Mark Huston Email & Phone Number

Greater Chicago Area

Service and Retrofit Sales

Greater Chicago Area

Elk Grove Il

 Product Manager for Turbocor retrofit compressor product line. Successfully sold and installed multiple compressor retrofits, supported and guided all other Turbocor sales, including technical design of retrofit systems, sales support, and direct sales. Provided internal training for product line to all sales staff. Product Manager for Limpsfield burner product line, developed proposal writer with integrated ROI, IRR, and simple payback calculations, supported efforts of other salespeople. Installation featured as a Nicor custom rebate example at Northwest Community Hospital in Arlington Heights. Provided internal training for product line for all sales staff. Utility Rebate Expert within the company, coordinating sales and utility rebate programs. Internal training of rebate programs.  Responsible for direct sales development of new business that was not part of existing construction or present contract base. Successfully sell $2.5M+ annual revenue of best bid/no bid retrofit work. Project manage and service new business sold. Includes CCN, BACnet, and Tracer/Summit lines of controls, all lines of mechanical equipment. Maintenance Agreement sales, typical 35% to 45% margin.

Franklin Park Il

Account Manager Responsible for development of new business that was not part of existing construction or present contract base. Mined the extensive customer database to find sales nuggets, set up queries and processes for finding hidden opportunities within existing systems. Project manage and service new business sold. Utilize existing resources of the company to achieve results. Base sales in the $2M to $3M range, mixture of existing customers, new customers, and construction leads. Opened markets for buildings seeking LEED certification Worked on sales and support of Commissioning and Retro-Commissioning groups Test and Balance sales and project managementI sought out Hill as an ethical, solid company platform that had the resources to service customers to the standards I had set at previous companies. They have some excellent people, and went through some difficult times during the height of the recession.

This was the next logical step in my career. I was looking for a new challenge, and saw one with a nascent service organization. This was a fun job, and one where I had a high degree of satisfaction.The main mission for EMCOR was growth, the faster the better. Met the challenges of integrating two new and diverse service organizations into the existing organization.  Consolidation of existing sales organization into corporate structure. Staff of six outside and inside sales P&L responsibility. Integrated purchased companies into existing structure and organization. This was a big part of the job! Implemented then-new mobile technology for instant billing and paperless service tickets. Bleeding edge for the time. Analysis of existing customer base and the development of new market strategies. Figured out what they had (yikes!) and where they needed to go. Hiring and training of new sales personnel. Integration of existing team into new structure. Developed new commission plans and structure. Developed new pricing strategies for basic maintenance programs and contract maintenance programs. Developed new maintenance agreement formats and forms. Ongoing personal sales of over $1M annuallyIt was here that I began using Turbocor compressors for retrofit, learning from some of the existing EMCOR contractors that were using them in the California Power markets. There are a great many talented people in the EMCOR Group's contractor network, and all of them offered new ways to do things.

Arlington Heights Il

My job while here was to grow a small residential warranty service group into one of the market's top commercial service providers. Starting with two commercial service technicians, I was key in growing the company from basically zero revenue in service to over $10M by 2003. Service Sales Manager - Service Sales Supported highly profitable growth of a startup commercial HVAC service company from 0$ revenues to over $10M in 2003.  Sales and project management of an average of $1.5M+ annual revenues, working with a base of commercial building owners and managers, and commercial industrial customers. Management of the commercial service sales organization. This includes P&L responsibilities, forecasting and budgeting, sales and lead tracking, establishing policies and procedures, inside staffing and sales management. Coordinated the transfer of customers from the construction group to the service group. Wrote databases to track process. Experienced in sales and application of DDC controls, retrofits, service contracts to corporate real estate, industrial properties, and private ownership at the executive level Created custom software to track leads, customer issues, sales performance.Atomatic continues to be one of the top HVAC service companies in the Chicago area today.

A change in Ownership at NuTemp brought the NuTemp management team to VA Smith Company. VA Smith Company was a solid, old-line contractor and was looking to upgrade the service department. They brought Dick Hoffman in from NuTemp and Dick brought me along as well. I began working for him when he was president of NuTemp, and continued through my tenure at AtomaticService SalesHere I learned to sell service, and what a good service company is supposed to look like. I was responsible for profitable sales of HVAC service, service agreements, installation and repairs, primarily through the sales of service agreements. Project management of existing sales. Additional duties included service and sales training and implementation of CFC policies. Designed and built recovery units for centrifugal chiller service, created new methods of pricing maintenance agreements, set up tracking systems for sales, quotes, and customer contacts.I established relationships here with customers and co-workers that continue to today. Here I learned the importance of relationships, references, and doing what you promise, along with a little more if you can.

I held two main positions here. Product Manager, Centrifugal/Absorption/Screw ChillersResponsible for product line profitability, sales, and engineering application of all major brands of chillers vertically through the company. Extensive contact with a customer base that included chemical and process manufacturers, contractors, DHC operations, building owners and managers, and cogeneration developers nationally and internationally. It is one thing to have a computer program that does selections for you. Plug in the parameters you need and the program spits the selections out at you. Now turn it around. Start with the equipment and work backwards. With no computer program. This job was a Masters Degree in equipment applications. I learned to apply equipment forwards and backwards, in the truest sense of the words!Department Manager, Lead technicianResponsible for all phases of chiller reconditioning, including rebuilding, testing, modifications, and overall department profitability. Coordinated the largest tonnage rental fleet in the nation at the time. Responsible for start up, troubleshooting, shipment, and installation of large tonnage screw, centrifugal, and absorption chillers throughout the United States. Responsible for in house training and NuTemp “U”.On the technical side, the opportunity to tear down one or two different chillers a week was like going to chiller college. I got to know the inside of Trane, Carrier, York, McQuay, FES, and I don’t know how many other different kinds of chillers. In a year, I did more teardowns than a typical service technician would do in his entire career. The technical education was immense.I look at this as my Chiller Hot-Rodding days. Take a stock chiller, change a motor, or a the impeller wheels, or the gearset, and make it do something else. Something that makes it better, or will fit a different set of parameters, or fit the customers' needs.

Greater Chicago Area

Journeyman Service Technician, specializing in service, tear down, and repair of Centrifugal, Screw, and Absorption Chillers. Accounts included nuclear plants, refineries, food processing and storage, hospitals, office buildings, national laboratories, and government buildings. Also worked on DDC systems, proficient with pneumatics, and analog electric control systems. Some highlight projects were the start-up of multiple critical and non-critical chiller systems at Braidwood Station, University of Illinois Circle Campus powerhouse repairs and maintenance, Hospital pneumatic and DDC control contracts, absorber modifications with new pumps, purges, and controls.