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Territory Sales Manager

2 months ago

Stockton, California, United States Johnstone Supply Full time
Job Title: Territory Sales Manager

Contribute to the growth and profitability of Johnstone Supply by expanding sales in assigned geographical territories.

Key Responsibilities:
  • Develop a deep understanding of customers in the territory.
  • Conduct research to identify customer revenue potential, creditworthiness, and business operations.
  • Categorize and prioritize accounts, allocating time to highest priorities.
  • Map opportunities into territories/zones.
  • Initiate contact with customers, develop relationships, and uncover customer needs.
  • Present insights and solutions to customers, linking programs to their needs.
  • Collaborate with customers to define next steps and coach them through the buying process.
  • Work with customers to plan and forecast sales, updating territory plans and forecasts as necessary.
  • Provide ongoing customer engagement, asking for feedback and adjusting forecasts and programs accordingly.
  • Communicate customer information to the branch team and ensure internal departments meet customer expectations.
  • Resolve customer issues and problems, serving as the main point of contact.
  • Track and report customer interactions, sales, margins, and other key metrics.
Requirements:
  • High School Diploma / GED or equivalent combination of education and experience.
  • Minimum 2 years of documented successful direct sales experience.
  • Knowledge of HVACR wholesale distribution business and factors influencing profit and loss.
  • Knowledge of internal company operations, programs, services, capabilities, and differentiators.
  • Knowledge of HVACR customer business operations and factors influencing profit and loss.
  • Ability to use computer applications to gather and track data, including Excel.
  • Ability to use CRM software to manage customer information.
  • Ability to use Outlook or other email programs.
  • Ability to use Point of Sale software to manage customer information.
Work Environment:

Most work is performed at customer sites with cellular phone, car, and computer.

Compensation:

Pay is based on experience. Health benefits and 401K option available after 60 days of continuous employment.