Summary of Qualifications
• Extensive experience as a marketing and sales professional representing multiple brands in the industrial and commercial marketplace
• Proficient in developing customer and supplier relations at all levels of the distribution channel
• Ability to establish relationship with C level decision makers resulting in substantial increased sales of new products and services
• Demonstrated ability to develop and present successful strategic recommendations and plans
• Experienced in profit and loss management, credit management and financial reporting
• Ability to organize and manage multiple projects from conception to completion, as well as managing diverse resources and groups
• Focus on customer satisfaction with success in exceeding expectations resulting in increased market share
Employment History
Hydronic Components Inc. / JOMAR Plumbing, Warren, MI 2011 - Present
Title: National Sales Manager
Responsibilities:
• Manage, coach and lead Regional Sales Managers/Independent Sales Representative Organizations on sales, market strategies and new product launches
• Oversee sales and coordinate all sales efforts throughout North America
• Implement business development and sales activities to maximize sales, profitability, market penetration and growth of all product lines
• Determine new product requirements and work with engineering and marketing to develop new market driven products
• Develop communications and implement long and short term sales strategies, policies and programs to achieve sales goals
• Primary contact and relationship manager for manufacturer’s representative network
• Lead, align, motivate and performance manage direct reports to ensure their commitment to deliver sales goals and objectives
• Ability to develop and maintain strong relationships with OEM’s, manufactures representatives, wholesalers, distributers, contractors, engineering firms and end users
• Oversee five Regional Sales Managers and Customer Service Manager
• Ability to manage teams through growth and change
• Research, monitor and analyze national market environment relative to competitive positioning (SWOT) and product capabilities
• Perform executive level sales performance presentations
• Plan and participate in trade shows
• Facilitate and present in webinars
Achievements:
• Landed the Carrier account for Arizona, New Mexico, El Paso, Nevada, Idaho and California, resulting in an increase in sales while maintaining margins
• Innovated a value added option which increased product sales and allowed for representatives to increase their margins
• Implemented a new electronic format catalog
Bachor Mechanical, Dearborn Heights, MI 2003 - 2011
Title: Owner
Responsibilities:
• Independent consultant for the Manufacturing and Contracting industries
• Managed new product launches, product development and marketing
• Extensive experience in the sales of equipment in industrial, commercial, and residential environments
• Identified potential opportunities with existing and new customers.
• Reviewed and implemented contract terms and conditions
• Developed relationships with multiple buying influences in the customer’s organization, including sales, purchasing, and accounts payable personnel
• Technical expertise related to systems, applications, and operations
• Focused on customer satisfaction with a desire to exceed expectations
• Ability to organize and manage multiple projects from concept to completion
• Traveled and worked outside normal work hours as required
Achievements:
• Simultaneously started my own business while completing my undergraduate degree
• Obtained certifications and licenses necessary to operate
McGill AirFlow, Dearborn Heights, MI 2006 - 2009
Title: Regional Sales Manager
Responsibilities:
• Responsible for McGill AirFlow commercial and industrial product sales for the Michigan and Ontario regions
• Conducted engineer and architect product presentations on product features, benefits and applications
• Coordinated with consulting engineers in writing project specifications
• Managed, coached and led independent sales representative organizations on sales, market strategies and new product launches
• Collected project data, gathered and validated preliminary information and performed facility walk-through and construction plan review
• Responded to customer needs by interpreting specifications, selecting products, generating quotes and closing orders
• Assembled, coordinated and interacted with sales team as needed for customer penetration and project acquisition
• Problem resolution
• Prospected for potential new customers
• Presented proposals and negotiated price, terms, and conditions with customers
• Determined project needs, constraints, and responsibilities to meet all of the customer’s HVAC system design and installation requirements
Achievements:
• Reestablished McGill AirFlow Office in Metro Detroit after five year absence
• Produced sales from $0 to $1,278,000 in 1st year
Fontanesi and Kann, Oak Park, MI 2001 - 2003
Title: Senior Sales Engineer
Responsibilities:
• Coordinated with consulting engineers to obtain project acceptance in specifications
• Responded to customer needs by identifying systems, selecting products, generating quotes and closing orders
• Organized and managed multiple projects from concept to completion
• Collected project data, gathered and validated preliminary information and performed facility walk-through and construction plan review
• Developed relationships with multiple buying influences in the customer’s organization, including project managers, project engineers, construction, purchasing, and accounts payable personnel
• Determined project needs, constraints, and responsibilities to meet all of the customer’s HVAC system design and installation requirements
• Resolved customer conflicts by evaluating the problem, developing possible solutions and then discussing those solutions with the customer
• Responsible for interpretation of blue prints, project take-off, selection, pricing, and integration of equipment
• Determined needs, developed and executed account specific business plans to identify the long term, mutual support requirements required to facilitate a strong, profitable and successful partnership
• Provided knowledge and consultation in the form of developing HVAC system related solutions for the customer’s problems
• Consistently ascertained customer needs and current market opportunities
• Assembled, coordinated and interacted with sales team as needed for customer penetration and project acquisition
• Authorized replacement, credit, or refund as necessary to facilitate the refund/exchange process including negotiation of back charges and customer disputes
• Assisted customers in answering technical questions on HVAC systems, system application alternatives, installation, operation, maintenance, and problem resolution
• Provided direct supervision and training of office and sales personnel
Achievements:
• Increased profitability by bringing in new manufactures into the product mix and training the sales personnel how to successfully sell
• Produced $3.6M in sales
Michigan Air Products, Troy, MI 1997 - 2001
Title: Senior Sales Engineer
Responsibilities:
• Responsibilities are similar to those listed above for Fontanesi and Kann
Achievements:
• Produced $3.2M in sales
• Achieved 33% overall sales margin
• Produced the largest single sales order on record for Metal Fab
• Provided a high level of service to strengthen customers relationships and to gain sales dependency
Education:
• Bachelor of Science in Business, GPA 3.57
Davenport University, Dearborn, MI
• Associate of Applied Science in Refrigeration, Heating and Air Conditioning
Ferris State College, Big Rapids, MI
Professional License and Affiliation:
• Licensed Unlimited Heating and Air Conditioning Contractor, State of Michigan
• Member of ASHRAE
Skills and Abilities:
• Able to attain sales and profit objectives
• Proficient in HVAC, hydronic and plumbing systems and components
• Excellent leadership, written, oral, presentation and communication skills
• Available to travel
• Microsoft Word, Outlook, PowerPoint and Excel