Johnstone Supply - The JTeam Group · 2 weeks ago
HVAC Territory Manager
Fredericksburg, VA
Full-time
Onsite
Entry, Mid Level
2+ years expJohnstone Supply - The JTeam Group is seeking a Territory Manager to drive sales growth in an assigned territory by identifying opportunities and building strong customer relationships. The role involves engaging new clients, providing tailored solutions, and representing the company at industry events to enhance market presence.
Wholesale
Responsibilities
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
Initiates contact with customers and develops relationships with influencers and decision makers
Questions, listens and observes to uncover customer needs
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
Collaborates with customers to define next steps, and coaches customers through the buying process
Works with customers to plan and forecast sales
Participates with management in updating territory plans, forecasts and setting territory sales goals
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
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
Serves as the main point of contact to resolve customer issues or problems
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
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
Serves as a representative of the company at trade association meetings, industry events, open houses, or other events at the customer's request
Qualification
Required
Valid driver's license
High School Diploma / GED required OR equivalent combination of education and experience
Minimum of 2 years of documented successful direct sales experience
Company
Johnstone Supply - The JTeam Group
Johnstone Supply: Making it Easier to do Business.
51-200 employees
Funding
Current Stage
Growth StageCompany data provided by crunchbase