s and management showing:

                a. Sales volume by TM/Dept.

b. Gross Margin and Gross Profit $ by TM, by Dept.

                c. Parts & Supplies by TM/Dept.

                d. Acquisition by TM, by Dept.

                                i. Current Acquisition dollars to target

                                ii. Target accounts for TM

                                                1. Where they are in Sales Cycle

                e. Program Participation Report – who’s in, who’s not in and why

                f. Key Account Report

                                1. Sales/Trend- year over year

18.  SM monitors the marketplace and evaluates the activities and products of the competition with intent to respond if necessary.  The SM then develops process for TM’s to compete effectively and grow their territories with an eye on the marketplace.

19. SM actively visits “Key” accounts in the distributors territory for the purpose of developing “Strategic” business relationships BEYOND the interpersonal relationships..

20. SM is in the field 4 days a week minimum, traveling with TM’s, acting as a coach, and develops TM’s to become skilled at all phases of territory management.  It is essential that the SM become a remote manager based from the field, not from the office.

                Sales Manager - Performance Expectations and Reviews:   

                The SM will have an assigned performance plan each year. 

                Each trimester the company will review the performance of the SM for performance benchmarks against these targets:

Sales Volume Dollar Target

Unitary Market Share Target

Gross Profit Dollar Target

Gross Margin % Target as a % of Sales

Parts & Supplies Target of Sales

Product Mix % Target for Key Products (Efficiency/New/Segment)

Company Acquisition Dollar Target – New Business/New Markets

Key Account Development – Based on Company Goals for the Year

“Key” Top 20 Accounts and Relationship with Accounts

Sales Manager Personal Skill Development Plan

Maintaining the Budgetary Expense Target for the Role

Compliance with reporting, and communication per company policy

Communication with the owners and senior management team is also a necessary expectation.  Any key issues that may affect the performance of the company should be directly and immediately communicated to the team to facilitate support and leadership of the situation.

Qualifications:

• A High School Diploma 
• Associates, Bachelor’s or Master's degree preferred
• Previous experience in a Sales Manager role with proven results
• Previous experience in a Territory Manager's role with proven results
• Must possess the ability to teach others and coach a proven sales process 
• Must be a customer- and detailed-oriented individual with the ability and skills to service customers
• Energetic and effective salesperson with a positive attitude that is conscientious, enthusiastic, articulate, and possesses a professional attitude to handle a fast-paced work environment
• Uses logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
• Must be willing to learn and keep current with the latest developments and technology in the industry
• Effective team player that works well with others
• Solid computer skills required and previous experience in ERP software a plus