Johnstone Supply, North America's leading wholesale distributor of HVACR equipment, parts, and supplies, has a great opportunity to join our team. Over the last seven decades, Johnstone has grown into a multi-billion-dollar industry leader with over 470 distributor branches and 6 distribution centers throughout North America. We work with some of the largest companies in the world, including Daikin/Goodman, Bosch, Copeland, Honeywell, Johnson Controls, and Fujitsu, to provide contractors with world-class products, technical expertise, and quality service.
Now is the best time to join Johnstone Supply. Relationship-building is the key to our success, and it shows in everything we do. The Power of Johnstone is everyone who works with us. Our customers, our partners, and our people. Johnstone is growing, and so can you.
The Regional Vice President of Sales works with the company owned store (COS) VP and General Manager and other COS
senior leaders to establish the long-term direction of the COS group, with an emphasis on sales and customer service
strategies. By leading a team of functional Directors and Regional Sales Managers who direct sales within a defined
geographic area of responsibility, the Regional Vice President of Sales drives revenue growth, EBITDA performance,
customer retention, and delivers profitable sales growth through a decentralized business model. This role successfully
drives and executes the sales plans necessary to gain market share, increase customer segment penetration, deliver a
superior customer experience, and accomplish overall business goals for the COS group.
The Regional Vice President of Sales positions and develops the people and processes necessary to deliver the COS group’s
customer value proposition to targeted customers, while representing the Johnstone brand within the HVAC/R industry,
resulting in reaching both sales and margin goals. Regional Sales Managers and the Director of Sales report directly to this
role.
Directly supervises Director of Sales and Regional Sales Managers and indirectly supervises and supports specialty sales
personnel as well as all outside sales and branch personnel reporting to the Regional Managers. May have direct or indirect
reporting responsibilities for other sales related personnel that support operations for the company owned store group.
Strategy, Planning and Implementation
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Drives sales performance for the COS group, including developing and implementing sales strategies, forecasting,
establishing short and long-range goals to support the group’s sales and financial objectives and partnering with
marketing leadership on sales initiatives. -
Working through managers and teams provides sales processes, structure, training, and support for the
development, performance, and retention of high-performance sales personnel (outside, inside, and customer
support) who contribute to the attainment of the company’s strategic goals and business plans. -
Develops and implements a comprehensive sales methodology and strategy to drive growth objectives.
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Monitors the landscape to understand the opportunities, threats, strengths, and weaknesses of the COS group and
proactively positions the organization with a sales strategy that supports both short and long-term growth plans. -
Recognizes changing needs in the industry, covered markets, and US economy and adapts and implements
strategies to leverage opportunities and mitigate risks.
Regional VP of Sales -
Works with regional management and COS group leadership to develop and implement annual, short term and
long-range business plans that support strategic objectives across all Branches and Regions in the COS group. -
Monitors sales performance on a customer segment/customer and vendor segment/vendor basis and proactively
adjusts sales direction and initiatives to meet or exceed sales and profitability targets. -
Monitors store performance and evaluates for internal efficiency and customer service needs.
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Supports key sales relationships and assists the sales teams with identifying and servicing key accounts.
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Leads and coaches on profitable business decisions, inclusive of cost-to-serve, local inventory management and
appropriate expense management. Delivers results through team’s efforts.
Leadership Development
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Provides effective leadership, support, motivation, training, coaching and development to direct reports and to the
COS group’s outside and inside sales teams. -
Drives company culture through decisions, actions, and communications. Ensures company values and mission is
imbedded in all employees. -
Working through Regional Sales Managers, ensures the proper recruiting, hiring, mentoring, training, development
and retaining high performing sales (outside sales, internal counter sales, customer support) and partners with
Regional Operations Managers and logistics teams (warehouse, delivery) personnel that will contribute to the
attainment of the group’s strategic and business plans. Establishes effective cross-training and succession plans for
branch and sales personnel. -
Ensures cohesive approach to sales growth and accomplishment of business objectives between sales and
operational teams.
Sales and Branch Management
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Assumes overall accountability for revenue generation, expansion of market share, and customer base.
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In collaboration with marketing team, aligns sales and marketing/merchandising efforts with respect to customer
segments, vendor segments in current markets and in new geographic territories. Works with branch support staff in
identifying new market opportunities and opening of new branches. -
Analyzes sales data to ensure progress toward segmented sales goals, targeted revenue and EBIT goals, and overall
growth strategy. Provides accurate targets and forecasts and analyzes trends and key drivers of performance; adjusts
behaviors to leverage opportunities and mitigates risks. -
Reviews pricing strategies; collaborates with team to drive margins that support sales while balancing customer
service goals. -
With Director of Sales and other support personnel, guides and refines the inside and outside sales processes to
capitalize on customer and product segment opportunities. Monitors pipeline management for continuous conversion
opportunities. -
In collaboration with outside sales teams, establishes mutually beneficial relationships with key customers. Leverages
customer insights to identify business opportunities and strategies. -
Works with regional and branch managers to develop and execute individual branch business plans in accordance with
the overall company mission and financial goals. Provides guidance in balancing operational efficiencies with customer
service focus. -
In conjunction with VP & General Manager and Human Resources, defines and oversees sales incentive programs that
motivate the sales team to achieve their sales targets. -
Champions the change agent role in improving and adjusting branch or regional business practices.
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Works with purchasing, pricing, logistics, human resources, finance, and IT teams to ensure a cohesive approach to
best practices.
Other
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Participates as part of the COS group’s senior leadership team.
Performs all other duties as assigned.
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Johnstone Supply believes that each employee’s contribution should not be limited by the assigned responsibilities. Therefore, it is our expectation that each employee will adhere to our company values and offer his/her services wherever and whenever necessary to ensure the success of our endeavors.
To perform this job successfully, an individual must be able to perform each essential duty 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/or Experience:
Bachelor’s degree in marketing, business, or related field required; 20 years of progressive business experience with at
least five years in an executive sales management role or similar position for a multi-location/market organization; or
equivalent combination of education and experience.
Required:
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Bachelor’s degree in business, marketing, or related field required
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Minimum of ten years’ experience managing and leading a team of sales professionals in a multi-location
organization -
Minimum of five years in an executive sales management role or similar leadership position
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Proficiency with CRM systems
Preferred:
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Master’s degree in business or related field preferred
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Applicable industrial wholesale sales leadership experience in HVAC/R, Plumbing, Electrical or MRO environments
preferred -
Experience with RF technology and knowledge of Eclipse ERP preferred
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Experience with branch/store management preferred
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Experience with contract or other similar negotiations preferred
Certificates, Licenses, and Registrations:
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There are no certificates, licenses, or registrations required for this role.
Job Knowledge, Skills, and Abilities:
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Experienced sales leader in both inside and outside sales in the HVAC/R or related industry or in wholesale distribution.
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Exemplary written and verbal communication skills with ability to effectively present and deliver information
successfully to a wide variety of audiences. -
Ability to establish and maintain effective working relationships with internal and external business partners.
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Experience recruiting, motivating, training, and developing top sales talent and teams with ability to successfully
delegate, manage, and implement strategic plans through others. Ability to set clear and challenging goals with
accountability for driving sales results. -
Ability to define problems, collect and analyze data, establish facts, and transfer valid conclusions into action plans
and effectively communicate strategies and plans to others for implementation in alignment with group’s strategies. -
Demonstrated ability to coordinate a high level of activity under a variety of conditions and constraints.
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Experience leading and participating in significant growth (e.g.: from $250 to $500M) of an organization including
organic and acquisitive growth. -
The ability to create and articulate an inspiring sales vision for the COS group and implement it through others.
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Comfortable with ambiguity and uncertainty; the ability to adapt nimbly and lead others through complex and/or
evolving situations. -
Demonstrated forethought in approach to making decisions with the ability to act in a transparent and consistent
manner while always considering what is best for the organization. -
The ability to effectively balance change and to create realistic goals and implementation plans that are achievable
and successful. -
Successful track record working in a decentralized or matrixed sales organization.
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Proficient with Microsoft 365 products including Excel, Outlook, Word, and PowerPoint, and other company and job
related technologies. -
High degree of proficiency utilizing and managing CRM systems.
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While multilingual skills are valued, English proficiency (written and spoken) is a core requirement for this position
due to the nature of the work, safety regulations, and to ensure accurate communication and comprehension.
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