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Commercial HVAC Territory Manager

Join a Team Where People Win

At Johnstone Supply | The Huestis-Meyers Group, we combine the strength of a nationally recognized HVACR distribution leader with the culture, flexibility, and entrepreneurial spirit of a locally owned company. As part of the Johnstone Supply cooperative, we have access to industry-leading products, resources, and training while maintaining a strong commitment to our employees, customers, and communities.

We are driven by our core values:

• Make Their Day
• Make the Team Better
• Make It Happen

If you're a relationship-focused sales professional who thrives on building business, solving customer challenges, and driving growth, we want to hear from you.

Position Summary

The Commercial HVAC Territory Manager is responsible for driving profitable sales growth and expanding market share within an assigned territory. This role focuses on developing strategic relationships with commercial contractors, property managers, building owners, facility directors, engineers, developers, and other key decision-makers involved in commercial HVAC projects.

The ideal candidate is a self-motivated sales professional with strong HVAC industry knowledge, exceptional relationship-building skills, and a proven ability to identify opportunities, influence specifications, and close complex commercial projects.

Key Responsibilities

Business Development

• Identify, pursue, and secure new commercial HVAC opportunities within assigned markets and territories.
• Develop and execute strategic territory plans to achieve sales, margin, and growth objectives.
• Build strong relationships with commercial contractors, developers, building owners, property management firms, facility managers, and consulting engineers.
• Actively prospect and generate new business through customer visits, networking, referrals, and industry events.

Sales & Project Management

• Promote and sell commercial HVAC equipment, controls, indoor air quality solutions, and related products.
• Collaborate with engineering, estimating, and technical teams to develop customized customer solutions.
• Prepare proposals, quotations, bids, and project submittals for commercial projects.
• Influence product specifications and assist customers throughout the project lifecycle.
• Negotiate pricing, terms, and project requirements while maintaining profitability goals.

Account Management

• Manage and grow a portfolio of existing commercial accounts.
• Maintain regular contact with key customers to strengthen relationships and identify future opportunities.
• Provide exceptional customer support from project conception through installation and warranty support.
• Resolve customer concerns proactively and ensure a positive customer experience.

Market Development

• Monitor industry trends, competitive activity, emerging technologies, and market opportunities.
• Stay informed on energy efficiency standards, sustainability initiatives, and evolving building regulations.
• Participate in industry associations, trade shows, customer events, and networking opportunities to increase market presence and brand awareness.
• Serve as a trusted advisor and industry resource for customers and partners.

Qualifications

Required

• Minimum of 5 years of commercial HVAC sales, mechanical systems sales, or related building systems experience.
• Demonstrated success developing new business and growing commercial accounts.
• Strong understanding of HVAC equipment, mechanical systems, controls, and commercial construction processes.
• Excellent communication, presentation, negotiation, and relationship-building skills.
• Ability to work independently, prioritize activities, and consistently achieve sales goals.
• Valid driver's license and ability to travel throughout assigned territory.

Preferred

• Existing relationships with commercial contractors, developers, property management firms, MEP engineers, and facility management organizations.
• Experience selling into high-rise, institutional, healthcare, education, industrial, or large commercial facilities.
• Technical background in HVAC design, mechanical engineering, or related disciplines.
• Familiarity with LEED, Energy Star, building automation systems, and sustainability initiatives.
• Experience with design-build projects and long-cycle capital equipment sales.

Why Join Johnstone Supply?

We believe that our people are our greatest competitive advantage. When you join Johnstone Supply | The Huestis-Meyers Group, you'll receive the support, training, and resources needed to build a successful career while helping customers solve complex HVAC challenges.

Benefits

• Blue Cross Blue Shield Health Insurance
• Dental, Vision, and Ancillary Benefits through Mutual of Omaha
• Employer-Paid Life Insurance ($50,000)
• Employer-Paid Long-Term Disability
• 6 Paid Holidays
• Up to 18 Days of Paid Vacation and Sick Time
• 401(k) with Company Match
• Johnstone University Online Training
• Johnstone University Instructor-Led Training
• Career Advancement Opportunities

Work Location: In Person

Industry Experience Required: HVAC/R Sales - 5+ Years

Join a company where your success matters, your contributions are valued, and your opportunities for growth are unlimited.