Summary of Qualifications

• Extensive experience as a marketing and sales professional representing multiple brands in the industrial and commercial marketplace

• Proficient in developing customer and supplier relations at all levels of the distribution channel

• Ability to establish relationship with C level decision makers resulting in substantial increased sales of new products and services

• Demonstrated ability to develop and present successful strategic recommendations and plans

• Experienced in profit and loss management, credit management and financial reporting

• Ability to organize and manage multiple projects from conception to completion, as well as managing diverse resources and groups

• Focus on customer satisfaction with success in exceeding expectations resulting in increased market share

Employment History

Hydronic Components Inc. / JOMAR Plumbing, Warren, MI 2011 - Present

Title: National Sales Manager

Responsibilities:

• Manage, coach and lead Regional Sales Managers/Independent Sales Representative Organizations on sales, market strategies and new product launches

• Oversee sales and coordinate all sales efforts throughout North America

• Implement business development and sales activities to maximize sales, profitability, market penetration and growth of all product lines

• Determine new product requirements and work with engineering and marketing to develop new market driven products

• Develop communications and implement long and short term sales strategies, policies and programs to achieve sales goals

• Primary contact and relationship manager for manufacturer’s representative network

• Lead, align, motivate and performance manage direct reports to ensure their commitment to deliver sales goals and objectives

• Ability to develop and maintain strong relationships with OEM’s, manufactures representatives, wholesalers, distributers, contractors, engineering firms and end users

• Oversee five Regional Sales Managers and Customer Service Manager

• Ability to manage teams through growth and change

• Research, monitor and analyze national market environment relative to competitive positioning (SWOT) and product capabilities

• Perform executive level sales performance presentations

• Plan and participate in trade shows

• Facilitate and present in webinars

Achievements:

• Landed the Carrier account for Arizona, New Mexico, El Paso, Nevada, Idaho and California, resulting in an increase in sales while maintaining margins

• Innovated a value added option which increased product sales and allowed for representatives to increase their margins

• Implemented a new electronic format catalog

Bachor Mechanical, Dearborn Heights, MI 2003 - 2011

Title: Owner

Responsibilities:

• Independent consultant for the Manufacturing and Contracting industries

• Managed new product launches, product development and marketing

• Extensive experience in the sales of equipment in industrial, commercial, and residential environments

• Identified potential opportunities with existing and new customers.

• Reviewed and implemented contract terms and conditions

• Developed relationships with multiple buying influences in the customer’s organization, including sales, purchasing, and accounts payable personnel

• Technical expertise related to systems, applications, and operations

• Focused on customer satisfaction with a desire to exceed expectations

• Ability to organize and manage multiple projects from concept to completion

• Traveled and worked outside normal work hours as required

Achievements:

• Simultaneously started my own business while completing my undergraduate degree

• Obtained certifications and licenses necessary to operate

McGill AirFlow, Dearborn Heights, MI 2006 - 2009

Title: Regional Sales Manager

Responsibilities:

• Responsible for McGill AirFlow commercial and industrial product sales for the Michigan and Ontario regions

• Conducted engineer and architect product presentations on product features, benefits and applications

• Coordinated with consulting engineers in writing project specifications

• Managed, coached and led independent sales representative organizations on sales, market strategies and new product launches

• Collected project data, gathered and validated preliminary information and performed facility walk-through and construction plan review

• Responded to customer needs by interpreting specifications, selecting products, generating quotes and closing orders

• Assembled, coordinated and interacted with sales team as needed for customer penetration and project acquisition

• Problem resolution

• Prospected for potential new customers

• Presented proposals and negotiated price, terms, and conditions with customers

• Determined project needs, constraints, and responsibilities to meet all of the customer’s HVAC system design and installation requirements

Achievements:

• Reestablished McGill AirFlow Office in Metro Detroit after five year absence

• Produced sales from $0 to $1,278,000 in 1st year

Fontanesi and Kann, Oak Park, MI 2001 - 2003

Title: Senior Sales Engineer

Responsibilities:

• Coordinated with consulting engineers to obtain project acceptance in specifications

• Responded to customer needs by identifying systems, selecting products, generating quotes and closing orders

• Organized and managed multiple projects from concept to completion

• Collected project data, gathered and validated preliminary information and performed facility walk-through and construction plan review

• Developed relationships with multiple buying influences in the customer’s organization, including project managers, project engineers, construction, purchasing, and accounts payable personnel

• Determined project needs, constraints, and responsibilities to meet all of the customer’s HVAC system design and installation requirements

• Resolved customer conflicts by evaluating the problem, developing possible solutions and then discussing those solutions with the customer

• Responsible for interpretation of blue prints, project take-off, selection, pricing, and integration of equipment

• Determined needs, developed and executed account specific business plans to identify the long term, mutual support requirements required to facilitate a strong, profitable and successful partnership

• Provided knowledge and consultation in the form of developing HVAC system related solutions for the customer’s problems

• Consistently ascertained customer needs and current market opportunities

• Assembled, coordinated and interacted with sales team as needed for customer penetration and project acquisition

• Authorized replacement, credit, or refund as necessary to facilitate the refund/exchange process including negotiation of back charges and customer disputes

• Assisted customers in answering technical questions on HVAC systems, system application alternatives, installation, operation, maintenance, and problem resolution

• Provided direct supervision and training of office and sales personnel

Achievements:

• Increased profitability by bringing in new manufactures into the product mix and training the sales personnel how to successfully sell

• Produced $3.6M in sales

Michigan Air Products, Troy, MI 1997 - 2001

Title: Senior Sales Engineer

Responsibilities:

• Responsibilities are similar to those listed above for Fontanesi and Kann

Achievements:

• Produced $3.2M in sales

• Achieved 33% overall sales margin

• Produced the largest single sales order on record for Metal Fab

• Provided a high level of service to strengthen customers relationships and to gain sales dependency

Education:

• Bachelor of Science in Business, GPA 3.57

Davenport University, Dearborn, MI

• Associate of Applied Science in Refrigeration, Heating and Air Conditioning

Ferris State College, Big Rapids, MI

Professional License and Affiliation:

• Licensed Unlimited Heating and Air Conditioning Contractor, State of Michigan

• Member of ASHRAE

Skills and Abilities:

• Able to attain sales and profit objectives

• Proficient in HVAC, hydronic and plumbing systems and components

• Excellent leadership, written, oral, presentation and communication skills

• Available to travel

• Microsoft Word, Outlook, PowerPoint and Excel

Contact this candidate