Johnstone Supply HVAC Outside Sales Represent

Job Title:

Johnstone Supply HVAC Outside Sales Representative

FLSA Status:

Exempt

Reports to:

Sales Manager

Achieves sales and growth targets by developing new customer accounts and increasing sales within existing accounts. This position has no formal supervisory responsibilities. 

Direct Sales Results and Responsibilities

1. Contacts existing and prospective customers to uncover, clarify, or amplify needs & opportunities. Prospects for new customers and finds new quality leads.
2. Qualifies new and existing opportunities to determine revenue potential and creditworthiness.
3. Prioritizes new and existing accounts in terms of margin and profitability.  Rebalances time and energy to focus on accounts with the highest growth and margin potential.
4. Positions Johnstone products and services as a strategic advantage to customers by communicating Johnstone’s value proposition and business drivers.
5. Recommends products and services to customers, based on customers' business needs.
6. Effectively counters customer objections.  Negotiates with customers to grow business while maintaining margin and service targets.
7. Demonstrates and explains the advantages of Johnstone in meeting customer needs.  Solicits customer orders while maintaining required margin on all transactions.
8. Establishes and expands relationships with key people and decision-makers within each customer organization.  Develops new customers and contacts to expand customer base. 
9. Consults with clients after sales to resolve problems and to provide ongoing support.
10. Monitors market conditions, product innovations, and competitors' products, prices, and sales.
11. Proactively follows up on leads generated from within branch stores and other sources.
12. May negotiate details of contracts and payments and prepares sales contracts and order forms. 

Sales Support Results and Responsibilities

1. Develops territory and sales plans to target key customers and prioritize sales activities. Adheres to Johnstone sales process. 
2. Reports activities according to established sales process. Accurately forecasts business to management.
3. Participates with management in updating territory plans and setting sales, margin and service goals.
4. Interacts cooperatively with in-store personnel to service existing accounts.
5. 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 experienced sales representatives. 

General Results and Responsibilities

1. Adheres to all company policies, procedures and business ethics codes.
2. Represents Johnstone Supply at trade associations, events and local chapters. 

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.

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:   

Required:  

• High School Diploma / GED required OR equivalent combination of education and experience.
• Minimum of 2 years of documented successful direct sales experience.
   

Preferred:  

• 3 or more years of successful direct sales experience.
• Direct sales experience in the business-to-business HVAC/R or similar industry.

Job-Specific Knowledge, Skills & Abilities

• Honest, loyal and ethical, and capable of participating in a spirited team environment with like values.

• Demonstrated tenacity in achieving sales goals.

• Demonstrated understanding and application of effective sales strategies and techniques.
• Skill in building long-term customer relationships.
• Ability to maintain a professional, positive, courteous, and friendly demeanor around customers, vendors and employees.
• Skill in proactively communicating (both verbal and written) to establish relationships and influence decisions.
• Excellent negotiation and objection countering skills.
• Skill in solving non-routine, unstructured problems using critical thought to identify the strengths and weaknesses of alternative solutions.
• Strong project management and multi-tasking skills.

• Knowledge of principles and methods of selling products and services. 
• Knowledge of Microsoft Office, CRM software, email and internet-based research.
• Ability to manage coworker and customer interactions with tact and diplomacy.
• Self-motivated.
• Displays persistence, with strong drive to succeed.

Expected Work Behaviors:

• Keeps the company’s best interest in mind at all times.
• Consistently works to promote company growth while maintaining ethical standards.
• Maintains a professional personal appearance.
• Strives for continuous self-improvement and for improvement of the business with respect to sales, service quality, and profitability. 

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 lift up to 70 pounds.   Specific vision abilities required by this job include close vision, color vision, depth perception, and ability to adjust focus.   The ability to speak and hear sufficiently to provide customer service is required.

Work environment:  Most work is performed at customer sites with cellular phone, car, and/or computer.

Position Type/Expected Hours of Work: This is a full-time position, and hours of work and days are Monday through Friday, 8:00 a.m. to 5 p.m. and as needed per business requirements.

Travel: This position requires frequent travel to customer locations. 

Sales Aptitude 

Oral Communications

Problem Solving Skills

Organization

Written Communication Skills

Time Management

Energetic

Reading Skills

Interpersonal & Telephone Skills

Computer Skills

Diplomacy

Technical Skills

Math Aptitude

Ability to lift up to 70 pounds

Mechanical Skills

The Outside Sales Representative will maintain the strictest confidentiality on all corporate matters including, but not limited to: marketing strategies, operational structures, pricing and all subjects that may have an adverse effect on the company in the marketplace if they were made known outside the company.