Territory Manager - Johnstone Supply Stockton / S. Sacramento - Johnstone Supply

JOB DESCRIPTION

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 mind
• Consistently works to promote company growth while maintaining ethical standards
• Maintains a professional personal appearance
• Demonstrates resilience and continues to put forth effort despite setbacks
• Must maintain a valid driver’s license

• Minimum 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 loss
• Knowledge of internal company operations, programs, services, capabilities and differentiators
• Knowledge of HVACR customer business operations and factors influencing profit and loss
• Mechanical 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 others
• Skill in professionally presenting programs in person
• Skill in writing professional business proposals
• Ability to drive two-way communication
• Skill in communicating pertinent information in a concise manner

Analytical Knowledge, Skills, and Abilities:

• Skill in creating ongoing customer expansion strategies
• Ability to use information to develop sales forecasts and goals
• Ability to gather data from websites, published reports, suppliers and individuals
• Ability to calculate figures and amounts such as discounts, interest, rebates, proportions, and percentages
• Ability to compile data into actionable information
• Ability to uncover potential business opportunities
• Ability to distinguish between high and low value opportunities
• Ability to identify factors that drive goal attainment
• Ability to create solutions and strategies to meet customer needs while maintaining profitability
• Skill in identifying factors that influence buyer behavior
• Ability to link programs and services to customer needs
• Ability to identify organization influencers and decision makers
• Skill in observing and listening to uncover customer needs and problems
• Skill in diagnosing problems and determining causes

Organization/Process Knowledge, Skills, and Abilities:

• Ability to create plans and timelines from task lists
• Skill in allocating and managing time to highest priorities
• Ability to execute and implement sales programs
• Ability to identify internal stakeholders and actions they need to take to meet customer needs, and delegate accordingly
• Ability to use systems to track and follow up on action items
• Ability to identify and use resources to maintain industry, business, wholesale, sales process and HVACR technical knowledge and expertise

Software/Systems Knowledge, Skills, and Abilities:

• Ability to use computer applications to gather and track data, including Excel
• Ability to use computer applications such as Word, PowerPoint and Showpad to present information
• Ability to use Customer Relationship Management (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

Interpersonal Knowledge, Skills, and Abilities:

• Ability to professionally approach new customers
• Skill in adapting to and engaging with a variety of personalities
• Ability to comfortably navigate negotiations for win-win results
• Ability to incorporate a sense of urgency into customer decision making
• Skill in influencing others to act
• Skill in diplomatically communicating problems or issues to stakeholders

Expected 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.