Vice President of Sales

Company Overview

Johnstone Supply stands as North America's premier wholesale distributor specializing in HVACR equipment, parts, and supplies. With over seventy years of experience, the company has expanded into a multi-billion-dollar enterprise featuring more than 470 distributor branches and six distribution centers across North America. Johnstone Supply partners with major industry leaders such as Daikin/Goodman, Bosch, Copeland, Honeywell, Johnson Controls, and Fujitsu, delivering top-tier products, technical knowledge, and outstanding service to contractors.

Role Summary

We are seeking an experienced Vice President of Sales to lead all sales operations company-wide, emphasizing support for the Company-Owned Store (COS) groups. This executive will spearhead revenue enhancement, profit growth, EBITDA outcomes, and customer loyalty efforts.

Key Responsibilities

• Provide strategic sales leadership and guidance across all sales functions, driving revenue, gross profit, EBITDA, and customer retention metrics.
• Formulate long-term and short-term business strategies, sales targets, and budgets, collaborating closely with COS senior leadership to determine sales direction and market strategies.
• Oversee company-wide revenue growth through the development and execution of sales strategies, plans, budgets, and performance metrics.
• Collaborate with Operations and Logistics leaders to ensure alignment of demand, capacity, and cost structures.
• Work jointly with Marketing and Vendor Management teams to maintain market share, profitability, and campaign alignment with overall business goals.
• Lead the design and implementation of sales plans and programs to support strategic business objectives.
• Drive sales performance by developing sales strategies, forecasting, establishing goals, and working alongside marketing leadership on initiatives.
• Support COS leaders and sales managers by refining sales processes, providing training, and fostering high-performing sales teams among outside, inside, and customer support personnel.
• Recommend innovative sales and marketing strategies for HVACR products, including educational and training programs for customers.
• Deliver strong leadership, motivation, and coaching to sales teams; manage rollouts of sales programs consistent with marketing approaches and support complex product segmentation.
• Monitor and analyze sales performance by customer and vendor segments; work with local sales leaders to adjust strategies and meet financial targets.
• Develop and maintain key relationships with large and strategic accounts and assist COS sales teams in servicing these accounts.
• Own the execution of the company’s sales value proposition, including development and maintenance of sales processes, presentations, and structures.
• Provide comprehensive sales training and communication to COS teams to aid in the development of sales talent.
• Maintain current knowledge of industry trends and technical developments, adjusting sales strategies accordingly.
• Build and sustain relationships with industry influencers, suppliers, vendors, and manufacturer representatives.
• Present strategic plans and solutions to senior leadership.

Qualifications

• Bachelor’s degree in marketing, business, or a related discipline is required.
• A minimum of fifteen years of advancing sales leadership experience, preferably within multi-site B2B distribution or related sectors.
• At least ten years of managerial experience over teams, ideally in multi-state environments.
• Experience in the HVACR industry is highly preferred.
• Valid driver’s license and insurability to travel across COS territories.
• Proficient knowledge of sales and marketing methodologies aimed at stimulating sales growth.
• Competent in crafting sales strategies, budgets, forecasts, and KPI frameworks, overseeing execution via direct and indirect personnel.
• Strong ability to build effective working partnerships both internally and externally.
• Skilled in managing multiple complex priorities in performance-focused settings.
• Outstanding communicator capable of influencing and engaging diverse audiences in various formats.
• Knowledgeable in human resource management including training, delegation, coaching, and evaluation.
• Deep understanding of HVACR industry, contractor needs, and product applications.
• Experienced in analyzing and interpreting P&L and financial reports.
• Advanced skills in PC applications and business software like Excel, ERP, CRM, Business Intelligence tools.
• Strong problem-solving capabilities with active listening and diagnostic skills.
• Excellent writing skills for reports, correspondence, procedures, and marketing materials.
• English language proficiency is essential; multilingual abilities are a plus.

Physical Requirements and Travel

The role involves frequent sitting, hand use, reaching, and effective verbal communication. Occasional standing, walking, and light lifting (up to 10 pounds) are required. Close vision is necessary. Extensive travel within multiple locations, often requiring overnight stays for site visits, meetings, training, trade shows, and similar events, is expected.

Company Core Values

• Safety: Commitment to personal and team safety both at work and home.
• Customer Focused: Anticipate and swiftly respond to customer needs.
• One Team: Collaborate to achieve shared goals leveraging collective strengths.
• Own It: Act with initiative, urgency, integrity, and take pride in first-time quality execution.
• Innovate: Encourage and implement change for continuous improvement and customer-centric solutions.

Benefits Overview

• Competitive Paid Time Off (PTO).
• Safe Harbor 401(k) plan with 100% employer match up to 5% of base pay plus immediate vesting.
• Paid holiday recognition covering 7.5 holidays annually.
• Paid parental bonding leave.
• Employer-supported medical, dental, and vision insurance plans.
• Life insurance and short-term disability coverage paid by employer.
• Optional long-term disability, accident, critical illness, and hospital indemnity insurance.
• 24/7 virtual care and telehealth access.
• Health Savings Account (HSA) with company contributions and flexible spending accounts (FSA).
• Wellbeing programs offering lower medical costs.
• Employee Assistance Program (EAP) for employees and families.
• Tuition reimbursement opportunities.
• Employee referral bonus incentives.
• Recognition programs for service milestones.

Johnstone Supply values investing in employee success and continuous improvement while maintaining exemplary customer experience standards. We are an Equal Opportunity Employer and participate in E-Verify.