Market Manager

Overview

Johnstone Supply, North America's leading wholesale distributor of HVACR equipment, parts, and supplies, has a great opportunity to join our team. Over the last seven decades, Johnstone has grown into a multi-billion-dollar industry leader with over 470 distributor branches and 6 distribution centers throughout North America. We work with some of the largest companies in the world, including Daikin/Goodman, Bosch, Copeland, Honeywell, Johnson Controls, and Fujitsu, to provide contractors with world-class products, technical expertise, and quality service.

Now is the best time to join Johnstone Supply
. Relationship-building is the key to our success, and it shows in everything we do. The Power of Johnstone is everyone who works with us. Our customers, our partners, and our people.
Johnstone is growing, and so can you.

Responsibilities

The Market Manager is responsible for providing the strategic direction of sales and business operations within a defined geographic, multi-branch operation. This includes setting aggressive market and branch sales goals and the active direction setting and management of all operations for internal and external sales teams and warehousing activities. The Market Manager works through her/his direct subordinates which includes outside sales Territory Managers, Branch Managers and select other positions. The development of the business culture and operational readiness of the market as a whole and each individual branch operation falls under the purview and responsibility of the Market Manager. The Market Manager has responsibility to reach P&L goals set for the entire market and each entity within it. The Market Manager makes formal recommendations for overall market and individual branch goals and objectives to ensure market share, profitability, productivity, and marketing initiatives are in sync with Johnstone’s long and short-term goals and with the overall Johnstone mission.

Essential Job Function

s: • Creates a business culture within the market of superior customer service that exceeds the customer’s expectations with every visit to a local Johnstone branch. • Works in conjunction with outside sales Territory Managers and Branch Managers to forecast and determine customer needs. Ensure branch operations and the warehouses are appropriately staffed, trained and in a readiness mode to meet customer’s needs. • Ensures outside sales and inside sales are knowledgeable of and ready to support established sales programs, hot deals and special marketing promotions in order to attain or exceed sales budgets and profitability. • Provides information regarding customer buying habits and needs to the executive team on a regular basis. • Visits key account decision makers and principles with the outside Territory Managers to sell special sales and marketing programs in order to enhance “win-win” partnerships between customers and Johnstone designed to foster long-term commitments and continued business. • Holds Branch Managers accountable to ensure all branches within the market are well maintained, clean, organized, staff that is well trained and ready to service customers, and that the appearance of the showroom facilitates sales through excellent merchandising of the breadth and depth of our HVAC/R product line. • Resolves customer complaints and disputes in a timely, professional manner if such situations escalate beyond the Branch Manager level. • Managing Market Operations: Reviews and analyzes business reports daily, by market and by branch, for the purpose of identifying sales by market segment, by customer, by product category etc. in order to spot trends which can be forecasted against inventory levels to ensure our readiness to meet customer’s needs. • Establishes, communicates and models performance expectations for outside sales Territory Managers, Branch Managers and other subordinate team members. • Ensures expectations are met by monitoring various business application reports, gathering feedback from customers, observing performance and taking corrective action or rewarding employees as necessary. • Ensures all employees receive formal performance reviews on an annual basis, as well as informal coaching throughout the year. • Monitors and analyzes the monthly P&L and scorecard reports and discusses these results monthly with the outside sales Territory Managers and Branch Managers to ensure their understanding of the financial results achieved and actions necessary prospectively to achieve or exceed budgets in the next financial period. • Attends and supports monthly branch staff meetings to ensure each branch leadership team is up-to-date and knowledgeable regarding their branch operations and its effect on the market and the company as a whole. • Requires branches to hold branch department meetings at least monthly to keep all team members informed of business conditions and challenges. • Safeguards company assets by ensuring compliance at the branch level with all company employment policies, and applicable state and federal employment laws against frivolous litigation by actively supporting a culture of mutual respect and teamwork. • Establishes formal recommendations, in conjunction with the Branch Manager, for the annual sales and profitability goals for each branch and for the market. • Develops and implements operating plans, staffing requirements and budgets to meet those goals. • Regularly monitors performance against goals and takes corrective action where necessary. • Regularly monitors product pricing to ensure profitability targets are met or exceeded by reviewing costs, pricing decisions and coaching Branch Managers to recommend to management. • Monitors branch operational costs and staffing levels are in sync with business levels to ensure overall branch profitability. • Ensures the Head of Operations & Sales is kept up-to-date and knowledgeable regarding branch and market operations challenges and opportunities by continually supplying information and status reports. • Supports and works with branch management and human resources to ensure each branch has achieved its required staffing targets and training requirements in order to service customer needs. • Requires branch operational management to comply with established processes and guidelines in attaining staffing and training needs. • Actively supports the provision of safe working environments at each branch by the: communication of safety rules and procedures; observance and coaching of employees ensuring compliance of safety rules; removal of safety obstacles; compliance with all governmental regulations including OSHA, worker’s compensation, fire, and MSDS; and recommending appropriate funding to ensure all equipment is maintained and operated in a safe manner including the training and certifications of employees designated to operate equipment. • Performs special projects under the direction of the Head of Operations & Sales or a senior team executive, as requested. • Other duties as assigned

Internal Relationships

Purchasing staff, human resources staff, product managers, outside sales territory managers, senior leadership team, branch support managers, branch and inside sales manager & team, warehouse manager & team, accounts receivable team.

External Relationships: Vendors, suppliers, logistics personnel, Johnstone corp personnel, and customers.
Final Decision Maker:

Works independently within internal process and seeks appropriate approval from Director of Operations. The Market Manager has significant latitude in recommending overall strategic direction and decision making within the breadth and scope of his / her daily responsibilities for the market as well as for each branch within that market. They have responsibility to reach P&L goals set for the entire market and each entity within it. Market Managers recommend the long- and short-term business strategy, sales objectives, budgets and operational pro