Johnstone Supply
Territory Manager - Johnstone Supply Stockton / S. Sacramento
Johnstone Supply, Stockton, California, United States, 95202
JOB DESCRIPTIONJob Title:Territory ManagerDepartment:SalesFLSA Status:ExemptReports to:Regional Sales ManagerPay Grade:Effective Date:Position Purpose:Contributes to company growth and profitability by growing new and existing customer sales in assigned geographical territory.Leadership Summary:This position has no formal supervisory responsibilities.Essential Job Results and Responsibilities :Territory Planning:
Develops a thorough knowledge base of customers in the territory.
Conducts research to understand customer revenue potential, creditworthiness, business focus and operations, current supplier and manufacturer relationships, and other information pertinent to determining customer fit.
Categorizes and prioritizes accounts and allocates time to highest priorities.
Maps opportunities into territories/zones.New Customer Engagement:
Initiates contact with customers and develops relationships with influencers and decision makers.
Questions, listens, and observes to uncover customer needs.Presents Insights and Solutions :
Takes a consultative approach to sales by proposing product and service programs that are linked to customer needs, while maintaining profitability metrics.
Articulates the value of programs and services in terms of resolving customer needs and problems.Closes Business :
Collaborates with customers to define next steps, and coaches customers through the buying process.Sales Planning :
Works with customers to plan and forecast sales.
Participates with management in updating territory plans, forecasts and setting territory sales goals.Ongoing Customer Engagement:
Calls on customers on a regular basis to ask for feedback; review and adjust forecasts and programs as necessary; provide insights about the market, industry, supplier marketing programs, and other opportunities available for customers.
Develops a trusted business advisor relationship with customers.Internal Coordination & Communication:
Provides customer information to the branch team to help them support the customer.
Communicates product and pricing programs, as well as specific things needed from each department to support customer commitments.
Follows up to ensure internal departments are able to meet customer expectations.
Proactively follows up on leads or issues uncovered by the branch team.Problem Resolution :
Serves as the main point of contact to resolve customer issues or problems.Tracking and Reporting : Inputs customer interactions into CRM tool.
Analyzes customer sales, margins, share of wallet, buying behaviors, and Accounts Receivable.
Provides reports to management on a regular basis.Maintains Expertise :
Monitors market conditions, product innovations, and competitors' products, prices, and sales. Maintains knowledge of new and existing products and inventory by participating in training, studying Johnstone and industry catalogs and web sites, and seeking knowledge from sales manager and other knowledgeable sources.Represents Johnstone :
Serves as a representative of the company at trade association meetings, industry events, open houses, or other events at the customer’s request.Johnstone Supply believes that each employee’s contribution should not be limited by the assigned responsibilities.
Therefore, it is expected that each employee will offer his/her services wherever and whenever necessary to ensure the success of our endeavors.Qualifications :To perform this job successfully, an individual must be able to perform each essential job function satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.Education and Experience:High School Diploma / GED required
OR
equivalent combination of education and experience.Always keeps the company’s best interest in mindConsistently works to promote company growth while maintaining ethical standardsMaintains a professional personal appearanceDemonstrates resilience and continues to put forth effort despite setbacksMust maintain a valid driver’s licenseMinimum of 2 years of documented successful direct sales experience.Technical Knowledge, Skills, and Abilities:Knowledge of HVACR wholesale distribution business and factors influencing profit and lossKnowledge of internal company operations, programs, services, capabilities and differentiatorsKnowledge of HVACR customer business operations and factors influencing profit and lossMechanical aptitude, or the ability to understand how machines and tools are used to accomplish work (helpful)Communication Knowledge, Skills, and Abilities:Skill in listening and asking questions to understand othersSkill in professionally presenting programs in personSkill in writing professional business proposalsAbility to drive two-way communicationSkill in communicating pertinent information in a concise mannerAnalytical Knowledge, Skills, and Abilities:Skill in creating ongoing customer expansion strategiesAbility to use information to develop sales forecasts and goalsAbility to gather data from websites, published reports, suppliers and individualsAbility to calculate figures and amounts such as discounts, interest, rebates, proportions, and percentagesAbility to compile data into actionable informationAbility to uncover potential business opportunitiesAbility to distinguish between high and low value opportunitiesAbility to identify factors that drive goal attainmentAbility to create solutions and strategies to meet customer needs while maintaining profitabilitySkill in identifying factors that influence buyer behaviorAbility to link programs and services to customer needsAbility to identify organization influencers and decision makersSkill in observing and listening to uncover customer needs and problemsSkill in diagnosing problems and determining causesOrganization/Process Knowledge, Skills, and Abilities:Ability to create plans and timelines from task listsSkill in allocating and managing time to highest prioritiesAbility to execute and implement sales programsAbility to identify internal stakeholders and actions they need to take to meet customer needs, and delegate accordinglyAbility to use systems to track and follow up on action itemsAbility to identify and use resources to maintain industry, business, wholesale, sales process and HVACR technical knowledge and expertiseSoftware/Systems Knowledge, Skills, and Abilities:Ability to use computer applications to gather and track data, including ExcelAbility to use computer applications such as Word, PowerPoint and Showpad to present informationAbility to use Customer Relationship Management (CRM) software to manage customer informationAbility to use Outlook or other email programsAbility to use Point of Sale software to manage customer informationInterpersonal Knowledge, Skills, and Abilities:Ability to professionally approach new customersSkill in adapting to and engaging with a variety of personalitiesAbility to comfortably navigate negotiations for win-win resultsAbility to incorporate a sense of urgency into customer decision makingSkill in influencing others to actSkill in diplomatically communicating problems or issues to stakeholdersExpected Work Behaviors:Physical Demands & Work Environment:The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.Physical :
While performing the duties of this job, the employee is required to drive a car, stand, and walk on a hard surface for the majority of the workday.
The employee is regularly required to reach with hands and arms, climb and balance; stoop, kneel, crouch or crawl.
The employee is frequently required to lift and carry and/or move up to 50 pounds, and occasionally required to move up to 100 pounds.
Specific vision abilities required by this job include close vision, color vision, depth perception, and ability to adjust focus.Work environment :
Most work is performed at customer sites with cellular phone, car, computer.Compensation:Pay is based on experience.Health benefits the first of the month following sixty (60) days of continuous employment.401K option is available after sixty (60) days of continuous employment.Changes:This job description will be updated if duties and responsibilities change significantly.Job functions are subject to modification based on business necessity.ADA/FEHA:The Company will make reasonable accommodations in compliance with the Americans with Disabilities Act of 1990 and California’s Fair Employment and Housing Act.EEO:The Company is an equal employment opportunity employer.
Develops a thorough knowledge base of customers in the territory.
Conducts research to understand customer revenue potential, creditworthiness, business focus and operations, current supplier and manufacturer relationships, and other information pertinent to determining customer fit.
Categorizes and prioritizes accounts and allocates time to highest priorities.
Maps opportunities into territories/zones.New Customer Engagement:
Initiates contact with customers and develops relationships with influencers and decision makers.
Questions, listens, and observes to uncover customer needs.Presents Insights and Solutions :
Takes a consultative approach to sales by proposing product and service programs that are linked to customer needs, while maintaining profitability metrics.
Articulates the value of programs and services in terms of resolving customer needs and problems.Closes Business :
Collaborates with customers to define next steps, and coaches customers through the buying process.Sales Planning :
Works with customers to plan and forecast sales.
Participates with management in updating territory plans, forecasts and setting territory sales goals.Ongoing Customer Engagement:
Calls on customers on a regular basis to ask for feedback; review and adjust forecasts and programs as necessary; provide insights about the market, industry, supplier marketing programs, and other opportunities available for customers.
Develops a trusted business advisor relationship with customers.Internal Coordination & Communication:
Provides customer information to the branch team to help them support the customer.
Communicates product and pricing programs, as well as specific things needed from each department to support customer commitments.
Follows up to ensure internal departments are able to meet customer expectations.
Proactively follows up on leads or issues uncovered by the branch team.Problem Resolution :
Serves as the main point of contact to resolve customer issues or problems.Tracking and Reporting : Inputs customer interactions into CRM tool.
Analyzes customer sales, margins, share of wallet, buying behaviors, and Accounts Receivable.
Provides reports to management on a regular basis.Maintains Expertise :
Monitors market conditions, product innovations, and competitors' products, prices, and sales. Maintains knowledge of new and existing products and inventory by participating in training, studying Johnstone and industry catalogs and web sites, and seeking knowledge from sales manager and other knowledgeable sources.Represents Johnstone :
Serves as a representative of the company at trade association meetings, industry events, open houses, or other events at the customer’s request.Johnstone Supply believes that each employee’s contribution should not be limited by the assigned responsibilities.
Therefore, it is expected that each employee will offer his/her services wherever and whenever necessary to ensure the success of our endeavors.Qualifications :To perform this job successfully, an individual must be able to perform each essential job function satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.Education and Experience:High School Diploma / GED required
OR
equivalent combination of education and experience.Always keeps the company’s best interest in mindConsistently works to promote company growth while maintaining ethical standardsMaintains a professional personal appearanceDemonstrates resilience and continues to put forth effort despite setbacksMust maintain a valid driver’s licenseMinimum of 2 years of documented successful direct sales experience.Technical Knowledge, Skills, and Abilities:Knowledge of HVACR wholesale distribution business and factors influencing profit and lossKnowledge of internal company operations, programs, services, capabilities and differentiatorsKnowledge of HVACR customer business operations and factors influencing profit and lossMechanical aptitude, or the ability to understand how machines and tools are used to accomplish work (helpful)Communication Knowledge, Skills, and Abilities:Skill in listening and asking questions to understand othersSkill in professionally presenting programs in personSkill in writing professional business proposalsAbility to drive two-way communicationSkill in communicating pertinent information in a concise mannerAnalytical Knowledge, Skills, and Abilities:Skill in creating ongoing customer expansion strategiesAbility to use information to develop sales forecasts and goalsAbility to gather data from websites, published reports, suppliers and individualsAbility to calculate figures and amounts such as discounts, interest, rebates, proportions, and percentagesAbility to compile data into actionable informationAbility to uncover potential business opportunitiesAbility to distinguish between high and low value opportunitiesAbility to identify factors that drive goal attainmentAbility to create solutions and strategies to meet customer needs while maintaining profitabilitySkill in identifying factors that influence buyer behaviorAbility to link programs and services to customer needsAbility to identify organization influencers and decision makersSkill in observing and listening to uncover customer needs and problemsSkill in diagnosing problems and determining causesOrganization/Process Knowledge, Skills, and Abilities:Ability to create plans and timelines from task listsSkill in allocating and managing time to highest prioritiesAbility to execute and implement sales programsAbility to identify internal stakeholders and actions they need to take to meet customer needs, and delegate accordinglyAbility to use systems to track and follow up on action itemsAbility to identify and use resources to maintain industry, business, wholesale, sales process and HVACR technical knowledge and expertiseSoftware/Systems Knowledge, Skills, and Abilities:Ability to use computer applications to gather and track data, including ExcelAbility to use computer applications such as Word, PowerPoint and Showpad to present informationAbility to use Customer Relationship Management (CRM) software to manage customer informationAbility to use Outlook or other email programsAbility to use Point of Sale software to manage customer informationInterpersonal Knowledge, Skills, and Abilities:Ability to professionally approach new customersSkill in adapting to and engaging with a variety of personalitiesAbility to comfortably navigate negotiations for win-win resultsAbility to incorporate a sense of urgency into customer decision makingSkill in influencing others to actSkill in diplomatically communicating problems or issues to stakeholdersExpected Work Behaviors:Physical Demands & Work Environment:The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.Physical :
While performing the duties of this job, the employee is required to drive a car, stand, and walk on a hard surface for the majority of the workday.
The employee is regularly required to reach with hands and arms, climb and balance; stoop, kneel, crouch or crawl.
The employee is frequently required to lift and carry and/or move up to 50 pounds, and occasionally required to move up to 100 pounds.
Specific vision abilities required by this job include close vision, color vision, depth perception, and ability to adjust focus.Work environment :
Most work is performed at customer sites with cellular phone, car, computer.Compensation:Pay is based on experience.Health benefits the first of the month following sixty (60) days of continuous employment.401K option is available after sixty (60) days of continuous employment.Changes:This job description will be updated if duties and responsibilities change significantly.Job functions are subject to modification based on business necessity.ADA/FEHA:The Company will make reasonable accommodations in compliance with the Americans with Disabilities Act of 1990 and California’s Fair Employment and Housing Act.EEO:The Company is an equal employment opportunity employer.