Sales Service
Resume:
Kirk M. Heston
Buffalo, NY 14209
April 22, 2015
Dear Sirs:
I am a seasoned Sales Professional, and Business Development Director. I have extensive
expertise in sales, sales management, energy efficiency, and renewable energy consultation. I am
a recent graduate and certified as an Efficiency Sales Professional. I have a proven track record
of incremental sales of both existing and developing business from new prospects. I have broad-
brushed sales management experience, mentoring and leadership expertise with proven skills in
multiple disciplines ranging from high level sales management, business development, account
management, to general operations management. My record of success in strategic and tactical
sales with operational management areas is extensive.
Some key highlights include:
Over 25 years of sales and business development experience.
10 years high level renewable energy and sustainable business development sales and
consultation.
Proven experience in driving financial performance and exceeding sales quotas.
Over 250 hours of classroom sales training.
Entrepreneurial by nature.
Enclosed is my resume with additional details concerning my successful sales career. Feel free to
call me to discuss my capabilities further. I look forward to the prospect of hearing from you on
my mobile 414-***-****.
Sincerely,
Kirk M. Heston
1217 Delaware Ave Apt 602 Buffalo, NY 14209 414-***-**** ****.*.******@*****.***
Kirk Heston
Summary:
I am an experienced sales professional with extensive hands-on technical building operations and
management expertise, and customer service. I am a retired Pipefitter and licensed Plumber in the State of
Illinois; I have broad-brushed experience in energy solutions sales, renewable energy sales, HVACR sales
installation/service, and service operations management, mentoring and leadership expertise. My record
of success in both strategic and operational management areas is extensive.
Some key highlights include:
Over 22 years of Business development, sales, sales management, and account management sales
management experience.
Over six year’s sales experience with proven results in the construction and service industry
Entrepreneurial nature
Six years of high level renewable energy project business development and sales
Master of presentations
Passion for gaining personal relationships with clients
Employment History:
Retro: Clean Services, Buffalo, NY
2013 – 2014
Custodial Services (Part Time position)
Primary duties include account management for floor maintenance, glass cleaning for several
apartment facilities in Buffalo and surrounding area
Also provide complete apartment turnover services on an as needed basis
Provide high level of customer satisfaction with building owners and tenants
Building Controls & Services
2012 – 2012
Energy Services Account Executive
Managed all aspects of an Energy Services company (ESCO)
Heston Wind & Renewable Energy
2008 – 2012 President
Managed all aspects of my Renewable Energy company
Johnson Controls, Inc. 1986 - 2008
National Business Development Director 2007 – 2008
Solutions Account Executive K-12 2006 – 2007
Systems Sales Executive and Sale Office Manager 2003 – 2006
1217 Delaware Ave Apt 602 Buffalo, NY 14209 414-***-**** ****.*.******@*****.***
Kirk Heston
Service Sales Executive 2000 – 2003
Focused on improving existing building Infrastructures to allow the Building owner to achieve their
business objectives
Managed multiple, ongoing, opportunities particularly focused on selling services and retrofits
Sold, renewed and expanded renewable service agreements, including multi-year agreements to
new and existing customers
Key Achievements:
Grew sales by 150% in my territory over the three years in HVACR Service Sales
Margins on sales 37% highest in our office
Service Operations Manager Johnson Controls, Inc. 1997-2000
Focused on improving existing customer relationships through the account management
processes, improving communications
Focused primarily on D- Level customer's facility engineers or managers with some C-Level
account management
Managed a team of Service Technicians and Service Mechanics implementing administrative
processes, procedures, best practices and service strategies to improve service capabil ities and
profit
Responsible for the profitable growth of my team and the growth projections for the branch
through new mechanical retrofit business sates, estimation and engineering of mechanical system
retrofits, control retrofits, new O&M service sales, existing O&M contract enhancements,
transitional sales from other business segments within JCI
Responsible to communicate with the customers, negotiate the service structure contracts, and
scope of the service deliverables, and the scheduling of services to be provided
Provided developmental training and leadership in safety, account management, service delivery,
communication, mentoring, and customer satisfaction
Key Achievements:
Grew sales within my territory by 150% over the three years in HVACR Service Sales
Grew customer satisfaction scores to 95% from 73%
Lead the Central Regions team branch business growth by 75% annually
Top ten team performance
HVACR Service Representative Johnson Controls, Inc. 1986 - 1997
Continued to take formal schooling and to self-teach myself in all areas of HVACR
Became certified in Air Conditioning and Refrigeration, Boilers, Steam and Hydronic systems,
Direct Digital Controls, Certified Cross-Control Device Inspector, Licensed in the State of Illinois
as a Master Plumber
Also responsible for managing my accounts, delivering high quality service according to
established standards and processes
1217 Delaware Ave Apt 602 Buffalo, NY 14209 414-***-**** ****.*.******@*****.***
Kirk Heston
Key Achievements:
Became a test pilot project to confirm the capabilities of remote service representative’s ability to
negotiate estimate and sell profitable projects with management or sales staff assistance
Post High School Education:
Real Estate Law and Finance, Sauk Valley Community College
Pilot Training, Sauk Valley College, Rock Falls Airport
Pipefitter Apprenticeship, Plumbers and Pipefitters Local Union #25
Wind Turbine PMDD Technology, Vensys/Goldwind Prague, Czech Republic
Completed over 250 hours of sales training:
Efficiency Sales Professional (Certified)
Target Account Selling – TAS
Achlivus BASE training
7 Habits of Highly Successful People
Social Styles
Large Account Management Process (LAMP)
LIST (certified facilitator)
Memberships & Affiliations:
APEC - Association of Professional Energy Consultants (past President)
MCA – Mechanical Contractors Association
ASHRAE - American Society of Heating, Refrigeration, and Air Conditioning Engineers – member
AFL- CIO - Plumbers & Pipefitters Local Union #25 – member
AFE – Association of Facility Engineers
Buffalo Sales & Marketing Business Network
Past Entrepreneurial Ventures:
Owner/Partner of Toys in the Attic 1981-1986
2100 sq ft retail new toy and craft store
o Built business to $10/linear ft; 20% better than big box business
Owner Enviro-Eco Systems 1986- 1990
Ecological safe water conditioners
Custom HVAC systems
Owner/Partner Perfect Reflections Art & Mirror Gallery 2001-2003
1100 sq ft fine art and imported mirror gallery
o Created these business segments
Distributors
Dealers
Retails
Leasing programs
1217 Delaware Ave Apt 602 Buffalo, NY 14209 414-***-**** ****.*.******@*****.***
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