Job Description
Job Description
Now is the best time to join Johnstone Supply. As our new Sales Manager, you will be a key player in a growth-driven culture, shape sales strategy at a respected brand, and work with a company that’s not just selling products, it’s delivering solutions to our customers. Our customers are professional certified Technicians and Contractors who come to Johnstone for our product selection, expertise, and quality service.
The Sales Manager drives sales execution for a geographically defined, multi-branch region. This role is responsible for sales activity across 6 stores in California: San Diego, Vista, El Cajon, Temecula, Corona, and Palm Desert. This person will be eligible for a bonus up to 20% of base salary based on GP$ growth.
A day in the life:
Sales Strategy & Market Growth
- 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.
Team Leadership & Development
- 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.
Sales Execution & Customer Relationship Management
- 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.
Performance Monitoring & Reporting
- 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.
What we’re looking for:
- Education/Experience: 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; or equivalent combination of education and experience.
- Direct B2B Sales and B2B Sales management: Experience in the HVAC-R industry is preferred, but not required for this role.
- 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.
Johnstone Supply is strongly interested in hiring a great candidate that exhibits work behaviors & values that are conducive to building and maintaining a strong and effective company culture. These behaviors include:
- Safety: Always prioritizes safety, both at work and at home, while ensuring those who work for you work safely.
- Customer Focused: Take the perspective of those we serve, anticipate their needs, and responding quickly.
- One Team: We win together by collaborating with each other, focusing on the common goal, and leveraging the strengths of the team.
- Own It: Take the initiative, act with a sense of urgency and pride, do things right the first time, and always act with integrity.
- Innovate: Embrace and create change that drives continuous improvement and customer-valued solutions.
At Johnstone Supply, we recognize that our employees’ growth, well-being, and success drives the company’s success. We offer a competitive wage, in addition to health and wellness benefits including customizable plans for medical, dental, vision coverage, and options for alternative care. We provide the resources you need to take charge of your well-being. Health and welfare benefits include medical, dental, and vision coverage; 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; and a 401(k) plan with company match. Voluntary life and supplemental insurance options, including pet medical & Rx and identity theft protection plans, are also available. The Company also offers paid time off (PTO) in accordance with its PTO policy. Eligibility requirements apply to each plan.
We understand that our employees are the cornerstone of our success. Our commitment to continuous improvement & investment in our people is only matched by our commitment to superior customer experience.
Johnstone Supply is North America’s leading wholesale distributor of HVACR equipment, parts, and supplies. Over the last seven decades Johnstone has grown into the industry leader with over 450 distributor branches and 6 distribution centers throughout North America resulting in over $4 billion in annual sales. We work with some of the largest companies in the world, including Daikin/Goodman, Honeywell, Emerson, Johnson Controls, Google, and Fujitsu, to provide contractors with world class products, technical expertise, and quality service.
EOE & E-Verify Participating Employer.
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