Account Manager

Role Overview

• 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 collaboration with Regional Managers and Director of Sales, develop and implement a sales plan that identifies and accomplishes a profitable base within the assigned territory.
• 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.
• 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 Ware Group’s Johnstone Advantage
• Develop and deliver sales presentations that effectively communicate the benefits of the Company and assist the Customer with meeting their business goals.
• Hold business review meetings with decision-makers aimed at identifying continued partnership and growth opportunities.
• Includes closing sales in a professional and effective manner by meeting established sales and revenue goals.
• Develop and build relationships with local Account Managers, Market Managers and Branch personnel to provide a collaborative approach that addresses the specialty customers’ needs and lands the business with the Ware Group.
• Identify and follow up with prospect accounts that will further support ongoing growth targets for the specialty area.
• 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.
• Monitor competitor products, sales, and marketing activities.
• Establish and maintain relationships with industry influencers and key strategic partners.
• Participate in Marketing and Sales meetings, providing customer and product data, strategies, and opportunities.
• Champion key company sales resources and initiatives.

Requirements

• B.A. preferred or equivalent; or high school degree or equivalent required.
• Experienced sales professional with consultative selling skills and proven ability to close the sale; minimum 8 years sales experience and/or training
• Ability to generate new business and maintain established business through creating and carrying out a sales plan.
• Minimum three years’ experience selling to government and/or institutional, hospitality or other specialty customers required.
• HVAC/R Industry, or related wholesale industrial product experience preferred.
• Business travel (automobile) of up to 80% of time within the assigned territory.
• Must possess excellent communication and interpersonal skills with ability to communicate proficiently in English in both verbal and written forms
• Thorough understanding and implementation experience with value-oriented sales processes.
• Ability to define problems, collect data, establish facts and draw valid conclusions.
• Must have demonstrated ability to coordinate a high level of activity under a variety of conditions and constraints.
• Must have the ability to make business decisions by an analytical as well as creative process.
• Ability to coach and mentor other sales personnel.
• Proficient in Word, Excel and PowerPoint with success utilizing sales tools and information technology resources; experience utilizing customer management software preferred.

Benefits

• Paid Time Off (PTO) – 3 weeks of PTO for individual contributors and 4 weeks for leaders
• Safe Harbor 401(k) – 100% employer match up to 5% of base pay and immediately vests
• Holiday pay – we recognize and pay our employees for 7.5 holidays per year
• Employer subsidized medical, dental, and vision plans.
• Employer paid life insurance and long-term disability
• Voluntary short-term disability, accident and critical illness insurance
• 24/7 Access to virtual care/telehealth options, and Parental Time Off
• Flexible spending accounts (FSA)
• $100 wellness reward for completing annual health check-up
• Employee Assistance Program (EAP) for you, and your family
• Coverage for chiropractic, acupuncture, and massage therapy services
• Tuition reimbursement, up to $5,250 per year
• Employee referral bonus program – earn up to $4,000 per year
• Employee service milestone recognition program
• Employee discounts on products & retail discounts
• Variety of incentive plans for employees
• Bi-weekly pay days on every other Friday
• Opportunity to apply for the John M Shank Memorial Scholarship Fund, available to both Johnstone employees and children of employees