Sales Manager

Location:

Clayton, NC

Posted:

June 08, 2015

Contact this candidate

Resume:

John S. Welch

*** ***** ***** ***** *******, NC *7527

(919) 614 - 9688 acp32i@r.postjobfree.com

Executive Profile

Sales Management Customer Service Management Key Relationship Management

General Management Operations P&L Responsibility

Expert senior sales executive with more than fifteen years of success driving volume, revenues and market penetration. Builds, trains, leads and mentors high-performance sales professionals and molds them into cohesive, productive teams. Communicates effectively, institutes initiatives and creates positive change, efficiencies and increased profitability.

Transforms organizations by driving development and implementation of new products and programs that meet customers needs. Teams with stakeholders in sales, marketing, operations and financial units to identify, develop, implement and lead profitable marketing and sales solutions that drive market success. Leads successful sales and marketing campaigns in environments where results and growth are paramount. Extensive qualifications in the following competencies:

Risk Management Conflict Resolution

Strategic Planning High-Level Negotiations

Organizational Development Project Management & Implementation

Estimating & Proposal Generation Direction, Re-engineering of Mission Focus

Career Synopsis

Piedmont Service Group, Raleigh, NC

General Manager, Greensboro, NC 2014 - 2015

Hired to manage existing service division after previous General Manager resigned. Developed annual operating plan and provided monthly forecasting. Led and direct a team of sales professionals and existing operation team, following through with end users to ensure delivery of what was sold. Focused on motivating, training and developing newly hired maintenance sales reps.

Adams Company Inc., Mooresville, NC 2013 – 2014

Manufacturer Rep for AAON, LG, Advantix Systems, MAFNA, nu-air, S&P Fans, BARCOL-AIR, CAREL,

and TANDEM CHILLERS.

Build and Maintain relationships with Engineers, Architects and Mechanical Constructors.

Schedule learning sessions to demonstrate and educate potential customer on our product line

Facility Consultant, Melrose, MA 2011-2013

Managed a real estate portfolio for two different investment groups.

Execute leases.

Project Manage renovations ~ Contract w subs, secure COI’s, Develop punch list and close out project.

Set – up Maintenance Agreements for Electrical, Landscaping, HVAC, Plumbing and Snow removal.

Limbach Company LLC, Woburn, MA 2007-2010

Project Sales (2011)

Focused on positioning the business for profitable sale. Handled service project sales and management. Followed up on leads, handled estimating, proposal generation, and buy-out of the job. Managed set up and coordination, project management and final close-out. We were the prime on 30% of the projects sold therefore I was managing multiple trades.

Averaging 37% Gross Profit on negotiated work.

Achieving 148% of annual Gross Margin Quota.

General Manager, Service Division (2007-2010)

Recruited specifically to launch and manage new service division. Developed annual operating plan and provided monthly forecasting.

Built productive internal and external relationships. Led and directed a team of sales professionals and field technicians following through with end users to ensure delivery of what was sold. Motivated, trained and developed sales and operations teams as well monitoring individuals’ OSHA and company required safety and wellness training.

Developed a working relationship with the Verizon Business Northeast Regional Team helping to develop HVAC work to ensure data rooms have no down time by upgrading aging AC equipment and redesigning systems for efficiency and energy usage.

Construction division project managers relinquished control of start-ups and punch-list items to service and develop a new relationship with the end user resulting in a re-accruing revenue maintenance base.

Grew the maintenance base to $300,000 and projects sales in excess of $800,000.

Balco/Emcor, Stoughton, MA 2000 – 2007

Vice President and General Manager

Reporting directly to the President, led and directed sales and operation teams with direct reports including 6 Sales Reps, Operation Manager, Project Coordinator, and Renewal Coordinator. Instituted monthly sales meetings to educate sales staff on add-on business to grow existing maintenance base revenue. Managed estimates to ensure plan-gross-margin was maintained or exceeded, and managing projects ensuring on-time delivery. Analyzed all contracts to meet company standards and mitigate risks. Reviewed standards with operations team for continuous field staff productivity.

Grew existing $13 million business at a rate of 15% per year garnering 10% bottom line profits.

Utilized technologies such as thermo-imaging and IAQ testing to improve customer services. The add-ons to the Maintenance Agreements produced written reports giving face-time with customers as well as additional repair work and enhancing the renewal of the maintenance base

Leveraged customer relationships for add-ons, future projects and maintenance work. Landmark Building added Variable Frequency Drives on all HVAC motors 5hp and larger, receiving $100,000 from the utility company as well as annual energy savings; completed an energy enhancement project at the University of New Hampshire capturing a 6 year maintenance agreement.

Drastically reduced sales cost by 50% while simultaneously increasing revenues by 23% per year.

Achieved contract renewal rate of 98% per year by developing and implementing a successful quality assurance program enhancing customer experience with scheduled visits as opposed to the industry norm, which is only when there is a problem.

Limbach Company LLC, Woburn, MA 1986 – 2000

Sales Manager, Linc Service Division

Hired, developed, led and motivated sales team to build a recurring revenue base that would produce high-gross margins in addition to billable spot work; Sold projects and service agreements to banks, hospitals, commercial buildings, schools, condos, super markets and large retailers; Developed and consistently exceeded annual plans and monthly sales forecasts; Managed existing accounts for continuous business and evaluated additional opportunities; Developed and maintained new customer relationships.

Continually achieved better than 200% of annual sales plan.

Grew business $1 million dollars per year at 30% gross margin.

Maintained 92% annual rate of contract renewals (the best of all nine branches) for 12 years.

Recognized with the Diamond Award as sales manager, personally delivering $1 million in sales, while sales team exceeded 85% of their combined quotas

Negotiated and secured multi-year maintenance agreements at Brigham and Women’s Hospital and multiple locations for Bradlees Department Stores.

Education & Professional Training

Franklin Institute of Boston, Boston, MA

Associate of Science degree in Electrical Engineering

Northeastern University, Boston, MA

Coursework toward Bachelor’s Degree

Harvard University, Cambridge, MA

Certificate in Contract Law