Candidate Profile

Building Automation / Building Mgmt Systems Sales and Operations Leader

- 0 years experience
 

Executive Summary

Highly accomplished, versatile and respected professional with more than 20 years in sales and project management experience.

  • Strategic planning, project management, project design, integration, developing and managing new product lines and open protocols BACNet and LonTalk.
  • Developed and implemented a Team Sales process locally in the Phoenix location using the Miller Heiman sales approach with great success.
  • Rolled out the same process to all locations for Equipment and Control sales groups which resulted in growth from $1 million in sales to $260 million in sales for service (fire, security & controls), energy management control systems, energy retrofit projects, fire systems, nurse call systems, and special systems sales.
  • Proven record of success meeting and exceeding projections every year with over 30% growth year after year.
  • 10 years extensive accomplishments within diverse environments utilizing exemplary management, analytical, organizational, and people skills.
  • History of accepting full accountability for divisional direction and strategic management, development of new services and operations, and revenue performance and enhancement strategies.
  • Dynamic leader, consistently achieves outstanding results in challenging environments while building and maintaining strong, loyal relations with both clients and colleagues.
  • Ability to relate effortlessly and professionally across all levels of management.

 

Professional Background

 

Regional Sales Manager – 1993 – Present   Energy Controls  Firm – Tempe AZ

  • Provided leadership and training to newly hired account executives and continued to facilitate creative sales strategies and strategic market planning.
  • Worked together with company representatives to ensure total customer fulfillment. Facilitated distribution partners in providing technology literature, applications, training, and joint sales calls.
  • Prepared comprehensive analyses of deal points, structuring, and implementation plans for multi-state implementation of national account management energy savings program.
  • Worked with engineering and product teams to develop energy savings opportunities for national account customers.
  • Supervised sales, financing, marketing, advertising, public relations, promotions, purchasing agreements and inventory.
  • Marketed and sold equipment for many different controls and equipment energy solutions.
  • Supervised regional sales operations including 5 sales representatives and 40 plus accounts.
  • Delivered sales presentations, seminars and training classes to clients and partners.
  • Evaluated current equipment and demonstrated ways to integrate cutting-edge technological equipment that creates value.
  • Managed site surveys and energy savings strategies for several national accounts.
  • Maintained sales team statistics and work schedules for 15 employees, while training and coaching new and existing sales associates in sales techniques, dealing with difficult customers, strategic planning, and troubleshooting various problems.
  • Created and nurtured a well-balanced, diverse, focused team through motivation, leadership, training, and establishment of sales process as the foundation for business success.
  • Strong desire to build sales teams that have a positive outlook and motivation to sell the features of the products, our company and their relationship with their customers.
  • Proudly took a sales team that was in a slump and executed a major turnaround: Sales team was focusing on price vs. feature/benefit comparisons – led them to become the Leading Sales Team selling the same product line, (Honeywell WEBS).
  • Implemented the Miller Heiman sales approach of strategic planning company wide.
  • Implemented the Bidtracer estimating program, account management program and project management program
  • Studying our competition and taking them apart one-by-one by understanding their products better than they did and their methods of sales that did work and did not work – took command of our market and dominated.
  • Implemented an Inside Sales Assistant program to enable sales people to be in front of their customers more often.
  • Works closely with the operations manager and accounting manager to ensure a tightly run program.
  • Developed a commission program that motivated his sales team to push to the next level.
  • Provided key marketing and sales program support, including design and rollout events.
  • Rollout of the Honeywell Excel 5000 product line in 1993.
  • Rollout the first version of BACNet protocol with Alerton Technologies in 1995.
  • Marketing and rollout of the LonWorks technologies using LonTalk protocol 1994.
  • Strong desire to build sales teams that have a positive outlook and motivation to sell the features of the products, our company and their relationship with their customers.
  • Proudly took a sales team that was in a slump and executed a major turnaround: Sales team was focusing on price vs. feature/benefit comparisons – led them to become the World’s Leading Sales Team selling the same product line, (Alerton Technologies).  For several years we have been listed as either #1 or #2 in sales volume in the United States and we took it to the next level in 2006, 2007 and were name World Leader in Alerton sales.
  • Implemented the Miller Heiman sales approach of strategic planning company wide.
  • Studying our competition and taking them apart one-by-one by understanding their products better than they did and their methods of sales that did work and did not work – took command of our market and dominated it.
  • Implemented and designed the Bidtracer program used by all locations for tracking of all    proposals – this tool enabled the firm to boost it close rate to approximately 70% over a two       year time period.
  • Implemented the ACE estimating program – the ACE program enabled the firm to maintain consistent estimates and proposals.
  • Implemented an Inside Sales Assistant program to enable sales people to be in front of their customers more often.
  • Named by Control Systems International (CSI) #1 Sales team in the US for the year 2002.

 

Direct Digital Controls Sales – 1992 to 1993 – Engineering Firm – Phoenix AZ

Burke Engineering put together a team to sell and program Honeywell DDC systems and within the first year disband the team for business reasons.  They had a bad project in San Diego at a Pharmaceutical company and the liquidated damages from that project ended the desire for them to pursue this direction.  All salesmen were told to start looking for new jobs or they could become a counter sales person.

 

Sales Engineer – 1989 to 1992 – Temperature Controls Firm – Columbus OH

Founder gave me an opportunity to build control panels for the firm that were to be installed on McDonald and White Castle restaurants as a part time job while I was attending Ohio State University.  Shortly after I started he talked me into a fulltime position programming and engineering these same controller.  Over a short period of time the founder convinced me to go on sales calls with him and soon I sales engineering expert.  We remained great friends until his death several years ago.

 

Airborne Pathfinder – 1984 to 1988 – United States Army – Ft. Campbell KY

Responsible for the maintenance of a Blackhawk helicopter and equipment associated with my helicopter.  Training included Air Assault, Air Bourne, Pathfinder, Escape and Evasion, mechanics, leadership, discipline.  Served in Nuremberg, Germany and Honduras while in the US Army.

 

 

 

Continuing Education

  • Edison State Community College – 1982 – 1985 – Piqua OH
    Took general classes to transfer to Ohio State.  Math, English Accounting, Business Law, Cobol I, II, II programming, Fortran IV programming, Assembler and Compiler programming, Electrical Engineering
  • Ohio State University – 1989 – Columbus, OH
  • Attended Ohio State University and took classes for Electronic Tele Communications degree. Algebra I,II,III, Calculus I, II, Trigonometry I, Labor Relations, Electrical Engineers, History, Biology.
  • United States Army Advanced Training – 1984 •  Ft Rucker Alabama •  Blackhawk maintenance program
  • United States Army Pathfinder Advanced Training – 1985  (Classified)
  • Alerton’s BACnet Programming – 1994 •  Redmond WA •  Programming using BACnet protocol for HVAC Applications
  • Honeywell University 1989 •  Minneapolis MN •  Programming and control strategies using the Honeywell Excel 5000 product line.
  • Johnson Controls – 1990 •  Milwaukee WI •  Programming and control theory using the Johnson Metasys Control System
  • Alerton Smoke Control Cert. – 2005 •  Redmond WA •  Theory of smoke control systems; cert. for design of smoke control systems.
  • Echelon – 1996 •  San Francisco CA •  LonTalk protocol programming language certification.