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.  In this role, the incumbent aligns the customers’ needs with the services and products that Johnstone offers, with the goal of helping customers to Save Time and Make Money.  The Account Manager is a seasoned sales professional who applies their expert technical knowledge and skills within the HVAC/R industry in order partner with our Contractors for supporting their success.

Essential Job Function

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. The above includes:

• 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 (e.g., inventory, customer service, warranty, ecommerce, delivery, etc.)

In conjunction with Sales and Marketing teams determine market strategies and goals for products and services, targeted toward existing and new markets to achieve company’s goals and objectives.

Follow up with each account to ensure they understand the marketing and promotional programs such as:

• Company-wide promotions
• Hot deals
• Push of Regional Flyers
• Communication of “Manager’s Specials”

Annually, create a listing of at least five prospecting accounts in order to support the branch growth targets established.  Creating goals and forecasts per account, following up on leads, developing pricing and various programs to drive growth objectives, and monitoring of sales activity are critical to the overall success of this endeavor.

Conduct business reviews on all top (twenty-five) accounts in the first quarter of each year.  Document their needs and build a strategy to meet their needs.

Through internal/external training, maintain up-to-date understanding of industry trends and technical developments that effect target markets. Work with product managers and vendors on field issues that includes new products, high failure rates, large bid opportunities and competitive pricing.

Develop and deliver sales presentations and close sales in a professional and effective manner by meeting established sales and revenue goals.

Monitor competitor products, sales and marketing activities.

Establish and maintain relationships with industry influencers and key strategic partners. Represents company at trade association meetings to promote product and services.

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:

• Completion of weekly call reports
• 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.

Identify technical training opportunities with customers.

Establishes and maintains a consistent company image throughout all product lines, promotional materials and events.

Performs other duties as assigned.  The Ware Group, LLC dba Johnstone Supply believes that each employee’s contribution should not be limited by the assigned responsibilities.  Therefore, it is our expectation that each employee will offer his/her services wherever and whenever necessary to ensure the success of our endeavors.

Internal Relationships

Interfaces, communicates and provides sales and industry knowledge to the Market Managers, Stores Managers, Pricing, Purchasing and Marketing Departments and Branch Sales Teams on a regular basis.

External Relationships

Communicates, confers and negotiates pricing and discounts with Customers.  

Final Decision Maker

Recommends sales strategies and marketing plans for HVAC / R products and services. Research and recommends external/internal programs that will provide education and training programs for the HVAC / R product lines and industry to the customers.

Education, Work Experience & Specialized Skills or Knowledge

• High school degree or equivalent G.E.D. required; B.A. in business, marketing, supply chain, or related field preferred
• 8 years related sales experience and/or training
• HVAC/R Industry or related wholesale industrial product experience required
• Must possess excellent communication and interpersonal skills
• Ability to communicate proficiently in English in both written and verbal formats
• 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
• Proficient in Word, Excel and PowerPoint

Physical Environment / Working Conditions

Typical office environment working conditions at Branch Support and Branch facilities to attend meetings and frequent on-site visits to individual store and warehouse operations that requires standing, walking and sitting for prolonged periods of time.

Requires the ability to climb stairs to get to second floor office complex. Visual acuity required for reading, producing reports or doing computer work for extended periods of time.  Very limited physical exertion required in the course of daily activity.  Auditory acuteness required to perform heavy volume of telephone and personal contacts on an individual, or group meeting level. High volume of personal business travel (automobile) of up to 80% on the local and state level. 

Why the Ware Group?

• Competitive Pay
• Comprehensive benefits package including Health, Dental, and Vision
• 401K with company match
• Tuition Reimbursement Program
• EAP Program
• Employee Wellness Program
• Employee Referral Program
• Warehouse Safety Reward Program

We are proud to be an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. If you have a disability or special need that requires accommodation, please let us know. If applying for positions in the U.S., must be eligible to work in the U.S. without need for employer sponsored visa (work permit).