Territory Development Representative – Sales and Delivery (Kankakee, IL Market)

Johnstone Supply | The Huestis-Meyers Group • Full-time • Crestwood, Illinois, United States • $50,000 - $62,000 / year • 2d ago

Company: Johnstone HMG Sales

Location (Base): Crestwood, IL

Territory Covered: Kankakee, IL and surrounding communities

Reports To: VP of Sales and Marketing

Job Type: Full-Time

Department: Sales / Market Development

About the Opportunity

Johnstone HMG Sales is expanding into the Crown Point, IN market and creating a brand-new, ground-floor role for someone who wants more than a driving job and more than a desk-bound sales job — this position is both.

As our Territory Development Representative, you will be the face of Johnstone HMG in the Crown Point market. Your job is to find and win new HVAC contractor customers, get them buying from us, and then personally deliver their orders — building lasting relationships and a reliable delivery routine throughout the territory. This is a market development role, not a standard delivery route. You'll operate with the independence of a small-business owner, backed by the training, product line, and support of an established regional distributor.

Position Summary

This is a hybrid outside sales / delivery role. You will spend part of your week prospecting and signing new HVAC/mechanical contractor accounts in the Crown Point area, and part of your week fulfilling and delivering their orders out of our Griffith, IN location. As the territory grows, your account list and delivery route grow with it.

Key Responsibilities

Market Development & New Account Sales

Identify, prospect, and open new accounts with HVAC contractors, mechanical contractors, and related trades throughout the Crown Point, IN market with no existing Johnstone HMG presence.
Conduct in-person cold calls, jobsite visits, and shop visits to introduce Johnstone HMG's product lines, pricing, and service model to contractors currently buying elsewhere.
Present equipment lines, parts, and supply offerings; explain manufacturer and utility rebate/incentive programs to help contractors win more business with their own customers.
Assess each contractor's buying needs (equipment brands, order volume, credit terms, delivery frequency) and structure the account relationship accordingly.
Negotiate and set up new accounts, including credit applications, pricing tiers, and delivery schedules, in coordination with sales leadership and credit/finance.
Build and manage a sales pipeline of prospects, opportunities, and new accounts using Proton AI CRM — logging every visit, call, and follow-up.

Delivery & Account Fulfillment

Personally deliver equipment, parts, and supplies to newly-won contractor accounts using a company-provided cargo van/box truck, operating out of the Griffith, IN location.
Pick, load, and verify orders against packing slips prior to departure; confirm accurate delivery, collect signatures/PODs, and process returns or will-calls as needed.
Maintain the delivery vehicle per company standards (pre/post-trip inspections, cleanliness, basic maintenance reporting) and comply with all applicable driving and safety regulations.
Serve as the customer's primary point of contact after the sale — resolving delivery issues, order discrepancies, and reorders on the spot to reinforce the relationship you built.

Reporting & Collaboration

Provide regular pipeline, account, and market-development updates to the VP of Sales and Marketing.
Represent Johnstone HMG professionally and consistently — this role is often a contractor's first and only impression of the company in a brand-new market.

Qualifications

Required

Valid driver's license with a clean motor vehicle record (MVR); ability to meet company/DOT driving requirements for a cargo van or box truck.
2+ years of experience in outside sales, business development, or account management, ideally B2B.
Comfortable operating independently in a new-market, no-existing-book role — self-starter with strong initiative and follow-through.
Ability to lift and carry equipment, parts, and supplies (up to 50–75 lbs) regularly and safely.
Strong interpersonal and consultative selling skills; comfortable in front of contractor owners, purchasing managers, and counter staff.
Willingness to travel daily throughout the Crown Point, IN territory and to/from the Griffith, IN base in all seasons/weather conditions.
Basic computer proficiency, including CRM data entry (Proton AI experience a plus) and Microsoft Office.

Preferred

Prior experience in HVAC, plumbing, electrical, or building-products distribution sales.
Familiarity with HVAC equipment lines, AHRI performance ratings, and manufacturer/utility rebate programs (or strong aptitude to learn quickly — product training provided).
Experience with route/delivery driving, pallet jack or hand-truck use, and basic warehouse/order-fulfillment procedures.
Familiarity with ServiceTitan or similar contractor field-service software, helpful for understanding customer workflows.
Prior experience growing a new sales territory from the ground up.

Physical Requirements

Regularly lift, carry, and maneuver HVAC equipment and supplies weighing up to 50–75 lbs, with occasional team-lift items exceeding that weight.
Ability to sit, drive, and operate a vehicle for extended periods throughout the workday.
Ability to load/unload a cargo van or box truck, including bending, climbing in/out of the cargo area, and working in varied outdoor/warehouse conditions.

Compensation & Benefits

Competitive base salary plus performance incentives tied to new account acquisition and territory revenue growth.
Company-provided delivery vehicle and fuel card.
Full benefits package, paid time off, and long-term career growth opportunities as the territory develops.

Equal Opportunity

Johnstone HMG Sales is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, v