Johnstone Supply is a leading wholesale distributor for multiple leading brands of HVAC/R equipment, parts and supplies available and in-stock at local branches. With Johnstone, you can stay current on product and technology changes, in addition to programs that make it easy for the contractor.

Industry: Wholesale
Company Size: 51-200 employees

Johnstone Supply, The Orion Group

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Vice President of Sales & MarketingJohnstone Supply Orion Group | Fresno, CA

This is not a polished-machine VP role. This is a builder’s seat.

Johnstone Supply Orion Group is looking for a VP of Sales & Marketing to help lead the next stage of growth. We are a family-owned, entrepreneurial HVACR distributor with a clear purpose: make it easy for HVAC professionals to do business.

We are not hiring a corporate title. We are looking for a builder, a leader of leaders, and a strategic sales operator who can grow market share, create accountability, develop people, strengthen our brand, and turn big goals into disciplined execution.

This role joins JSOG during a meaningful build and transition phase. That is the opportunity. That is also the challenge.

We have strong people, loyal customers, a powerful Johnstone Supply brand, markets where we should be winning more, and a long-term growth vision. We also have work to do. Sales and marketing systems need to mature. Market share growth needs to become more intentional. Team structure needs to evolve. Accountability needs to sharpen.

If you need everything buttoned up before you can lead, this probably is not your seat. If you are energized by building the plan, aligning the team, getting in the field, coaching leaders, creating process, and helping a family-owned company become the clear HVAC distributor of choice in its markets, we should talk.

Who We Are

JSOG is part of the Johnstone Supply network. Locally, we are family-owned and operate with the speed, care, and personal responsibility of an entrepreneurial business.

Our core values:• Team Player — Cover and Move

• Service Minded — We Care

• Driven — Get Shit Done

• Problem Solvers — Figure Shit Out

• Integrity — Do the Right Thing

Our decision filter:• Is it good for the customer?

• Is it good for JSOG?

• Are you willing to be accountable for the decision?

The Mission

Develop and ensure the consistent execution of the strategic sales and marketing plan to meet or exceed company goals.

Most critical outcome: **Gross Profit Dollars to Goal. **

This is a growth role, a market share role, a leadership role, and an execution role. Sales growth without profitable gross profit growth is not enough. Activity without accountability is not enough. Relationships without process are not enough.

What You Will Own

1. Profitable Market Share Growth

You will understand our markets, customers, competitors, product categories, vendor partners, branch network, and growth opportunities, then turn that understanding into a clear strategy the team can execute.

You will help answer:• Where should we be winning that we are not winning today?

• Which customers and markets deserve more focus?

• How do we know whether our plan actually gets us to the goal?

• Where are we relying too much on personality, history, or hustle instead of repeatable process?

2. Leadership Through Others

This is not a “best salesperson in the company” role.

You must be a skilled and credible salesperson, but the real requirement is bigger than that. You must achieve through others. You must be a leader of leaders.

We are looking for someone who has led managers or sales leaders before, not just individual contributors.

We need someone who improves team performance through coaching, clear expectations, inspection, feedback, and consequences.

The wrong person will try to personally save the day. The right person will build a team that wins without needing a hero.

3. Process Discipline

JSOG has strong relationships and a strong service culture. That is a strength. But relationships alone are not a strategy.

The next stage of growth requires better process discipline: target customer definition, account segmentation, pipeline management, market plans, campaign execution, brand alignment, performance metrics, customer retention, new customer acquisition, and ROI measurement.

We do not need corporate sludge. We need useful process, practical tools, clarity, accountability, and a system that helps good people perform at a higher level.

4. Brand, Customer, and Partner Alignment

This role is not just Sales. It is Sales and Marketing.

You will own brand identity, integrity, and alignment. JSOG’s brand is the promise customers experience when they call us, walk into a branch, attend training, receive a delivery, work with a Territory Manager, deal with a problem, or choose us over a competitor.

We want to be known as the distributor that makes it easy for HVAC professionals to do business.

Marketing must help drive customer activation, retention, account growth, vendor alignment, category growth, and market share.

The Kind of Leader Who Will Thrive Here

You think like an owner. Gross profit dollars fund the business, and you understand how sales strategy, pricing, margin, cost to serve, team structure, inventory, branch operations, vendor programs, and customer mix affect the P&L.

You are strategic, but you execute. You can create a strategy using long-term vision, financial baselines, market realities, customer opportunities, and team capabilities. Then you turn that strategy into disciplined action.

You are a credible sales leader. You understand customers, deals, value creation, contractor relationships, market development, and how to win.

You are a true leader of leaders. You create accountability without becoming a tyrant. You care about people without lowering the standard. You do not avoid tough conversations. You do not confuse being liked with being trusted.

You collaborate across the business. A Sales and Marketing leader who cannot partner with Operations or Finance will fail here. A leader who builds a silo will fail here.

You use data, but you are not trapped by it. You use data to make better decisions, then go into the field and test whether the data matches reality.

Please Do Not Apply If…

Do not apply if you are a brand-only marketer, a relationship seller without process discipline, a corporate suit who needs slow processes and perfect information, a silo builder, a hero leader, or an excuse maker.

Markets get hard. Customers change. Competitors get aggressive. Internal friction happens. Plans miss. The right leader owns the result, tells the truth, adjusts the plan, and leads forward.

Experience and Capabilities

Strong candidates will bring many of the following:• Proven sales leadership experience, ideally in distribution, building products, HVACR, industrial, construction, contractor-facing, or another B2B environment.

• Experience leading through other leaders, not just managing individual contributors.

• A track record of profitable sales growth and market share expansion.

• Experience building and executing sales strategy, not merely receiving a target and pushing it down to the team.

• Strong business acumen and comfort with P&L thinking.

• Experience creating disciplined sales processes, metrics, pipeline reviews, account planning, and performance rhythms.

• Ability to partner with Marketing and ensure marketing activity supports sales outcomes.

• Experience developing managers, coaching salespeople, and building high-performance teams.

• Strong executive presence with customers, vendors, peers, and ownership.

• Willingness to be hands-on and field-present.

• Comfort operating in an entrepreneurial, family-owned, growth-oriented company.

• Humility, curiosity, bias for action, and high accountability.

Travel, Location, and Presence

This is not a remote leadership role. Presence matters here.

The VP of Sales & Marketing must be close enough to our core markets to lead visibly, spend time with the team, visit branches, engage customers, and understand what is really happening in the field.

Relocation or regular presence near our core Northern California market is expected. Travel across our branch footprint will be required.

CompensationBase salary: **$200,000-$250,000 **

Performance-based incentive opportunity: **$25,000 -$75,000 **

Vehicle / travel support: **Company Vehicle **

Long-term incentive / ownership-like opportunity: **Participate in our Long-Term Incentive Plan - phantom equity **

The Invitation

If you are looking for a safe corporate VP title, this probably is not it. If you are looking for a remote strategy role, this is not it. If you want to inherit a machine and simply keep it running, this is not it.

But if you are a builder, if you know how to lead through leaders, if you can create a sales strategy and make sure it gets executed, if you understand that gross profit dollars fund the business, if you can build a high-care, high-accountability team, and if you are energized by helping a family-owned company grow into its next stage, then we should talk.

Johnstone Supply Orion Group is ready for the next level. We are looking for the leader who can help us get there.

Vice President Sales and Marketing

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