Developed, led and retained a world-class sales organization consisting of 8 regional managers, 4 product sales managers and a network of 575 independent and company sales people that achieved the sales and profitability objectives for the North American sales territory. Partnered with peers in finance, marketing, product development and operations to set financial targets for North American operations. Developed, planned and executed sales strategies that were aligned with the strategic plan for the Applied Solutions Business Division which met and exceeded divisional financial objectives. Developed, enhanced and maintained superior relationships with existing and new customers including mechanical contractors, consulting engineers and the representative community. Ensured that customer service objectives were developed, communicated and achieved. Continually assessed the current channel strategy, realigned as necessary to create a sales network capable of driving and sustaining revenue and profitability growth. Developed, communicated and executed sales plans, budgets and forecasts.

Supervised the activities of western United States and Canadian regional managers while still performing the daily duties as a regional manager for the South Central region. Coordinated quota development across the territory assuring alignment with the North American sales plan.

Managed and developed a network of independent sales representatives to ensure the growth of profitable sales of McQuay products. Developed and implemented region specific business and sales plans for each fiscal year. Assisted representatives in planning and strategy development, and implementation of those strategies. Generated monthly sales forecasts, plan analysis and adjusted sales activities appropriately to meet corporate goals. Evaluated existing and new representative performance. Modeled creative strategic and tactical selling techniques for representatives. Made appropriate changes to representative network in order to achieve growth goals. Developed new representatives where no market existed or current coverage was weak. Developed and maintained contacts with major customers and actively participate in major selling and presentation sessions. Assisted in national and local trade shows and specialized training seminars.