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Accoun Manager

Oregon, Wisconsin, 53575, United States
October 06, 2016

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Solution Sales / Business Development / Product Commercialization / Technical Sales / CRM / B2B / Applications Engineering / Pre & Post Sales Support / Channel Sales / Team Development

An experienced sales engineer, I played a key role in growing revenues, improving profits, driving product development and commercializing new industry-related technology for Ingersoll Rand and Johnson Controls. Serviced needs of commercial and residential markets with state-of-the-art systems, equipment and controls through contracting, distribution and manufacturing channels. Quickly adapting to ever-changing business climates and client needs, I can contribute by:

- Turning around troubled relationships

- Leading development of new products

- Recruiting, mentoring and retaining top-tier talent

- Integrating promotions, pricing and marketing into successful sales

My peers recognize me as a resourceful, hands-on, shirtsleeve manager with a strong will to succeed. I earned a BSME with emphasis in Control Theory from the University of Wisconsin – Milwaukee. I am current Regional Vice Chairman of Membership Promotion and past Chapter President ASHRAE, the American Society of Heating, Refrigerating and Air Conditioning Engineers.


Grew Trane territory sales 8%. Regional office was decimated by departure of management and sales staff. Recruited to revive territory and cut off the competition. Implemented comprehensive training for new personnel. Rebuilt relationships, delivering quality systems and results. Doubled company goal of 4% growth.

Turned around Rheem regional sales. Customer base was dissatisfied and considering cancelling existing contracts. Took over duties as regional manager, leveraging professional presentations and technical expertise to retain distributors. Stemmed drop in sales and grew region to 116% of pre-decline revenues.

Led 130% growth of Hunzeker Trane controls sales. Company sought to rebuild temperature control business after unit spin-off. Developed product support plans to assist existing sales force. Produced hard-hitting presentations to engineers and contractors. Grew control equipment revenues from 12% to 28% of total sales.

Closed University of Wisconsin-Madison contract for Johnson Controls (JCI). Institution looked to modernize campus-wide HVAC systems. Developed and presented proposal to integrate independent field devices, using JCI products. Landed contract, contributing to a seamless upgrade of HVAC, security and fire protection systems.


Account Manager, Trane, Division of Ingersoll Rand, 2008-2010. Supported high efficiency system solutions for air and water commercial systems. Developed relationships with consulting engineers to market Trane and other vendor-supplied products by promoting, applying and quoting systems.

Regional Sales Manager, Rheem Manufacturing, 2003-2008. Managed $16M territory, growing Ruud-labeled residential and commercial products through Upper-Midwest distributors. Implemented business strategies for product training, new product introduction and dealer development.

Sales Engineer, Temperature Systems Inc., 1998-2003. Represented the sales of Carrier, Sterling and Greenheck products for bid and design-build applications of commercial and light commercial systems to mechanical contractors and Carrier Dealers.

Building Automation System Manager, Hunzeker Trane, 1993-1998. Built the sales and operation department to provide centralized DDC (Direct Digital Control) systems to owners, engineers and contractors for Trane Company integrated controls. Managed the implementation of the controls division.

Earlier: Sales Engineer, Johnson Controls Inc. (JCI). Expanded service sales to customers of temperature controls, HVAC and security systems for service contracts, system retrofits, upgrades and expansions. Developed and implemented a marketing plan for linking new construction customers to service customers.

Personal: I participate in community-based youth activities, boating, water-skiing, running and auto sports.

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