Director of Sales

Jacksonville, FL, United States

Reporting to the Vice President of Sales & Branch Operations, the Director of Sales is responsible for leading, developing and implementing sales plans and programs, both short and long range, to achieve the Company’s Strategic and Business Plans. Partners with the Marketing and Vendor Management teams to drive sales and achieve company goals, providing sales leadership to marketing and product manager team members. Responsibilities include increasing market size and share and increased penetration in current and potential new markets, customers, and product/customer segments through the execution of marketing and distribution programs and the development of sales plans. Owns the selling process across all customer segments.

Essential Job Function

Drive sales performance companywide including developing and implementing sales strategies, forecasting, establishing short and long-range goals to support the company’s sales and financial objectives, provides sales leadership for marketing plans and programs and partners with marketing leadership on sales initiatives.

Provide effective leadership, team motivation, training, and coaching of Sales and Branch management team members. Lead and manage roll out of sales programs and initiatives consistent with marketing plans. Lead product segmentation with focus on complex segments.

Working through the Branch Managers and Regional Managers, provides sales processes, structure, training, and support for the development, performance, and retention of high-performance sales (outside, inside and customer support) personnel that contribute to the attainment of the Company’s strategic goals and business plans.

Monitor and report on individual and branch level sales performance on a customer segment/customer and vendor segment/vendor basis and makes recommendations to adjust sales direction and initiatives to meet or exceed sales and profitability goals.

Builds, supports, and maintains key sales relationships focusing on large and strategic accounts and assisting Sales Team members with identifying, servicing, and supporting strategic accounts.

Owns the sales execution of the Johnstone Advantage value proposition for the organization and develops, delivers, trains, and maintains all associated sales processes, presentations, approaches, and structures. Responsible for the execution and monetization of the Johnstone Advantage.

Communicate and provide internal and external sales processes, structure and training to support Regional Managers and in developing, mentoring, and training Sales Team members.

Through internal/external resources maintain up-to-date understanding of industry trends and technical developments that affect target markets. Utilizes all available information to examine sales strategies and processes for alignment with the customer needs and wants, actively recommending changes and updating sales plans, processes, and structures to address.

Establish and maintain relationships with industry influencers, strategic key Suppliers and Vendors; provide support to key manufacturer representatives.

Present strategic plans and solutions to the Company leadership team.

Hire, develop, and manage assigned personnel.

Performs other responsibilities as assigned for the smooth and efficient operation of the organization.

Internal and External Relationships

Communicates directly and regularly across the organization including with executive leadership, Marketing, Purchasing and Vendor Management personnel, Regional, Branch and Account Managers. Meets regularly with Sales and Branch Management team members, and various members of marketing, purchasing, IT and human resources departments in order to achieve long-range and short-term goals.

Final Decision Maker

Recommends sales strategies and marketing plans for HVAC / R products and services. Researches and recommends external/internal programs that will provide education and training programs for the HVAC / R product lines and industry to the customers.

Education, Work Experience & Specialized Skills or Knowledge

Bachelor’s degree in business, marketing or related field required.

Eight or more years sales and marketing experience in multi-branch company.

Applicable industrial wholesale sales experience in HVAC/R, Plumbing, Electrical or MRO environments preferred.

Exemplary communication skills, written and verbal with ability to effectively present and deliver to a varied audience. Ability to communicate proficiently in English in all formats.

Minimum of four years’ experience managing a team of Sales professionals.

Ability to establish and maintain effective working relationships with internal/external business partners.

Ability to define problems, collect data, establish facts, and transfer valid conclusions into action plans.

Demonstrated ability to coordinate a high level of activity under a variety of conditions and constraints.

Proficient in Proficient with Microsoft 365 products including Excel, Outlook, Word, and PowerPoint, CR Physical Environment / Working Conditions

Typical office environment working conditions at Branch Support and Branch facilities to attend meetings and frequent on-site visits to individual store and warehouse operations that requires standing, walking and sitting for prolonged periods of time.

Requires the ability to climb stairs to get to second floor office complex. Visual acuity required for reading, producing reports or doing computer work for extended periods of time. Very limited physical exertion required in the course of daily activity. Auditory acuteness required to perform heavy volume of telephone and personal contacts on an individual, or group meeting level. High volume of personal business travel (automobile) of up to 80% on the local and state level.

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