MAJOR OEM results-driven sales and marketing professional with over 15 years of outside sales experience.  Proven ability to interface with engineers to ensure product solutions meet customer requirements.  Excellent communicator with demonstrated success building relationships with upper management of top companies.  Track record for consistently meeting and exceeding yearly objectives.

QUALIFICATION HIGHLIGHTS

Sales Presentations/Closings  •  Account Management •  Project Management •  Product Knowledge •  Sales Engineering •  Product Development

Team Leadership •  Strategic Planning •  Target Marketing •  Value Added Solutions •  Objective Attainment •  Contract Negotiations

PROFESSIONAL EXPERIENCE

Industrial Refrigeration / HVAC OEM                                        May 2015 – Present

Executive Sales Director, Commercial Sales                            November 2017 – Present

Responsible for the entire Commercial Division.   This division includes Industrial Refrigeration, HVAC, OEMs and Commercial Refrigeration segments.   Manage Profit and Loss for team.  Responsible for planning, implementing and managing the sales, strategy and customer activities.

Sales Director, Commercial Refrigeration/OEM                      August 2016 – November 2017

Seek out major clients and form working relationships with the premier customers within market. Oversee and manage all Regional Sales Managers, Inside Sales Engineers, and Sales Representatives.  Identify valuable emerging markets.  Form sales strategies to keep the company competitive and innovative.

Accomplishments:

• Secured over $4 million in stocking agreements with key customers to assist in bridging relationships during facility relocations in 2017.
• Began local and global discussions with target partners. Johnson Controls, Dover, and Nibe are examples.  During this time, local MOUs and strategic road maps defined for the partnerships.

Distribution and Key Accounts Manager                                   January 2016 – August 2016

Manage all aftermarket and wholesale sales activities nationally.  Also, manage the strategic key accounts defined by management for growth and partnership.  Responsible for negotiations and maintaining all agreements between customer and the firm. Sales representatives report to this role within region to assist in growth and goals.  Also reporting to this role are application engineers.

 

Accomplishments:

• Completed national contract with key distribution partner that ensured both HVAC and refrigeration distribution across the country that was previously failing.
• Built relationship with existing key customers that resulted in evolving these customers in to a global target with a more diverse portfolio of product options that overlap with Kelvion offering.

Regional Sales Manager                                                               May 2015 – December 2015

AL, AR, GA, FL, LA, MS, NC, OK, SC, TN, TX                         

Manage all sales activities for a specific region catering specifically to OEM accounts.  Responsible for negotiations and maintaining all agreements between customer and GEA. Sales representatives report to this role within region to assist in growth and goals.

Accomplishments:

• Converted largest customer in region to new standardized product
• 20% increase in 2015 sales versus 2014 for initial region

Strategic Accounts Manager                                                        June 2013 – May 2015

Develop and manage all sales and marketing activities for specific customers in the HVAC and refrigeration markets.  Responsible for negotiations and maintaining all agreements between customer and the firm. Develops strategy to maximize business when customer is identified as a strategic development partner.

 

Accomplishments:

• Amended current signed contract through 2015 that assured wins for both parties
• Negotiated and closed all past due accounting issues between company and client
• Exceeded sales of 20+ million USD within customer base for 2014.

 

Business Development Manager                                                March 2011 – June 2013

Identifies business opportunities and manages key project and program rollouts.  Works to improve market position and achieve financial growth. Defines long-term organizational strategic goals, builds key relationships, negotiates and closes business deals.  Develop business plans that include management’s current marketing strategies; while maintaining extensive knowledge of current market.

 

Accomplishments:

• Successful launch of emergency roadside program
• Negotiated and closed agreement with OOIDA for their personalized emergency roadside program
• S. project leader for rollout of the commercial TPMS
• Staff of five direct reports

 

Global Account Manager                                                               July 2010 – March 2011

A diversified manufacturer of motion and control technologies and systems, providing precision-engineered solutions for a wide variety of commercial, mobile, industrial and aerospace markets.

Develop and Manage the duties and responsibilities to support the assigned strategic customer.  Responsible for coordinating negotiations and maintaining Nondisclosure Agreements, Supply Agreements, Business Terms & Conditions, and Settlements with assigned customer.  Act as prime negotiator and single point of contact for CIC to the Customer.  In cooperation with CIC teams, and supporting Sales Engineers, develop a strategy to maximize firm’s controls business when customer is identified as a strategic development partner.

 

Johnson Controls Incorporated                                                              June 1999 – July 2010

The Building Efficiency business unit designs, produces, installs and services heating, ventilation and air conditioning systems, industrial refrigeration, building management systems, fire and security systems and mechanical equipment for commercial and residential buildings.

Senior Business Development Manager (Bristol Compressors, Inc.)                     November 2009 – July 2010

Senior level responsibility for initiating, implementing, and finalizing sales programs for two of the nation’s largest domestic HVAC industry manufacturers.  Perceive changes in marketing conditions and the emergence of new marketing opportunities.  Assist in the development and implementation of viable marketing action plans consistent with the company’s objectives.  Communicate engineering design changes, technical revisions, and new product information to current and potential customers.  Report directly to Vice President of Global Sales and Marketing.

 Accomplishments:

• Manage all activities for 57% of the United States sales volume.
• Responsible for over $45,000,000 in sales revenue.
• Rank within the top 5% of sales force based on volume, sales revenue, and gross margin.

Regional Sales Manager, (Johnson Controls Inc., Source1)                        March 2005 – November 2009      

Initiate, implement, and finalize sales programs for the Southeast United States (WV, VA, NC, SC, KY, TN, GA, AL, MS, AR, LA, MO, TX, and FL).   Recommend new product utilization that meets business objectives.   Responsible for building relationships with an array of decision makers from the CEO of the company, Vice Presidents, Directors, to Sales Managers and Service Managers.  Assist in the development and implementation of viable marketing action plans consistent with the company’s objectives.

Accomplishments:

• Sole sales manager to meet Annual Operating Plan for 2008.
• Negotiated agreement with largest customer in region that guaranteed sales growth of 20% for 2005.
• Developed and distributed extensive product cross reference for a high sales product line and distributed to entire sales team.

Business Development Manager (Bristol Compressors, Inc.)                     March 2001 – March 2005

Responsible for daily sales activities for three of the nation’s largest domestic HVAC industry manufacturers.  Work with management to perceive changes in marketing conditions and new opportunities.

 

Accomplishments:

• Managed all activities for Bristol’s largest volume customer in 2003.
• Managed all activities for Bristol’s second largest revenue customer in 2002.
• Rank within the top 5% of sales force based on volume, sales revenue, and gross margin.

Account Manager (Bristol Compressors, Inc.)                                                 January 2000 – March 2001

Manager all sales activities for OEM customers in the East and Southwest United States.

 

Accomplishments:

• Converted several smaller accounts to more generic products that resulted in a more flexible working environment for both the customer and supplier.
• Completed extensive system training at a distinguished HVAC school.
• Gained 100% of an OEM account that accounted for $2 million in sales revenue.

 

Associate Account Manager (Bristol Compressors, Inc.)                              June 1999 – January 2000

Assisted with sales management activities for a key customer.   Responsible for all aftermarket programs, including trade shows and distributor training.  Controlled the tracking and actions of all warranty and quality issues.     

 

EDUCATION

Virginia Polytechnic Institute and State University.  Blacksburg, Virginia •  Bachelor of Science in Marketing Management with a Minor in Communications •  August 1995 – May 1999