Distributor Relationship Manager

Johnstone Supply, North Americas leading wholesale distributor of HVACR equipment, parts, and supplies has a great opportunity for a Distributor Relationship Manager to join our team. Over the last seven decades Johnstone has grown into the industry leader with over 450 distributor branches and 6 distribution centers throughout North America resulting in over $4 billion in annual sales. We work with some of the largest companies in the world, including Daikin/Goodman, Honeywell, Emerson, Johnson Controls, Google and Fujitsu, to provide contractors with world class products, technical expertise and quality service.

As a member of the Business Development team, the Distributor Relationship Manager (DRM) serves as a critical link between Johnstone Supply and Johnstone Services Team (JST) and our Distributor partners in the field. This role builds and sustains strategic relationships to support alignment and Distributor experience while enabling accelerated business growth.

The DRM develops a deep understanding of each Distributor’s business model, market strategy, and operational challenges to deliver tailored solutions to foster long-term loyalty. Because our Distributors are located nationally, this role requires 30% - 50% travel.

Position responsibilities:

• Builds and maintains long-term, trusted advisor relationships with Distributors, earning credibility through consistent support, insight, and results to promote the adoption of tools, programs, initiatives and improve Distributor satisfaction scores.
• Becomes the JST expert on assigned Distributors to understand their structure, market approach, strategic priorities, and opportunities for improvement resulting in tailored strategies that increase market penetration and revenue growth.
• Visits Distributors and communicates regularly, providing clear visit summaries, documenting action items, and ensuring timely follow-up to enhance transparency, and strengthen trust in Johnstone Supply’s partnership model.
• Recognizes and shares Distributor success stories for broader organizational learning, awards, and publications to foster a culture of excellence, inspire peer learning, and amplify JST’s reputation as a collaborative growth partner.
• Reviews Distributor strategic planning, including market expansion, product diversification, and acquisition opportunities. Challenge status quo thinking to drive new revenue channels, competitive differentiation, and measurable business growth across Distributor territories.
• Facilitates quarterly Distributor Cohort groups to exchange ideas, address challenges, and explore growth strategies to foster collaboration, share actionable insights, and accelerate adoption of best practices that improve collective performance.
• Advocates for Distributors internally, ensuring their needs and perspectives are considered in decision-making to promote stronger alignment between field operations and corporate strategy, resulting in improved Distributor satisfaction and engagement.
• Collaborates with internal stakeholders to prioritize impactful products, services, and resources to ensure JST delivers high-value solutions that meet Distributor demand and enhance market competitiveness.
• Identifies and cultivates new Distributor opportunities through networking and market awareness to expand JST’s market presence and strengthens its strategic footprint in key growth regions.
• Serves as the onboarding liaison, ensuring smooth transitions, clear communication, and timely execution of deliverables.
• Maintains a deep knowledge of the Distribution Agreement, franchise requirements, and JS Manuals, and proactively address non-compliance issues and work collaboratively on solutions to ensure contractual compliance, and fosters cooperative resolution of issues.

Position requirements:

• Bachelor’s degree (B.S./B.A) from a 4-year college or university preferred; At least 10 years of experience in distributor relations, vendor management, business development, trade marketing, or a related field; or equivalent combination of education and experience.
• Strong business acumen with demonstrated ability to interpret financial statements, assess profitability, and identify revenue growth opportunities.
• Ability to perform market analysis, benchmarking, and the use of data insights to inform Distributor strategy and performance improvement.
• Advanced proficiency in Microsoft Office Suite (Excel, PowerPoint, Word) and familiarity with CRM, ERP, and business intelligence tools,
• Understanding of distribution channel economics, franchise models, and wholesale operations.
• Knowledge of compliance requirements related to franchise agreements, business operations, and Distributor governance.
• Ability to synthesize complex data sets into actionable recommendations that improve Distributor efficiency, profitability, and alignment.
• Ability to apply project management skills: establishing objectives, timelines, and deadlines; action planning to meet deadlines; evaluating project status compared to objectives.
• Ability to apply problem-solving skills: listening to, interpreting, and meeting the needs of others; diagnosing and rectifying problems.
• Ability to apply organization skills: developing and using systems for organizing and keeping track of information and prioritizing multiple tasks.
• Ability to design, implement, and manage relationship management frameworks that drive consistent Distributor engagement and measurable outcomes.
• Ability to conduct operational assessments, identifying performance gaps, and implementing targeted improvement initiatives.
• Experience facilitating strategic planning sessions, business reviews, and cross-functional collaboration forums (e.g., Distributor Cohorts, leadership summits).
• Ability to interpret and apply Distribution Agreement provisions, ensuring compliance and risk mitigation.
• Skill in facilitating open lines of communication with Distributor Partners, employees, and upper-level management.
• Ability to listen to others to identify needs or concerns; Ability to demonstrate considerable tact and diplomacy in dealing with others.

Johnstone Supply is strongly interested in hiring a great candidate that exhibits work behaviors & values that are conducive to building and maintaining a strong and effective company culture. These behaviors include:

• Safety: Always prioritizes safety, both at work and at home, while ensuring those who work for you work safely.
• Customer Focused: Take the perspective of those we serve, anticipate their needs, and responding quickly.
• One Team: We win together by collaborating with each other, focusing on the common goal, and leveraging the strengths of the team.
• Own It: Take the initiative, act with a sense of urgency and pride, do things right the first time, and always act with integrity.
• Innovate: Embrace and create change that drives continuous improvement and customer-valued solutions.

Johnstone offers a competitive wage and benefits that include medical, dental, vision, life, LTD, 401(k) with company match, and PTO after 90 days. Our commitment to continuous improvement & investment in our people is only matched by our commitment to superior customer experience. If you are ready to take the next step in your career, apply now.

Visit our website https://www.johnstonesupply.com/our-history for more information about our growing company.

EOE & E-Verify Participating Employer.