Sales Manager

BRAD WILLIAMS

**** ******* ****, ********, **** *3212

614-***-**** 614-***-**** cell

Email: abnm0k@r.postjobfree.com

PROFILE:

Experienced National Account Manager, Regional Sales Manager, and Sales Engineer with 14

years of National Account selling experience, and 6 years Territory / Distribution Sales

management experience. 30+ years in the HVAC mechanical systems industry. Expertise in:

Developing New Business through a consultative selling approach. Sales to many customer types

and industries. Involved in both equipment and services selling.

Communicating Clearly & Influentially through Presentations, Proposals, Coaching, Training,

Consultative - Counselor Selling, Teamwork, in a friendly, empathetic and tactful manner.

T echnical Product Support with strong mechanical aptitude and hands-on interest.

EDUCATION:

Bachelor of Science / Business Administration (Marketing) The Ohio State University,

Associates (Architecture) Columbus State Community College.

SALES & MARKETING WORK HISTORY:

HANSA AIR CONDITIONING SYSTEMS CORP. Columbus, Ohio

1/07 to 10/08

Regional Sales Engineer – Business development in the Midwest and Southeast U.S. for custom commercial

air conditioning equipment manufacturer. Created sales literature to introduce company and products,

implemented trade show presence. Focused selling effort to Owners, and Colleges and Universities.

PALMER-DONAVIN MFR. COMPANY, INC. Columbus, Ohio

5/04 to 8/06

Equipment Purchasing Manager – Responsible for HVAC equipment purchasing for 5 branch locations, special

project quoting, application. sales support to customers and 7 outside sales people.

AIR EXPERTS, HEATING & COOLING Delaware, Ohio

7/ 02 to 5/04

Sales Manager – Responsible for Residential and Commercial Marketing, Sales, Estimating, Design, and

Engineering, for HVAC mechanical contractor.

LC SYSTEMS / AMTEKCO INDUSTRIES Columbus, Ohio

2/00 to 3/01

Regional Sales Manager - Responsible for Kitchen Ventilation Systems sales, market development, technical

support, product design, product literature and selling tools creation, working through independent

representatives. 100%+ Sales growth in monthly order pace in first 6 months. Developed 5 new reps in first 10

months.

CARRIER CORPORATION – NATIONAL ACCOUNTS Columbus, Ohio

10/ 97 to 1/00

National Accounts Sales Manager. Management of a $4.9MM territory, covering the U.S. Responsible for

re-establishment of a National Account selling effort by creating and maintaining sales to national chains and

building owners at the executive level. Created and maintained all aspects of account development and

support. 1999 sales were 49% above plan.

AMTEKCO INDUSTRIES - WASSERSTROM Columbus, Ohio

1/95 to 10/97

Product Manager - Ventilation products specialist selling through field Account Executives directly to

Supermarket and Convenience Store companies. Grew sales from $60K per year to $1MM annual pace in first

12 months.

T RANE AIR CONDITIONING COMPANY Columbus, Ohio

10/ 84 to 12/93

National Account Manager; Sales management of a $9.5MM territory, covering 19 states. Management

Team member of $52MM Department. Responsible for creating and maintaining a National Account selling

effort, working through a diverse field sales force, calling on high level corporate executives & owners.

Created necessary Sales tools and Programs to sell equipment and services. Increased Sales 20% per year

and exceeded new account development targets each year.

TECHNICAL & DESIGN WORK HISTORY:

ROBERT FULLER & ASSOCIATES, ENGINEERS Columbus, Ohio

4/ 01 to 6/ 02

HVAC Designer – Responsible for mechanical system design. Included coordination, equipment selections,

specifications editing, budgeting, and system studies. Completed design work on steam heat, DX split, VAV w/

reheat, VAV RTU, exhaust air, paint booth, m echanical room layout, duct sizing, and controls. Edited and

assembled qualifications statement marketing booklet.

COLUMBUS / WORTHINGTON AIR Columbus, Ohio

1/ 94 to 2/ 95

Commercial Sales Engineer, Responsible for Field Survey, Design, Estimate & Proposal, Equipment

Purchasing, and Field Coordination of HVAC installations, in a start-up sales effort.

JULIAN SPEER COMPANY - Mechanical Contractors Columbus, Ohio

9/ 79 to 6/ 83

Sales Engineer, Responsible for Plumbing and HVAC Marketing, Sales, Field Surveys, Design, and

Estimating. Created and implemented marketing plans to build a new customer base. Increased Sales from

$250K annually to a $1.5MM annual sales pace in 13 months, in a highly competitive environment.

Design Draftsman, Responsible for Mechanical system design and layout of commercial comfort and

industrial process installations.

KELLAM & SMITH, ARCHITECTS / ENGINEERS / PLANNERS and

7/ 75 to 8/ 79

W. E. MONKS, ENGINEERS Columbus, Ohio

Design Draftsman, Responsible for Plumbing and HVAC project design. Provided engineering calculations,

equipment selections, specification editing, and project layout

CONTINUING EDUCATION:

C ounselor Selling I & II (W ilson Learning / Trane) Managing Multiple Priorities (Dun - Bradstreet),

N ational Account Management & Field Management of Sales People ( American Quality Improvement Process (Trane - Management

Management Association), Training),

Mastering Influence (National Account Management Association), The Organized Manager (Padgett - Thompson),

D elivering Customer Value – Module 1 & 2 (Carrier Corp)

Annual Conference – 3 years (Strategic Account Management Association

ORGANIZATIONS:

ASHRAE (American Society of Heating, Refrigeration and Air -Conditioning Engineers) - Member.

SAMA (Strategic Account Management Association) – past member.

Grandview Heights Board of Zoning Appeals – Appointed Member.

Grandview Heights Tax Incentive Review Board – Appointed Member.

Lions Club International – Past Vice President.

SMPS (The Society for Marketing Professional Services) – past member.

Builder’s Exchange of Central Ohio – Estimating Class instructor.

Contact this candidate