Job Description:

The primary responsibilities of this position are to grow revenue and gross margin in the assigned territory consistent with agreed upon objectives, while developing new customers and improving relationships with existing customers.

Job Duties:

•  Achieve overall annual sales and gross margin goals in the assigned territory through the expansion of existing accounts and establishing new accounts. Primary markets are HVAC/R residential/commercial contractors and industrial/institutional MRO.
• Develop a territory plan and periodically update it to reflect changes.
• Develop an account plan for key initiatives in top accounts including account potential, short and long term objectives and specific actions planned to achieve them. 
• Maintain an up-to-date sales funnel and business forecast as requested by management. 
• Participate in industry boards and associations. 
• Conduct effective business oriented discussions at the senior management level with assigned customers communicating the added value of Johnstone Supply.
• Develop partnership agreements using a framework provided by management. 
• Find and qualify new prospects with an emphasis on prospects and customers that have the potential to be “a” or “b” level accounts 
• Provide outstanding follow-up to customers and established an appropriate call frequency for assigned accounts. 
• Enhance Johnstone Supply relationships and image with existing customers.
• Spend in excess of 80% of the time in the field pro-actively developing business.
• Utilize a systematic selling process (Sandler)

Job Requirements:

• 2 years of college (bachelor’s degree preferred) or equivalent work experience
• 3 years of successful sales experience in a business to business environment in a technical/distribution related industry (preferably HVAC). 
• Successful experience with cold calling