Territory Manager - Outside Sales

Johnstone Supply - Detroit, MI

Full-time - Entry Level

Detroit, MI

251-500 employees

Merchant Wholesalers, Durable Goods

About the position

The Territory Manager - Outside Sales at Johnstone Supply is responsible for engaging new customers, planning sales strategies, and representing the company at various industry events. This role requires a consultative approach to sales, focusing on understanding customer needs and providing tailored solutions. The Territory Manager will also maintain expertise in market conditions and product innovations to effectively serve clients and drive sales growth.

Responsibilities

• Initiates contact with customers and develops relationships with influencers and decision makers.
• Works with customers to plan and forecast sales, updating territory plans and setting sales goals.
• Proposes product and service programs linked to customer needs while maintaining profitability metrics.
• Develops a thorough knowledge base of customers in the territory and categorizes accounts based on priority.
• Monitors market conditions, product innovations, and competitors' offerings to maintain expertise.
• Represents the company at trade association meetings, industry events, and open houses.

Requirements

• High school diploma or GED; at least 2 years of successful direct sales experience or equivalent education and experience.
• Knowledge of HVACR wholesale distribution and factors influencing profit and loss.
• Skill in listening and asking questions to understand customer needs.
• Ability to create professional business proposals and ongoing customer expansion strategies.
• Proficiency in using CRM software to manage customer information.
• Ability to navigate negotiations for win-win results.

Nice-to-haves

• Experience in HVACR customer business operations.
• Ability to gather data from various sources to inform sales strategies.
• Skill in adapting to and engaging with a variety of personalities.

Benefits

• Medical insurance
• Dental insurance
• Vision insurance
• Life insurance
• Long-term disability insurance (LTD)
• 401(k) with company match
• Paid time off (PTO) after 90 days