AREAS OF EXPERTISE AND ACCOMPLISHMENT- 22 + years of experience in the HVAC/R industry;- Managed as many as 28 manufacturers rep offices and 13 direct employees;- Focus on attributes of performance, teaching and requiring subordinates to self-evaluate their presentations, sales calls, and job related behaviors for purposes of quality and performance improvement; - Constant focus on profitability, build sales revenues, build margins, reduction in charge-backs;- Build committed sales force, build dedicated customer base, build high ethical standards of performance;- Business development and project management experience;- National Account Executive.SITUATION / RESULTS- Designed and conducted training modules... expanded business into 2 additional supermarket chains;- Established business plan for sales representatives...new focus increased sales 70%;- Researched calls and processes of inside sales team... response time to customer reduced by 26%;- Trained salesmen on more technical aspects of product offering... increased sales quotation of product by between $750,000 to $1.5 million in each territory in first year;- Evaluated current and prospective customer base focusing on "best business profile"... increased business by over $3.5 million;- Focused on targeted customer base in highly competitive market... increased sales 23% and market share 8%;- Implemented business development plan which included design and development of training aids and sessions... sales growth to 70% year over year;- Designed sales tools and conducted joint training with mechanical engineers... increased product specified as base of design 6% to 8%;- Researched markets, targeted sales efforts to OEM markets... increase in sales in excess of 400% for that product offering;- Trained outside sales staff, implemented behavioral objectives...100% improvement in self- correcting evaluation accuracy, sales effectiveness increased by 80%.Specialties: • Extensive sales territory and management experience. Specialize in building long-term purchasing relationships at all channel levels from contractor to end user.• Interpersonal skills/sales training ability to break down technical information depending on audience. • Development of business plans, staff and customer training, staff development and management, and thoughtful business analysis.