Regional Sales Manager

Regional Sales Manager

Lead from the field. Build momentum. Help HVAC contractors win.

Location: Central California Region — Bakersfield, Visalia, Fresno, Merced, Gilroy, SalinasCompany: Johnstone Supply — Orion Group 

Compensation: $130,000–$160,000 total comp: salary, commission, & bonus. Company car, benefits, and phantom stock opportunity.

The Opportunity

You know sales leadership is not about sitting in an office, reviewing reports, and hoping the team hits the number.

It is about being in the field.

It is riding with salespeople.Meeting customers.Helping close deals.Coaching through real opportunities.Creating urgency.Building trust.And turning potential into performance.

Johnstone Supply Orion Group is looking for a Regional Sales Manager to lead our Central Region sales team across Bakersfield, Visalia, Fresno, Merced, Gilroy, and Salinas.

This is not a maintenance role. This is a growth role.

The Central Region has strong existing markets, underdeveloped opportunities, and newer territories that need traction. The right leader will not wait for momentum. They will create it.

Your Mission

Your mission is to ensure the consistent execution of JSOG’s strategic sales and marketing plan so the Central Region sales team meets or exceeds its gross profit goals.

You will lead a team of Territory Managers, help them execute the sales process, build stronger customer relationships, close more business, and grow regional gross profit.

What You’ll Own

You will be accountable for:

• Driving Regional Territory Manager gross profit dollars to goal
• Leading, managing, developing, retaining, and holding Territory Managers accountable
• Coaching TMs in the field to improve sales execution, customer conversations, and deal follow-up
• Helping TMs close deals, overcome objections, and grow share of wallet
• Building relationships with key customers across the region
• Creating progress in newer and underdeveloped markets, especially where we have not yet reached our potential
• Translating the sales and marketing plan into consistent weekly execution
• Holding the team accountable to activity, pipeline, customer growth, and gross profit goals

What Success Looks Like

In your first 90 days, you will be expected to:

• Get into the field quickly and create visible momentum in priority markets
• Build trust and credibility with the Territory Manager team
• Establish a consistent coaching and accountability rhythm
• Identify the customers, opportunities, and behaviors that will move the region fastest
• Help the team improve follow-up, urgency, and execution

In your first year, success looks like:

• The Central Region is meeting or exceeding regional gross profit goals
• Territory Managers are clearer, sharper, and more consistent in their execution
• Priority markets are growing, not drifting
• Key customers see JSOG as a partner, not just a supplier
• The region has enough momentum to support future team growth

You’ll Thrive Here If

You are a field-first sales leader.

You like being close to the action. You would rather be in a truck with a Territory Manager, sitting across from a customer, or working through a live opportunity than managing from behind a desk.

You will likely love this role if:

• You are energized by coaching salespeople in real sales situations
• You can help a rep prepare for a call, handle objections, and close business
• You know how to balance encouragement with accountability
• You are comfortable walking into an underdeveloped market and figuring out how to win
• You build trust quickly with customers and salespeople
• You believe sales leadership requires both relationships and discipline
• You move fast, follow through, and do what you say you will do
• You care about helping people grow, not just hitting a number

This Probably Is Not for You If

This is not the right role if:

• You want to manage mostly from an office
• You need a fully built team and a clean territory before you can win
• You prefer talking strategy over helping salespeople execute
• You are uncomfortable being measured by gross profit growth
• You avoid direct coaching, hard conversations, or accountability
• You are looking for a slow-moving corporate environment with layers of approval

Experience That Helps

We are open to strong B2B sales leaders from outside HVAC, but you will need to learn fast.

The strongest candidates will have experience:

• Leading outside salespeople
• Coaching reps in the field
• Growing revenue, gross profit, or share of wallet
• Managing territories, pipeline, activity, and account plans
• Selling into contractors, trades, construction, distribution, industrial, building products, or similar markets
• Building relationships with both owners and frontline decision-makers

HVAC distribution or wholesale experience is a plus, but not required. What matters most is that you know how to lead salespeople, create field momentum, and help customers buy.

Why JSOG

Johnstone Supply Orion Group is a family-owned HVAC distribution business with 12 locations across Northern California and Nevada.

Our mission is simple:

Make it easy for HVAC contractors and professionals to do business.

We care about customers. We care about our people. We move fast. We solve problems. We believe in accountability, growth, and doing the right thing.

Our core values are:

• Team Player — Cover and Move
• Service Minded — We Care
• Driven — Get It Done
• Problem Solvers — Figure It Out
• Integrity — Do the Right Thing

If those values sound like how you already operate, you may fit here.

Compensation

This role includes:

• $130,000–$160,000 total comp: salary, commission, & bonus.
• Company car
• Benefits
• Phantom stock opportunity

The Invitation

If you are a field-first sales leader who knows how to coach salespeople, build customer trust, and create growth in a territory, we would like to talk.

You do not need to check every box.

But you do need to be hungry, hands-on, accountable, and ready to help build something.

Apply if you are ready to lead from the field and help the Central Region win.