Security Consultant -

Our client is a leading wholesale supplier to the heating, air conditioning, and refrigeration industry. They are privately owned and part of the largest wholesale cooperative in the nation, and currently rank as the #2 HVAC/R distributor in the United States.

• Develops a thorough knowledge base of customers in the territory. Conducts research to understand customer revenue potential, creditworthiness, business focus and operations, current supplier and manufacturer relationships, and other information pertinent to determining customer fit. Categorizes and prioritizes accounts while allocating time to highest priorities. Maps opportunities into territories/zones.
  
• Initiates contact with customers and develops relationships with influencers and decision makers. Questions, listens and observes to uncover customer needs.
  
• Takes a consultative approach to sales by proposing product and service programs that are linked to customer needs, while maintaining profitability metrics. Articulates the value of programs and services in terms of resolving customer needs and problems.
  
• Collaborates with customers to define next steps, and coaches customers through the buying process.
  
• Works with customers to plan and forecast sales. Participates with management in updating territory plans, forecasts and setting territory sales goals.
  
• Calls on customers on a regular basis to ask for feedback; review and adjust forecasts and programs as necessary; provide insights about the market, industry, supplier marketing programs, and other opportunities available for customers. Develops a trusted business advisor relationship with customers.
  
• Provides customer information to the branch team to help them support the customer. Communicates product and pricing programs, as well as specific things needed from each department to support customer commitments. Follows up to ensure internal departments are able to meet customer expectations. Proactively follows up on leads or issues uncovered by the branch team.
  
• Serves as the main point of contact to resolve customer issues or problems.
  
• inputs customer interactions into CRM tool. Analyzes customer sales, margins, share of wallet, buying behaviors, and Accounts Receivable.
  
• Provides reports to management on a regular basis.
  
• Monitors market conditions, product innovations, and competitors products, prices, and sales. Maintains knowledge of new and existing products and inventory by participating in training, studying Johnstone and industry catalogs and web sites, and seeking knowledge from sales manager and other knowledgeable sources.
  
• Serves as a representative of the company at trade association meetings, industry events, open houses, or other events at the customer s request.
  
  

Requirements

Four years of outside sales experience.

High School Diploma or G.E.D and minimum of two years related experience and/or training in the HVAC/R industry; OR equivalent combination of education and experience.

Preferred:

College degree in a relevant field (e.g. business).

Benefits

Lucrative Performance-based Compensation

Mileage Allowance

Strong benefit package

Retirement plan

Long term disability and life insurance program

Accidental death and dismemberment coverage

Continuing Education Assistance & In-house training opportunities