Johnstone Supply NJ · 1 day ago
Sales Manager
Palm Desert, Palm Desert, CA, US
Full-time
Onsite
Senior Level, Lead/Staff
$125K/yr - $160K/yr
15+ years expJohnstone Supply is North America’s leading wholesale distributor of HVACR equipment, parts, and supplies. As a Sales Manager, you will shape sales strategy, oversee a team of Outside Sales Representatives, and drive market growth while maintaining strong customer relationships.
Wholesale
Responsibilities
Owns overall sales performance, including revenue targets, customer growth, and market share expansion
Develops and executes sales strategies, territory plans, and competitive positioning tactics
Monitors market trends and competitor activity; adjust approach to maintain a competitive edge
Champions the Johnstone Supply value proposition to differentiate in the market
Represents the company at industry events and associations to drive visibility and business opportunities
Hires, trains, and manages a team of Outside Sales Representatives
Conduct joint customer calls and provide coaching on sales tactics, prospecting, and product positioning
Create and oversee incentive and compensation plans in collaboration with leadership
Delivering ongoing education around product knowledge and selling techniques
Set performance standards and provide regular feedback and development opportunities
Supports reps in developing new business and growing existing accounts
Cultivates relationships with key decision-makers to strengthen long-term partnerships
Oversees creation of quotes, bids, and proposals to ensure competitiveness and accuracy
Maintains focus on account profitability and strategic customer prioritization
Ensures consistent communication of Johnstone’s solutions as a business advantage to customers
Tracks sales metrics, team activities, and pipeline health to ensure goal alignment
Forecasts sales performance and provide insights and recommendations to leadership
Ensures compliance with company policies, procedures, and ethical standards
Qualification
Required
Bachelor's Degree (B.A. / B.S.) from a 4-year college or university
At least 15 years of complex sales, with a strong emphasis on business-to-business product sales
At least 8 years of successful sales management experience, directly managing outside sales professionals, with documented success
Proven success in applying effective sales strategies and building long-term customer relationships
Strong skills in negotiation, influencing decisions, and overcoming objections
Experience in budgeting, forecasting, and business planning
General knowledge of HVAC/R products and industry practices
Familiarity with CRM systems and Microsoft Office tools
Confident team leader with the ability to coach, motivate, and manage performance
Clear, proactive communicator—both verbal and written
Skilled in handling sensitive interactions with professionalism and diplomacy
Strong project management and multitasking abilities
Analytical mindset with sound decision-making and problem-solving skills
Persistent, self-motivated, and driven to achieve results
Committed to company growth and ethical standards
Maintains a professional appearance and positive demeanor
Preferred
Experience in the HVAC-R industry
Benefits
Customizable plans for medical, dental, vision coverage
Options for alternative care
Company-paid life insurance and short-term disability
A health savings account (HSA) with company contribution
Flexible spending accounts (FSA) (including dependent care)
Wellness program
401(k) plan with company match
Voluntary life and supplemental insurance options, including pet medical & Rx and identity theft protection plans
Paid time off (PTO) in accordance with its PTO policy
Company
Johnstone Supply NJ
Johnstone Supply is a premier HVAC/R wholesaler dedicated to providing industry leading products, services and solutions to contractors throughout our local New Jersey and New York communities Committed to being More Than A Supply House, Johnstone helps build stronger HVAC/R businesses through innovative solutions, contractor training and the largest selection of HVAC/R products in the industry.
51-200 employees
Funding
Current Stage
Growth StageLeadership Team
Jennifer Thompson
Human Resources Business Partner
Company data provided by crunchbase