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Sales Quality Assurance

Location:
Alpharetta, Georgia, 30005, United States
Posted:
March 16, 2011

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Paul E. Galbreath

***** ********* ***** *****

Alpharetta, Georgia 30005

(770) ***-****

s0wct4@r.postjobfree.com

Professional Consultative Sales And Market Development

I am a professional with strategic account management, consultative solution sales, market development and customer service experience.

Area Market Development Manager for “ Asset Modernization “ä (Performance Contracting) in Southeast Region for Honeywell Inc. Successfully closed large, project based, building retrofit, facilities management, infrastructure enhancing, energy savings driven contracts. I utilized extensive hardware /software environmental control expertise coupled with strategic, solutions oriented, applications based sales methodology. I was used extensively to assist Branch Managers when local contract negotiations stalled, to negotiate the successful contract close for the Southeast Region.

Exceeded assigned sales goal and objectives for the distribution and sales of boiler controls, lighting controls, HVAC air and water flow controls, sensors, meters, electro-mechanical, electronic air/water temperature control devices, pneumatic devices, valves, valve motors, modulating motors, through territory and account management.

Successfully monitored and analyzed reported OEM production line product defects and reported such defects to engineering for solution, product replacement or substitution. Tested defective product locally to determine cause or validity.

Provided training, design assistance, product information and preparation assistance of proposals for distributors, engineers, contractors, and bid specialists to promote Honeywell product use in bid specification proposals. Accomplished solution selling that fit applications for new construction and existing retrofit or upgrades for increased functionality, lower energy costs and improved building comfort.

Possess skilled ability for analysis based on territory activity for potential competitive market penetration and aggressively initiate proactive preventative measures prior to a need to recover.

Increased Authorized Distribution in territory and provided distribution channels with training and product information to promote use and sale of Honeywell products. Assisted in development of trade show support materials and presence to increase brand awareness and product visibility.

Possess functional expertise in preparing revenue forecasts and expense targets to manage cost to sell.

I have broad experience in the preparation and presentation of proposal documents with expert proficiency in application software of the total Microsoft Office Suite and customer management tools.

Possess exceptional ability in positive customer relationship management from engagement to retention. I am skilled in developing relationships to effectively interface with customer decision makers. This helps drive and promote an increase in sales revenue.

BUSINESS EXPERIENCE

(Condensed)

Fulton County Government

11/2003-08/2008

Water Services Division

Plan Review Engineer

I supervised staff of 10 including 2 supervisors and 8 senior level inspectors for Commercial Water Pretreatment Program. Reviewed architectural and engineering plans for environmental code compliance for permit approval or denial. Met with and advised engineering/architectural firms on necessary plan revisions and provide technical assistance to contractors and developers to resolve construction problems. Approved or denied requests for variances and conducted plan review meetings. Performed field inspection audits for new construction building equipment codes for erosion, backflow prevention, hydro-mechanical interceptors, plumbing and wastewater. Convened inter-jurisdictional meetings for code compliance similarity. Collected fees for permit inspections, revisions and plan review. Monitored departmental budget and spending. Conducted training for statewide F.O.G. Alliance for new construction equipment installation.

International Management Systems Marketing

Based in Malmesbury, Wiltshire UK

12/1998-10-2003

Burlington Massachusetts

Business Manager Southeast Region

I Negotiated contracts with decision makers in the Industrial manufacturer, automotive parts manufacturers, pharmaceutical companies, and the food and beverage industry for ISO 9000-9001 certification for Quality Assurance and ISO 14000 for Environmental Certification. Conducted initial quality assurance audits for certification. Wrote SOP’s to ensure international standards were met. In the industrial setting, all manufacturing processes were accomplished the same per SOP for better cost accounting, lower manufacturing costs and stop loss for defective products due to manufacturing line errors. In turn increasing overall quality and lower cost per unit.

Honeywell Inc

Atlanta Georgia

1994-1998

Area Market Development Manager Southeast Region

Successfully performed regional responsibility for assisting or actual closing of 2 million dollar and up contracts for Branch Managers and marketing staff in the southeast region.

“Performance Contracting” is the repair and modernization of existing building facilities and infrastructures and new building construction. The contract solution included all environmental controls, lighting, HVAC, boilers, security and new building construction driven by energy savings. When contract negotiations stalled on the local level, I was flown in to lead negotiation meetings with “ Vito” level Presidents, CFO’s, Business Managers and Board of Trustees to resolve complex problems towards contract signing. This was accomplished through skilled communications, expedient and effective client relationship building and ability to help decision makers define deliverable project content and buy into proposed solutions allowing revenue recognition to occur. I had a high close ratio if engaged early enough and won numerous performance awards and recognition trips. Nicknamed “Road Warrior”.

Honeywell Inc

1985-1994

Charlotte N.C.

Nashville Tn

Account Manager Distribution/OEM

Based on working observations and thorough understanding of accounts, I was able to drive increased customer business and sales of HVAC controls, meters, sensors, actuators, motors, modulating motors, flow control devices, water/air temperature control devices, electronic, pneumatic controls, combustion controls, electronic air cleaners, manufactured control panel boards and 5000 other Honeywell “Tradeline” devices through established distributors, wholesalers, dealers and contractors. Established new product distribution through evaluation, development and implementation of resources for existing customers with growth potential in geographical areas conducive for increased specific product sales and activity.

Actively created partnering environment with business decision makers to co-develop sales plans and objectives to ensure “partnership participation” in total benefits of a business relationship with Honeywell.

I provided product training to distribution sales representatives, counter personnel, contractors, manufacturers reps and engineers to differentiate product offerings from competition. Provided assistance with preparation of proposals and design of HVAC control systems using Honeywell products exclusively

Worked with distributors and dealers to develop trade show support materials to increase brand awareness and product visibility.

Prepared quarterly, yearly forecasts for performance by objective and performed on going field studies for competitive marketplace analysis based on territory activity. I developed and implemented territory sales strategic plans prior to serious penetration in proactive manner prior to having to recover.

I increased territory distribution and products sales in various categories through establishing new distribution and competitive penetration. Moved to Nashville to duplicate the process. I was a winner of Summit Club 3 times with various other sales accolades, awards, incentives and trips.

Education and Training

Akron University

Business Management

Honeywell HBC University

Control Valves and Motors

Environmental Control and Engineering

Lighting Controls

Energy Management

Automated Control Panel Design

(Albuquerque N.M.)

University of California @ Sacramento

Certification in Industrial/Commercial Facility Inspection

University of Georgia

Carl Vinson Institute

Code Enforcement

Building Construction



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