Michael Delfs Email and Phone Number

● Responsible for implementing strategies and tactics to grow and expand a commercial HVAC Company's customer base, revenue, and overall market presence.● Set goals to build and expand business relationships through a commitment to understanding and meeting customer needs, providing excellent customer service, maintaining open communication, and fostering trust and integrity. ● Implemented a sales pipeline growth model to increase the number of leads and opportunities in the sales pipeline. Established lead generation strategies (Convex-Atlas), optimized the sales process, and implemented effective customer relationship management including SOPs to track sales, and follow up on leads and inquiries promptly.● Identified and researched new market segments, prospected for potential strategic clients, and set measurable metrics to track success.

● Responsible for cultivating and managing relationships with premier strategic clients, acting as the primary point of contact for any HVAC inquiries or concerns. Client portfolio encompassed government, health care, hospitality, commercial, industrial, and property development sectors.● Collaborated with clients to assess their HVAC requirements and provided tailored solutions that address their specific needs and challenges. Designated as the primary contact for HVAC and controls needs for HVAC equipment replacement from 5-ton to over 200-ton units to include: split systems, package units, make up air units, chillers, VAVs, FCUs, and water source heat pumps.● Developed ROI strategies to educate customers to invest in their HVAC systems. Demonstrating the value and benefits of the organization’s services successfully converted leads into paying customers.● Proactively informed clientele about industry trends, and market developments to provide up-to-date information and maintain a competitive edge. Identified opportunities for upselling or cross-selling additional HVAC products or services to existing clients to ultimately save a customer money in the long run through transparent, clear and open communication to stakeholders. ● Assumed responsibility for overseeing project management and supervising all sales activities.● Achieved $2 million in B2B HVAC sales, including $200,000 in new annual revenue from HVAC contract maintenance.● Managed existing premier client accounts, overseeing a monthly recurring revenue of $65,000 dedicated to HVAC maintenance services.

● Responsible for improving the profitable growth of the Tyco Fire Protection (Johnson Controls) brand.● Managed a territory budget of $27M from $22M through incremental business growth. Targeting strategic potential customers and assessing opportunities for sales. Arranging meetings with potential customers and selling product offerings.● Utilized Power BI to pinpoint opportunities and market trends. Tracked customer communications, identified opportunities, and managed follow-ups using CRM tools such as Salesforce. ● Consistently showcased the ability to effectively manage multiple clients concurrently using personally developed procedures and documentation.● Cultivated relationships, earned respect, and trust, leading to a steady rise in customer retention and effective prospecting. Generated reliable leads by emphasizing reputation, exceptional customer service, and the overall value of the package, rather than depending solely on cost.● Established and nurtured strong relationships with critical channel stakeholders, including distribution partners, regional life safety companies, sales managers in various markets, agent principals, and sales executives within their respective territories.

Leader for the branch’s profit/loss of the sprinkler commercial construction division.