Job Description

OUTSIDE SALES HAMILTON, NJ

COMPANY INFORMATION:

Johnstone Supply is a leading wholesale supplier to the heating, air conditioning, and refrigeration industry. We are privately owned and part of the largest wholesale cooperative in the nation, and currently rank as the #2 HVAC/R distributor in the United States.

The King group operates 6 branches located in New Jersey and the Philadelphia area with immediate openings due to rapid company expansion and market demand. We are seeking well qualified, enthusiastic people to help us maintain the highest levels of customer satisfaction and help continue to grow our business.

Our core focus is simple: To be a dominant player in the markets we serve by making it easy for contractors to do business with products, knowledge, and service. We strive to provide a world-class customer experience to every customer, on every transaction.

Prospective team members should be aligned with our core values:

1. Self-Improvement & Adaptability – Interested in continuous self-improvement & adapts to change
2. Energetic & Competitive – Is Enthusiastic, Energetic, Tenacious, & Competitive
3. Take initiative and Maintain Accountability
4. Detail Oriented – Practices fanatical attention to consistency & detail
5. Team Player - Supporting One Another "One Team, One Goal"

OVERVIEW:

The Outside Sales Representative is responsible for establishing contact with existing customers, generating new business and cultivating current opportunities as well as following up on new leads.

QUALIFICATIONS:

To perform this job successfully, the ideal candidate will possess the ability to promote sales growth and perform each essential job function satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or abilities required.  

RESPONSIBILITIES:

·       _Territory Planning: _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 while allocating time to highest priorities.  Maps opportunities into territories/zones.

·       New Customer Engagement: Initiates contact with customers and develops relationships with influencers and decision makers.  Questions, listens and observes to uncover customer needs.

·       Presents Insights and Solutions: 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.

·       Closes Business: Collaborates with customers to define next steps, and coaches customers through the buying process.

·       Sales Planning: Works with customers to plan and forecast sales.  Participates with management in updating territory plans, forecasts and setting territory sales goals.

·       Ongoing Customer Engagement: 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.

·       Internal Coordination & Communication: 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.

·       Problem Resolution: Serves as the main point of contact to resolve customer issues or problems.

·       Tracking and Reporting: 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.

·       Maintains Expertise: 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.

·       Represents Johnstone: Serves as a representative of the company at trade association meetings, industry events, open houses, or other events at the customer’s request.

JOB-SPECIFIC KNOWLEDGE, SKILLS & ABILITIES:

·       Demonstrated understanding of effective sales strategies and techniques.

·       Proactive thinker with a passion for business growth and profitability.

·       Must possess business acumen to grow business.

·       Ability to interact with management regarding customer relations, sales, and training.

·       Knowledge of principles and methods for showing, promoting, and selling products or services including marketing strategy and tactics, product demonstration, and sales techniques.

·       Effective salesperson that is conscientious, articulate, efficient and able to handle pressure and meet deadlines.

·       A proven track record of success.

·       Ability to use logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.

·       Must be able to work independently and be an effective team player.

·       Skill in building long term customer relationships.

·       Ability to maintain a positive and friendly demeanor.

·       General knowledge of HVACR products, concepts and the industry as a whole.

·       Skill in proactively communicating (both verbal and written) to establish mutual respect and understanding.

·       Ability to work productively in teams with a wide range of people.

·       Ability to work independently with minimal direction.

·       Maintains a professional personal appearance.

EDUCATION AND EXPERIENCE: 

REQUIRED:

·       Four years of outside sales experience.  

·       High School Diploma or G.E.D and minimum of two years related experience and/or training in the HVAC/R industry; OR equivalent combination of education and experience. 

PREFERRED:

·       College degree in a relevant field (e.g. business).

_ _

PHYSICAL REQUIREMENTS:

·       The ability to stand for long periods of time.

·       Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

BENEFITS:

·       Lucrative Performance-based Compensation

·       Mileage Allowance

·       Strong benefit package

·       Retirement plan

·       Long term disability and life insurance program

·       Accidental death and dismemberment coverage

·       Continuing Education Assistance & In-house training opportunities