EDWARD CHESSMAN

acqt5f@r.postjobfree.com Home: 440-***-**** 216-***-**** Mobile

***** ***** *****, *******, ** 44077

TERRITORY & ACCOUNT MANAGER

Areas of Expertise:

Project Management Strategic Planning Team Leadership & Motivation Distribution Financial/Legal

Business Development Account & Territory Management Competitive Analysis Client Relations/Client Retention Sales Cycle Management Negotiations Market Analysis Needs Assessment Presentations Sales Forecasting & Reporting

PROFESSIONAL EXPERIENCE

Virginia Air Distributors, Brecksville, OH 2013 to Present

Territory Manager – Greater Cleveland Area

Promote and sell heating ventilation and air conditioning systems for this two-step distributor. Cultivate relationships and generate business from HVAC companies. Train clients in product use and ensure warranty issues are addressed. Apply a consultative sales approach to developing new business. Manage approximately 35 active accounts and continue to develop pipeline with potential clients. Work with network of branch co-workers. Ascertain credit worthiness of customers.

Generated 13 new accounts, which represents $200K in revenue

Developed business through online marketing, referrals, and direct interaction with potential customers

Lennox Industries, Long Island, NY 2011 to 2012

Territory Manager – NY Metro Area

Promoted, developed, and trained Lennox HVAC sales efforts in 5 boroughs of Metropolitan New York and Nassau County, Long Island. Initiated sales campaigns, consulted technicians on use and design of systems, presented to potential clients, and managed customer details.

Undertook extensive HVAC training programs related to product knowledge, installation and repair/maintenance.

Achieved 2012 sales goals and exceeded plan by more than 100% for bonus payments

Opened 5 key accounts resulting in $750K in new business

Developed 9 new accounts in 2012

Grew territory to more than $3M annual sales

Finished 103% over plan in 2012 (up from 72% in 2011)

Called on national accounts such as Costco and Home Depot

Earned company Sales Achievement Award

NYI Building Products, Deer Park, NY 2007 to 2011

Regional Sales Manager – NY Metro Area

Managed territory that included Metropolitan New York, Long Island, NY, and lower New England including Connecticut and Rhode Island. Responsible for promotion and sales of adhesives, sealants, caulks, composite decking and railing. Responsible for protecting gross margins on job lot, pallet, LTL and full-truckload orders. Created business strategy and sales campaign with displays, samples, mailings, and trade show participation. Created and implemented strategic action plan.

Grew territory by advancing sphere of influence into Connecticut and Rhode Island, a geographical territory comprising 28% of total company accounts

Successful Veka decking line product launch, including campaign management with targeted prospects using manufacturer sample kits, literature, mailings and trade show presentation, resulting in increased exposure and visibility

Updated, upgraded and installed new price books and company catalogs at 300+ locations in the tri-state area

Implemented training program for installation and product review of Veka decking

Launched and ran monthly sales campaigns to attract new business, including creating marketing materials and promotions

Wolf Distributing Company, Allentown, PA 2001 to 2007

Territory Manager – NY Metro Area

Responsible for the promotion, sale and education of more than 20 residential construction products, including decking, railing, siding, roofing, and other external applications.

Grew territory from $300K to $8M within four years

Increased total number of accounts from 12 to 85; grew business while maintaining profitable growth

Developed and implemented strategic action plans to identify and promote key products with manufacturer reps and expand distribution to new areas. Provided accompanying support material including samples and literature

Effectively utilized warranty, compensation, and labor to resolve customer service issues with dealers, contractors and homeowners

Successfully grew territory by developing key relationships

Participated in numerous NARI/LIBI and home and garden expos and trade shows. Developed profitable leads and cultivated existing relationships

Utilizing strong utilization skills, managed accounts and researched accounts via mobile office

Previous experience: Territory Manager at Sika Corporation in Lyndhurst, NJ; Sales Representative at Pitney Bowes in Queens, NY; Sales Representative at Gestetner Corporation in Mineola, NY

EDUCATION & AFFILATIONS

MBA – General Management – Dowling College – Oakdale, NY – 1996

BA – Political Science – Washington College – Chestertown, MD – 1985

Certificate in Cost Estimation – New York University School of Continuing Education – New York, NY – 2013

Dale Carnegie Award

Member – Air Conditioning Contractors of America Member – National Association of Remodelers Institute

Member – Long Island Building Institute Member – ASHRAE

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