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Area Manager

Johnston North America

This is a Full-time position in Dallas-Fort Worth, TX posted June 10, 2021.

Position Summary:
To sell and promote Johnston North America?s (JNA) products to prospective end users. The Area Manager will be assigned an area of primary sales responsibility and is the primary contact between the company and its prospective and current end users in that area. The individual is expected to apply sound business practices to those areas not specifically covered by standard company policies, practices and procedures.
Primary Duties and Responsibilities:

  • To create a positive selling attitude toward the company’s products in their APSR.
  • Has a proven system and approach to prospecting and closing sales.
  • Can demonstrate effective selling methodologies to accelerate the sales cycle.
  • Can demonstrate a strong proclivity for planning and execution.
  • Map each end user?s organizational and operational structures and make suggestions for improvement.
  • Maintain product, application and competitive knowledge to present all in three dimensions. Area Manager should be able to successfully conduct product presentations as well as operate all Johnston North America products.
  • Establish personal relationships with major and fleet customers/end users within their assigned Area of Primary Sales Responsibility (APSR).
  • Participation in JNA sponsored events including but not limited to: sales training, meetings, new product launches, etc.
  • Maintain a list of demo assets in regards to their operative capability and cleanliness.
  • Conduct area demo tours regularly.
  • Attend and coordinate state and local trade shows.
  • Assist Regional Sales Manager with sales activity in Area of Primary Sales Responsibility (APSR).
  • Recommend product changes as well as new product ideas.
  • Participate in new product evaluations as necessary.
  • Submission of monthly accomplishment report including a rolling 90 day forecast for new business.
  • Submission of expense reports on a timely basis.
  • Develop and maintain competitive manufacturers’ profiles and report on their activity each month. Profile and contact competitive dealers within your APSR. Perform competitive drive-by for competitive manufacturers and dealers within your APSR.
  • Ensure that all business conducted in the area is consistent with the company’s mission statement and standard of ethical practices.
  • Recommend potential sales and promotional ideas to the Marketing Department.
  • Assist Regional Sales Manager along with the Finance Department on issues of credit and collections as required.
  • Report won, lost or pending sales through appropriate reporting system designed for this function.
  • Assure timely follow up on company provided sales leads and ensure that status is updated into designated CRM program.
  • Maintain accurate scheduling of sales calls and activities in both Outlook calendar and company endorsed CRM software.
  • Successful candidate must live in, or be willing to relocate to this APSR.
  • Perform other duties, assignments, and special projects as assigned.

Position Requirements:

  • Bachelor’s Degree preferred.
  • Minimum 3 to 5 years sales experience with capital goods/construction equipment or whole goods products.
  • Proven mechanical aptitude and ability to demonstrate understanding of mechanical products.
  • Possesses or has ability to obtain Commercial Driver’s License.
  • Good communication skills, a high degree of initiative, enthusiasm and sound decision making skills.
  • Ability to travel up to 80% of work time to as dictated by Area of Primary Sales Responsibility ( APSR).

Successful candidate must live in, or be willing to relocate to this Area of Primary Sales Responsibility (APSR).

Job Type: Full-time


  • Outside Sales: 3 years (Required)
  • Construction Equipment Sales: 3 years (Required)
  • Capital Equipment Sales: 3 years (Required)


  • Bachelor’s (Required)