John Crane Email & Phone Number

Chesapeake, Va, Us

• Manage a team HVAC building automation sales representatives, service and maintenance sales representatives and estimators in Virginia, DC and Pennsylvania• Develop and execute clearly defined sales strategy in partnership with the President and CEO in a manner that supports consistent business growth and enhances Chesapeake Control’s brand awareness. • Set monthly and annual sales goals and motivating the sales teams to achieve their individual and department goals• Monitor, analyze and report on sales and marketing activity against company goals.• Work with Operations Team to deliver industry leading customer service.

New York, Us

• Lead the sales team and initiate the expansion of services for Virginia, North Carolina and South Carolina• Promote ABM’s Corporate Values and increase ABM shareholder value • Talent acquisition and team management• Build recuring revenue with strategic customer engagement • Exceed plan numbers for revenue and project volume within 1st full year• Train sales team in prospecting, qualifying and closing techniques • Build a solid process for operational delivery• Demonstrate Value to ensure strong margins on every deal

New York, Us

• Promote ABM’s Corporate Values with each employee and each customer• Execute a 3-year growth strategy that has dramatically over driven planned gross profit • Increase ABM shareholder value with topline and bottom-line performance • Support the sale and execution of the largest project win for branch at 13 million dollars • Direct P&L responsibility for the Virginia Beach Mechanical Branch• Manage cashflow and balance sheet monthly

Newport News, Va, Us

• Coached sales team to increase margins and increase close rates• Developed and executed an expansion for a satellite sales office in Central Virginia • Encouraged team members to drive new contacts, locate new opportunities, assist in presentation plans and customer satisfaction• Set the strategic direction for marketing efforts and allocating resources to maximize performance • Maintained sales volume above quota and managed the sales pipeline for entire team• Created the Customer Relationship Management system for the department• Managed the acquisition, retention, training and termination of team members • Consistently delivered the highest margins on sold projects for three consecutive years, while working as a Sales Executive – avg. over 28%• Actively participated as a member of the Hampton Roads Economic Club at Old Dominion University, Hampton Roads Association of Commercial Real Estate, Carpe Diem Networking Group, US Green Building Council, Association of Energy Engineers

• Facilitate a project performance that has enabled the company to win “Best of Chesapeake” by US Commerce in 2010, 2011 and 2012• Utilize technical knowledge to engineer each project to meet customer specifications• Ensure that each project deadline is met within the contractual budget• Manage performance for as many as 50 subcontractors and employees on as many as 10 projects simultaneously • Train employees in company procedures for quality and safety – Including dress code, OSHA regulations and IBC building standards• Review employment candidates and implement employee discipline• Develop capital budgets for company productivity and produce profitability reports for each project• Manage procedural paperwork for contracted jobs including; purchase orders, requisitions, change orders and subcontracts• Represent company at various networking events throughout Hampton Roads

• Sold the largest single project in Company History at 1.2 million dollars• Took the company from a 20% market share to near 90% for the region• Developed total sales volume from 2 million to over 6 million annually• Expanded the sales from Hampton Roads area only to NC, Richmondand Northern VA• Attended industry educational programs for sales professionals – IMPACTSelling Seminars, MTek Sales Course• Represented the company at numerous trade shows and exhibits –TBA, TMFHA, IREM• Managed a sales team of 5 - directed and held the team accountablefor on-time, on-budget deliveries that met quality standards andbusiness strategies• Used CAD, Adobe and CASmate computer programs to illustratepotential projects• Built and maintained all website content, company letters, memos andinternal/external correspondence• Communicated daily with the project managers to ensure accurateproduct delivery