Sales Manager
Resume:
Thomas VonCannon
Email: **********@********.***
Address: **** ******* ****
City: Clayton
State: NC
Zip: 27520
Country: USA
Phone: 919-***-****
Skill Level: Senior
Salary Range: $110,000
Primary Skills/Experience:
See Resume
Educational Background:
See Resume
Job History / Details:
Friday, March 01, 2013
Of
Thomas A. VonCannon
Summary
I have been in executive management since 1997. Starting new operations, building and rebuilding existing operations to a healthy financial situation has become my trademark. By setting realistic goals and high expectations in each of these operations I have motivated all persons within the organization to achieve individual and team successes. Those persons who could not keep pace or support the changes were replaced with internal candidates with a desire to grow and fulfill the team objectives.
Determining the capabilities of all personnel within an existing organization has allowed me to mentor the weaker team members into consistent performers while allowing the stronger team members to flourish. Utilizing a team approach, getting buy in by team members to reorganize existing operations has minimized the disruption that changes make in a stagnate organization.
In all cases, utilizing customer feedback, P&L oversight, our successes have been impressive and substantial. I have taken motivated individuals that were willing to learn, and gave them opportunities to succeed, By developing the individual, allowing those individual successes to create a commonality that I grew into successful teams. Whether it was the sales team, the design group, or an individual field crew, utilizing mentoring, fostering of peer support and teambuilding skills our operations have been local and regional successes.
By taking the time needed to grow internally as a group we were able to consistently meet our customers needs and exceeding their expectations. By proactively meeting our customer needs, the companies Ive represent became regional leaders in our industry.
As the sales organization, developing and managing diversified revenue streams have insulated our operations from many of the economic problems our competitors have encountered. While other companies were downsizing our operations grew and maintained a healthy customer base. This is directly associated with the early detection of the economic downturn and modifying our operations to focus on alternate clientele. The alternate focus took us away from the commercial market to Department of Defense, Medical Clinics, Hospitals, Adult Care Facilities, local and state government customers. This migration was done well in advance of our competitors. This gave us a substantial advantage in the market place.
Re-organization of our approach to the residential market shifted from Condominiums to apartments and larger single family units. Because we knew that the approval process for purchases of Condominiums would be low, we focused on Apartment Building Projects. By revising our markets and revenue streams we were able to replace the former revenue streams with more lucrative markets and actually grow our business and maintain our profit margins, in bad economic times. By taking full advantage of our relationships that I had built over many years of successful business opportunities, we were able to maintain our personnel without a reduction in service or capacity.
Prior to the economic downturn our market was represented by 1% single family units, 5% local Government, 10% Residential Apartments, 25% Condominiums, 60% Commercial / Industrial. During the economic downturn to present our market was represented by 5% single family units, 5% Local Government, 20% State University, 35% Military / DOD, 35% Medical Hospitals. We were more fortunate than many of our competitors because we had a large backlog that carried us into the bad times with good margins and our fluid adjustments into additional market sectors.
EXPERIENCE
Business Position _ Dates
Piedmont Fire Protection Systems, LLC Vice President, Executive Director of Corporate Sales October 2010 Present Starting in October 2010 I was made responsible for all Sales Activities to include our Charlotte Operations. I was responsible for maintaining a volume of work sufficient to maintain a work force of 150 field men, 7 Design Technicians 4 salesmen 2 pre-construction personnel and support staff in two offices. We added a Service Salesperson, and an Alarm Division. All Raleigh Departments including Contract Sales, Service Sales and Alarm Sales and Charlotte Office reported to me. In 2010 the Raleigh Office was again named one of Inc.s fastest growing 5,000 Companies in the US. In 2011 our billing exceeded 16 million with my individual sales exceeding 15.5 million. With the expansion of our Alarm Division and the added traction our Service Division experienced, 2011 was the high water mark of our operation, having over 150 field employees and billing over 16.5 Million at an average margin of 28.7%.
Piedmont Fire Protection Systems, LLC Vice President, Sales January, 2010-October 2010
We added a Service Salesperson, and an Alarm Division. Both Departments and Charlotte reported to me. Working with our Charlotte office I was able to increase the sales volume in the Charlotte office by 30%. I was responsible for maintaining a volume of work sufficient to maintain a work force of over 100 field men, 5 Design Technicians and support staff in two offices. The Raleigh operation was named one of Inc.s fastest growing 5,000 Companies in the US. This was accomplished by working with each individual sales person to look at his territory and align his customers to his abilities short term and further develop their sales skills to develop all customers in his area. I performed these functions while maintaining individual sales in excess of 12 million @ an average margin of 28.7%.
Piedmont Fire Protection Systems, LLC Vice President of Operations December 2005-January, 2010
I was the only sales person working in our Raleigh Operations Office. I developed a sales process that tracked all Request For Quotes, the proposal due date, drawings received and the date received, the value and face price of our quote if we were successful if not who was successful and what their price was. By tracking market pricing and who was successful we knew general pricing of our competition. I did all estimating and drafting of proposals for priced service work. I profitability sold and managed the Fire Sprinkler Service and Inspections, Fire Alarm Systems, Fire Sprinkler Modifications, Design and installation of NFPA 13, 13D, 13R, 14, 20 and 24 Fire Protection Systems. My Individual sales exceeded 5.8 million in 2006 and exceeded 10 million dollars in sales in 2009. I managed the construction department schedules and scheduled the design department to appropriate resources to efficiently get a project designed, scheduled started and completed within budget maintaining and over-all profit margin of 28.7%.
Piedmont Fire Protection Systems, LLC Sales Manager August 2005 December 2005 Raleigh, NC
I was hired to grow the Company. When I came on board there were a total of 12 employees. Hard work and individual aggressive sales provided progressive unprecedented profitable company growth. I was singularly responsible for all contract sales.
Bolton Building Services Director Fire Protection Division January 2004 - August 2005 Raleigh, NC
This was a startup operation within the first two weeks in operation I was able to start seven field men and one designer. Company dissolved as part of a Bolton Family legal action.
Carolina Fire Control Regional Vice President May 2003 - January 2004 Portsmouth, Virginia
I worked out of state during this period to satisfy a non-compete agreement with my previous employer.
Worsham Sprinkler Co. Vice President Sales April 2003 May 2003 Raleigh, N.C.
Worsham Sprinkler Co. Vice President Raleigh District June 2000- April 2003 Raleigh, N.C. The Raleigh Service and Contract District were placed under my control. I was responsible for and managed (5) P&Ls (2) for the contract business and (3) for the Service Operation.
Developed Sales Group with two Contract Salesmen and five Service Sales persons.
Hired and set up remote operation with (1) experienced salesman to better cover the eastern portions of our territory.
Worsham Sprinkler Co. Vice President Raleigh Service District Jan. 1999- June 2002 Raleigh, N.C. Took over all operations in Central and Eastern North Carolina, Contract and Service. Developed and Managed Staff for Contract Sales.
Third Year - Grew Office 30% and maintained overall 44% gross profit
Forth Year Best Pre-Tax Dollars of any of the Service District.
Fifth Year - Raleigh District made 30% of all pretax profit for the 12 District Company.
Worsham Sprinkler Co. Vice President Raleigh Service District Sept. 1997- Jan. 1999. Raleigh, N.C 62 K Promoted to Vice President of Raleigh Service District. I was directly and professionally supervised by the Vice President of Service Mr. John Lake. Mr. Lake gave me the mentoring and coaching that gave me the confidence to
Full P&L Responsibility,.
I had a responsibility for my individual sales goals and managing all (5) sales persons that worked under my direction. I worked with each Sales person to locate qualified customers that had maintenance budgets. I assisted in targeting those customers determining who the buyer in the organization was and in tailoring a presentation geared to that customers specific needs and personality.
Second Year - Moved the Office, we outgrew existing facility in eight months.
Second Year - Grew the Office 50% and maintained 54% margin
Mentored and trained sales team. I had a sales training class for the sales department each week. We had a monthly sales meeting with the field crews to incorporate their interface with the customer to drive additional up sales. We used every situation good or bad as a training tool each week. What worked was replicated what did not work was modified and fixed.
Out of the top 10 service sales persons in our company, Raleigh had (3). Those three persons had no prior sprinkler sales experience. I assisted each sales person with ride along sales calls of existing customers and new cold calls prospecting for new opportunities. Based on the degree of success each sales person, I picked a target market to best suit their sales success both in size of contract and proximity to the Raleigh Operations office. As the sales person gained experience the farther away from the office he could develop a sales territory.
Worsham Sprinkler Co. Raleigh Service District Manager Mar. 1997- Sept 1997 Raleigh, N.C. Relocated from Richmond Virginia to Raleigh, North Carolina Started Branch Operation in Raleigh I was directly and professionally supervised by the Vice President of Service Mr. John Lake. With his watchful eye he allowed me to exercise my decresion (within-limits) to set sales territories and target customers. Mr. Lake gave me the needed mentoring and coaching and then allowed me the latitude to do what I felt was needed to grow our operation.
Provided budgets, forecast developed Sales, Design, and Construction Departments.
Full P & L Ownership
First Year We had a positive cash flow on second month,
First Year, after 6 months we were in the black with building and startup cost fully absorbed.
First Year- Largest Gross Margin percentage of any district in Company History 60%.
Grinnell Fire Protection Small Contract Sales Manager Apr 1995 - Mar 1997 Richmond, Va. Nationally I ranked 6th in volume 2nd in profit Dollars we maintained a 60% Gross Profit Margin
I was listed in the 1997 Presidents Club (top 5 Service Districts in US.)
Grinnell Fire Protection Construction Manager Apr 1994 - Mar 1995 Richmond, Va.
During the 1994 Union Disagreement I retained 85% of our work force through the first six months. (Highest in the Nation) of a labor strike. This was attributed to the relationship I had with my men.
At the end of six months we had an additional 5% of our original forces return to work. Also the highest retention in the nation during this labor dispute that lasted until the late 90s. I attributed this to the strong relationship I had developed with my Field Foreman and their crews
District Safety Award.
Mentored, proctored and managed all apprentices.
Maintained district profit margins through labor management.
Supervised special hazard installations at coal burner Power houses
Pulp Paper conveyors, Munitions Plants @ Radford Arsenal, Solid Rocket Motor Plant, Ford Motor Plant additions, Co-Generation Plants, Coal, wood chips, scrap wood burners, and gas Co-Gen plants, Dorm Buildings at Radford University, Falwell University, Madison University, Canon Plant, and University of Virginia.
Grinnell Fire Protection Daywork Sales\ Area Const. Superintendent
Richmond, Va. Va., W. Va., East Tenn., Jan-1983 - Apr 1994
Maintained National ranking to be listed in top 5 districts in Contract productivity
Managed all contract projects, sold and managed Daywork department.
Managed truck fleet. I was responsible for adding and replacement of fleet vehicles.
District Safety Award for the District.
Labor estimates margin of error for new work +-1%.
Grinnell Fire Protection Daywork Sales\ Area Service Superintendent
Richmond, VA Va., W. Va., East Tenn., Sept-1981- Jan. 1983
Sold and Supervised all work in Virginia, West Virginia, Eastern 1/3 of Tennessee,
Maintained 60% Gp margin.
Labor estimates margin of error for new work
Automatic Sprinkler Foreman \ Area Foreman 1980-1981
Richmond Va. Va., NC. West VA, Penn.
Scheduled and supervised men on my projects and when the Superintendent was out of state, I scheduled all work crews in Virginia, Eastern West Virginia.
Fire Protection Industries Journeyman/Foreman 1979-1980
I was hired and after 2 months was promoted to temporay journeyman, 2 weeks later was promoted to Temp Foreman.
Worked in Multi State Area: Virginia, North Carolina, South Carolina, Pennsylvania, Delaware, New York,
Nuclear Power Houses, Special Hazard installations,
Automatic Sprinkler Corp Apprentice \ Fitter 1978-1979
Finished 5-year apprenticeship in 1 year.
Worked in Multi-State Area Virginia, North Carolina, Pennsylvania, and West Virginia
(2) Nuclear Power Houses, (1) Coal Burner Power House,
Munitions Special Hazard installations,
Gas, Fuel Oil Power Houses, Pneumatic Special Hazard installations, HAD FTU
Calcium Chloride systems (2)
Naval Shipboard work certifying PRP systems.
East Tennessee Sprinkler Helper, Welder, Shop Foreman, Fitter 1977-1978
Started as a helper.
After 6 months in the field, because of my welding skills I was
brought into the fab shop, and was utilized as a fab welder.
After one month I was given the responsibility of running the fab shop.
Gained additional welding certification for all position arc and acetylene welding
for mild steel.
Supervised a fab staff of one additional welder and up to two men performing fab
assignments. My duties included layout and take off from design drawings -schedule and coordinate
manpower to meet installation schedules
MILITARY
U.S. Army 1974-1980 Vietnam Era Veteran Honorable Discharge
Trained Officers in Techniques of fire and troop movement.
Trained Rangers in concealment and cover.
Trained Rangers in escape and evasion.
Trained NCOs, Advanced NCOs, Primary NCOs Techniques of fire and troop movement.
Promoted to E-5 in 17 months.
CLUBS AND ASSOCIATIONS
Mt Moriah Baptist Church 1997 - Present
AFSA 1997 - Present
NFPA 1996, 1998, 2000, 2002, 2005-Present
PCEA 2010- Present
Dale Carnegie 2011
ACCOMPLISHMENTS
Completed Joint Apprenticeship Training Committee JATC Apprenticeship Course this was a 5 year training program I completed the (5) year classwork portion in one year.
Reported to be the youngest Grinnell Superintendent at age 24
Certified in Diving Open Water/Advanced Diver/ Diver Rescue/Specialty Diver/Dive Master/ Master Diver 1980
HOBBIES AND INTERESTS
Family
Work
Community
REFERENCES
Mike Bailey
Operations Manager Piedmont Fire Protection Services, LLC
P.O. Box 1391
Kannapolis, NC 28082
Ph: 704-***-****
Date: Monday, February 04, 2013
To:
Re: Mr. Thomas VonCannon
Vice President, Executive Director Corporate Sales
I am providing this letter to any perspective employer considering Mr. Tom VonCannon for employment. I have worked with Mr. VonCannon for almost eight years at Piedmont. During that time he has been an exemplary employee while working for our company, displaying strong leadership skills, professionalism and work ethic rarely seen in the work force these days.
Mr. VonCannon has led and managed the Sales Department for our company covering our Charlotte and Raleigh both Piedmont Offices for the past three years; Prior to that he was responsible for all sales generated from our Raleigh Operations office. He has carried the bulk of the volume of sales generated out of the Raleigh Operations Office with minimum individual sales in 2005 of 5.8 million and an individual high in 2012 of 15.6 million. With his leadership Piedmont has been named as one of the top 5,000 fastest growing business in the United States in two of the past three years. Mr. VonCannon is one of the most respected members of our industry in our Region, given his vast experience and knowledge of the fire sprinkler industry. Mr. VonCannon would be a valued Executive Officer of Operations and or Sales for any company.
With his experience and contacts he has managed to sell well over 10 million dollars of Sprinkler and fire alarm services consistently in our area of operations which covers North Carolina, South Carolina, Georgia and Virginia for the past 5 years.
When Mr. VonCannon started in 2005 we were covering areas of North Carolina. Under his direction we expanded our coverage area and volume while maintaining margins averaging 28.7%. As the Charlotte Operations Manager for Piedmont Services LLC our office also benefited from his individual sales and Sales Management expertise.
Sincerely,
Piedmont Fire Services, LLC
Mike Bailey CET
Charlotte Operations Manager
NICET LEVEL III #85854
References
My name is Timothy Bilbo; I have 26 years of Fire Sprinkler experience. I started as a helper and worked my way up to VP of Construction before retiring from the industry last spring. I currently work and own with my son, a Tae Kwon-Do School in, Butner, NC.
Thomas VonCannon, Vice President, Executive Director of Corporate Sales, has been a respected co-worker during my last 8 years @ Piedmont Fire. Without his mentorship and friendship I would have stopped my career as a superintendent. He assisted me in setting long range goals such as becoming a Vice President. He helped me develop my computer skills. He always was there when I needed an ear to vent at, as we all know the pressure we have to deal with on this level of our industry.
At Piedmont Fire I worked with Tom as He was our sole salesman for 5 years. When Tom came to Piedmont Fire there were 3 field crews. With his thought out sales plan we were able to grow to 27 crews in 5 years for a total of 150 field guys and 7 engineers, 3 warehouse guys and office support staff. Again he was the only sales man during this time. Generating close to 30 million in sales at the pentacle of the economy before the market fell. Once the market fell Tom would keep tabs with me on our work load and adjust his sales to meet the needs of our labor force. We maintained the 110 field guys for the first 2 years of the recession while our competitors crumbled. As the sales got tougher Tom finally hired a junior salesman to sale upfit work. This allowed him to maintain his active account of large jobs while having filler jobs between the start of those large jobs. His attack was flawless. We did fall to 100 field guys, but that was due to routine field cleansing at my discretion and not sales.
It is no secret that to be a sole salesman at such a large company is amazing. But to do it in hard times and be economically successful is outstanding. Having Tom at your company, will up your sales department and your clout as a serious Fire Protection Company in a very tight industry.
Please take this opportunity to hire one of the best and move your company forward. He has had over multiple years of sales that passed the 200 jobs mark and 30 million a year.
Achievements at current job:
Multiple years as a 200 plus major jobs sold in a year.
8 years of service at Piedmont Fire
Double digit Multi-million dollar sales every year.
Executed growth plan for sales and field.
Mentored field superintendent up to Vice President of Construction.
Made enough profit in 2008 to take over 400 company employees and their families to CarroWinds to celebrate an awesome year in sales.
Sincerely,
Tim Bilbo
Vice President of Construction Services
(Retired 2012)
Copied From LinkedIn
Vice President, Executive Director of Corporate Sales
Piedmont Fire Protection Systems, LLC
George Wagner Executive Director AFSA Virginia Chapter
Tom is a knowledgeable sprinkler professional who works extremely hard for his company and for his customers. You will be hard pressed to find another employee who puts in the hours and produces results like Tom.
George managed Thomas A VonCannon at Worsham Sprinkler Company
Art Manning Owner, Manning DBCM, Inc.
I have known Tom for well over a decade. During that time he has always responded positively and punctually to all requests for proposals and other information regarding fire protection systems.
Jeff Daniels Executive Vice President at Daniels and Daniels Construction Co., Inc.
I have had the opportunity to work with Thomas on several projects. Thomas was very responsive to our needs and Piedmont Fire did an outstanding job. My recommendation of Thomas is without reservation.
David J Pope Vice President, Project Executive at Shelco Inc.
I would highly recommend Tom for his hard work and knowledge of the fire sprinkler industry. The first project we worked on together was a very complicated lab project for a major university in which the first sprinkler company had gone out of business. Tom was able to organize the completion of the work on time and in budget.
Russell Smith
Electrical PM/Estimating
Tom through his sales and estimating efforts, construction knowledge, and very hard work lead PFP from a fairly normal, one of twenty in the Raleigh, Fire Protection Sprinkler contractor, to one of the largest in the state. Foreseeing some of the coming problems, and adapting his proven methods to the changing business environment, he was able to keep Piedmont stable and successful. Tom has worked in all areas of fire protection, and is the most knowledgeable person I have met.
February 3, 2013, Russell reported to Thomas A at Piedmont Fire Protection Systems, LLC
Oscar Castro
Fire sprinklers technician at Piedmont Fire Protection Systems, LLC
Tom is really a great asset, to any company: that really wants the progress and growth for the company, He is a highly knowledgeable fire protection professional, who knows his profession to one hundred percent,, At the field he becomes one with the fieldsmen when the man power is necessary,,, Tom VonCannon is an outstanding leader, tremendous salesman, Class-A professional, and great sprinkler man,,, I highly recommend him.
February 4, 2013, Oscar worked directly with Thomas A VonCannon at Piedmont Fire Protection Systems, LLC
Lane Terrell
Engineer/Project Administrator at Piedmont Fire Protection Systems, LLC
Thomas is a very experienced sales manager in the Fire Protection Industry. He knows fire protection extremely well. He knows a lot of people in the industry, and is a very hard worker. I would recommend Thomas A. Von Cannon for any type of sales position in the Fire Protection industry.
February 3, 2013, Lane worked indirectly for Thomas A VonCannon at Piedmont Fire Protection, LLC
John Bamburg
Project Superintendent at Hendrick Construction, Inc.
We've thoroughly enjoyed working with Thomas on several projects and can highly recommend him for any future endeavors.
He gets the job done.
February 2, 2013, John was Customer of Thomas A VonCannon
Mike Discala
Owner, Primo Design Build Inc.
Tom was attentive and punctual with bids. He is service oriented and I would not hesitate to recommend him.
February 2, 2013, Mike was client of Thomas A VonCannon
Richard Carr
Branch Manager at Cox Fire Protection
Tom is one of the best sprinkler guys I know. He is knowledgeable in design, installation, and sales. Tom knows how to close a deal and gets repeat work. I highly recommend Tom; he would be a great asset to any firm.
February 2, 2013, Richard worked directly with Thomas A VonCannon at Piedmont Fire Protection Systems, LLC
Todd Bednar
Preconstruction Manager
I have worked with Tom on many projects. Each proposal has been accurate and complete. Every project has been completed on time without numerous change orders. I would use Tom again on my next project.
February 5, 2013, Todd was Thomas A VonCannon client
Vice President, Raleigh District Contract and Service District
Worsham Sprinkler Company
Thomas Strange
Vice President at Leonhardt Pipe & Supply, Inc.
Tom is a detail-oriented manager in the fire protection business. I worked with Tom at Worsham Sprinkler Company. He sold and managed service and contract sales. He is a team player and he would handle your fire protection needs very professionally.
February 7, 2013, Thomas managed Thomas A indirectly at Worsham Sprinkler Company
Service Sales Manager
Grinnell Fire Protection
Terry R Harris, SET
Senior Estimator at Brown Sprinkler Corporation
Thomas was very company oriented and was always willing to help other
District Offices when the opportunity was presented. I also worked at Worsham Fire Protection at the same time as Thomas. It was a difficult period for all the Districts but he always took time to pass leads and suggestions to me. He maintained a positive attitude when things were tough.
February 2, 2013, Terry R worked with Thomas A VonCannon at Grinnell Fire Protection
Personal Information
Address: 2005 William Lane
Clayton, North Carolina
Phone: 919-***-**** Cell 919-***-****
E-Mail **********@********.***
Date of Birth: September 5,
Marital Status: Married 38 Years
Children: Three (Hope, Thomas, Amanda) Grandchildren; (Aaron, Ashe, Carly, Carter)
Social Security: XXX-XX-2537
US Passport: Yes
EDUCATION
School Dates Attended Major Degree
Happy Valley H.S. 1971-1974 General Diploma
Florida State Univ. 1975-1976 General None
Tri-State Tech 1977-1978 Welding/Arc & Acet. Certified 6-G
Penn State 1978-1981 Fire Protection Engineering Certifications
Richmond Tech. Welding/Arc & Acet. Certified 6-G 1981
Completed Joint Apprenticeship Training Committee JATC Copper Systems 1982
Completed JATC CPVC Systems 1983
Completed JATC Backflow Prevention Cross Connection 1984
Completed JATC Vic Press Fit 1984
Completed JATC Special Hazard 1985
Certified in Portsmouth for Backflow Prevention Cross Connection 1985
Completed GSR ExtinguishSure Piping Systems 1990
Completed Martinsville Industrial Fire School 1993
NFPA 25 Fire Protection Inspection and Testing 1995
Completed John Tyler MS-DOS Programming Basics 1995
Completed John Tyler Windows 3.11 1995
Completed Backflow Prevention and Cross-Connection Control School 1995
HR Requirements 1997
Insurance, Incentives to Minimize Liabilities 1997
Completed Reliable Automatic Sprinkler CO products Training 1997
Notary for North Carolina 1998
Sales Jeffery Gitomer Fire Up Your Sales Team 1998
Employee Motivation and Team Building 1998
Certificate Step by Step Guide to Supervising Employees AMA Keye 1999
Completed Reliable Automatic Sprinkler CO products Training 1999
NFPA 231 / 231C 1999
NFPA 13 1999
Foam Systems I 2000
Foam System II 2000
Special Application Sprinklers 2000
Management Evaluation and Employee Development 2000
Fire Protection for Refrigerated Areas 2000
NFPA 13R 2001
Applied Sprinkler Technology AFSA I 2002
Applied Sprinkler Technology AFSA II 2002
Dale Carnegie Effective Communication and Public Speaking 2012
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