The Business Development Representative is a highly motivated self-starter who operates within a specified region or major geographical area responsible for selling the Johnstone Advantage, a combination of our services and products. This role is critical to the organization’s overall success achieving and exceeding company expectations by utilizing, creating, and maintaining strong, long-lasting relationships, actively seeking new business partnerships and opportunities, and aligning the customers’ needs with the services and products that Johnstone offers consistent with the goal of helping customers to Save Time and Make Money. 

Essential Job Function

1. Prospect target accounts by executing sales strategy, initiating contact with potential customers, identifying customer needs while working alongside Branch and Account Management, presenting the Johnstone Advantage value solutions and products that meet the identified needs. Includes but is not limited to:

• Update and maintain customer information utilizing company CRM and other tools.
• Assist in development of and support implementation of business plan initiatives.
• Track key account metrics and customer activity. Forecast trends and analyze relative sales data using company and market resources to prepare sales reports and make recommendations to Sales leadership.
• Align customer needs with services available through Johnstone Advantage (e.g., inventory, customer service, warranty, ecommerce, delivery, etc.
• In conjunction with Sales and Marketing teams, recommend, support, and implement market strategies and goals for products and services targeted toward new markets and customers to achieve company’s goals and objectives.

2.Initiate new accounts and assist with development of existing accounts, working with Account Management and sales leadership to align with sales and business plans ensuring targeted accounts understand the marketing and promotional programs such as:

• Johnstone Advantage
• Company-wide promotions
• Hot deals
• Push of Regional Flyers
• Communication of “Manager’s Specials”

3. Maintain up-to-date understanding of industry and market trends including technical developments that may affect target markets.

4. Prospect accounts in support of branch and regional growth targets by creating goals, forecasts per account, following up on leads, qualifying leads, and monitoring sales activity. Ensure positive customer transition to appropriate Account or Branch Manager and support as needed during first ninety days.

5. Collaborate with Regional Manager, Account Managers and Sales leadership to develop and implement a sales plan that identifies and accomplishes recruitment and handoff of profitable customers consistent with Company targets and goals.

6. Deliver sales presentations following recruitment sales plans. Close sales in a professional and effective manner consistent with company Sales strategies and methods.

7. Monitor competitor products, sales, and marketing activities.

8. Participates in Marketing, Sales and other meetings as assigned; provide customer and product data and report on potential Sales opportunities in assigned market. 

9. Develop and maintain communications in a cooperative and professional manner with all levels of staff and customers. 

10. Establish and maintain a consistent company image throughout all product lines, promotional materials, and events. 

11. Regularly communicate information to new customers - and support Account Managers with communication to new customers - regarding promotions, warranty, price books, new product launches, product changes and other company initiatives and resources. 

12. Performs other duties as assigned and assists with any other projects, as needed, that will further the Ware Group’s business objectives.

Internal Relationships

Develops and maintains relationships with Account Managers, Market Managers and Branch personnel to provide a collaborative approach that addresses the contractors’ needs ultimately gaining commitment for partnership with the Ware Group. Regularly interfaces, communicates, and provides sales and industry knowledge to the Regional Manager, Market Managers, Branch Managers, and Branch Sales Teams.

External Relationships

Communicates, confers, and follows up with potential customers. Occasionally interfaces with members of Branch Support and Johnstone Supply corporate personnel. Coordinates price discussions between potential customers and appropriate company personnel.

Final Decision Maker

Decision making is limited to the use of prescribed guidelines, programs, and practices and recommendations are made to local, regional and Branch Support leadership for final decision.

Education, Work Experience & Specialized Skills, or Knowledge

• High school diploma or equivalent required; bachelor’s degree in business, sales, marketing, or related field preferred.
• Minimum of one to three years related professional sales experience and/or combination of Johnstone Supply inside sales or customer support experience required.
• Must have strong communication skills, a strong work ethic, high energy, enthusiasm, a passion for sales with ability to work in a team environment.
• Excellent brand ambassador with strong listening and professional customer engagement skills.
• HVAC/R industry experience preferred; prior experience in marketing or wholesale sales a plus.
• Excellent communication skills with ability to communicate proficiently in English in both verbal and written forms; must possess excellent presentation, phone, and face to face communication skills; bilingual/strong proficiency in Spanish preferred.
• Proficiency with PC applications including the full suite of products within the Microsoft Office Suite of Products; prior CRM experience preferred. Strength in digital and multi-media formats (e.g. CRM, E-Commerce, Apps, Solutions Interface, Online Training Presentation and Communication) required.

Physical Environment / Working Conditions

Typical office environment with standard working conditions in assigned branch locations that requires standing, walking and sitting for prolonged periods of time. Visual acuity required for reading, producing reports, or doing computer work for extended periods of time. Limited, but some physical exertion and dexterity required in the course of daily activity that may require the ability to climb stairs, walking from place to place in a standard office environment, occasionally lifting or carrying supplies, books, etc. Auditory acuteness required to perform heavy volume of telephone and personal contacts on an individual and group meeting level. High volume of personal business travel (automobile, primarily in assigned geographic markets) of up to 50% on the local and state level.