General Manager / Sales Manager Resume

Desired Industry: HVAC	SpiderID: 2566
Desired Job Location: Pataskala, Ohio	Date Posted: 5/13/2005
Type of Position: Full-Time Permanent	Availability Date:
Desired Wage:
	U.S. Work Authorization: Yes
Job Level: Management (Manager, Director)	Willing to Travel: Yes, 50-75%
Highest Degree Attained: Bachelors	Willing to Relocate: Yes

Objective:
A management position in the area of commercial and industrial HVAC using my skills in system design, business development, market support, and administrative / operations management

Experience:
York International Columbus, Ohio 2003 – Present
Regional Sales Manager: Manage 42 sales engineers in 10 districts in a 6 state geographical area. Oversee and manage all sales activities in the region. Monitor and manage cost of sales (reduced it from 8% to 6%), profit margins (averaged 28% design / build and 45% M/C’s in a regional service sales business of $41M. In 2005 grew the regional sales business by 60%.

Principle Duties: Responsible for setting and maintaining sales quotas for the 10 districts in my region. Establish annual budgets for the region. Effectively operate, manage, and oversee all acquisition and fulfillment aspects of many large commercial and industrial projects to include an $18M regional maintenance contract base. Established quarterly regional sales “ Continued Education” training meetings focused on light technical and sales strategies. Perform regional weekly sales meetings covering each sales engineers past, present, and future sales activities and to develop sales strategies to procure service opportunities. Member of the York corporate Service Business Development team. Work with team in the development of York’s strategic Service Enhancement Programs.

THE TRANE COMPANY ATLANTA, GEORGIA 2/1991-2003
Existing Building Group Manager
Responsibility Level: Manage, supervise, and assist in the development of the EBS engineers. Oversee and manage operations of the profit, losses, and margins of a $22M EBS Group with a $10M contract base with a geographical area of the state of Georgia.

Principle Duties: Work with, train, and supervise in the development of the EBS engineers. Assist in the setting of annual sales quotas (which averaged between 3% to 8% annually) for EBS engineers. For 7 straight years, had a business growth rate of no less than 15%. Responsible for establishing and creating working teams with systems, service, and controls to develop new and existing accounts to provide total HVAC building solutions. Effectively operated, managed, and oversaw all aspects of many large commercial and industrial projects ranging in size from $10k to $ 5.1M. I have designed and installed numerous HVAC commercial and industrial projects around customer’s specific needs. Projects ranged in scope of simple ductwork modifications, control retrofits, to complete physical plant design and installation. Currently serve on the Trane national NATFH committee, which organizes and oversees the annual national sales training and continued education seminar for the Trane offices of North America.

YORK INTERNATIONAL ATLANTA, GEORGIA 1986- 1991
Service Accounts Manger
Responsibility Level: Responsible for the mentoring of service sales engineers in the industrial and commercial building market. Execute the marketing and sales strategies for the development of the business in becoming recognized as a HVAC total business solutions provider. Oversaw the development of existing customers and the procurement of new customers to continue to strive and meet our business growth goals.

Principle Duties: Work with, assist, and team with sales engineers in the acquisition of new systems and service accounts. Prospect and qualify potential new customers. Secure the acquisition of service contracts and design build turnkey opportunities. I have been directly responsible for project management, equipment purchasing, and final project bidding. Have performed multiple building energy and equipment audits.

United Maintenance Atlanta, Georgia 1984-1986

Project Manager / Sales
Responsibility Level: United Maintenance is a commercial and industrial mechanical contractor that has a strong presence in the HVAC plan and spec market of the metro Atlanta area. United Maintenance specializes in being recognized as a total solutions HVAC provider providing engineering, service, and design build capabilities.

Principle Duties: Responsible for finding and developing new accounts through the use of my knowledge in HVAC design and service. Responsible for project management and fulfillment of design build projects

Education:
1978 - 1982 UNIVERSITY OF GEORGIA ATHENS, GEORGIA
Bachelor’s Degree:
Major: General Business

1982–1984 Georgia State University Atlanta, Georgia
◘ Associates: Mechanical Engineering

Affiliations:
·Current member of ASHRAE
·Current member of BOMA
·Member of York Internationals Service Advisory Board.
·Trane Company Manager Training Program
·Trane Company Counselor Selling I, II, III Studies of Professional Selling
·Sandler Management Training
·Tom Hopkins Professional Sales Skills
·Dale Carnegie Human Relation Principles
·Beverly Beecher Time Management Course

Skills:
Design / build, Service Sales, P&L Respocibility, estimating, project management, sales and general management

Reference:
Past Employment

Engineering Excellence
Jim Manning
Vice President Phone (513) 761-6000

Trane Company
Susan McDaniel Phone (404) 321-7500
EBS Sales North East

List of Client Character & Capabilities References

Kellogg’s Corporation
Mike Lusk Phone (706) 689-0150
Area Plant Engineer

Over a 12 year period secured and performed over $14.5 million in design / build projects and in 5 different plants. In addition sold maintenance contracts to each plant resulting in a combined annual M/C billing of $174,000.

ExxonMobil Company
Barbara Begg Phone (706) 883-1924
Senior Purchasing Agent

Secured a 5-year $225,000 annual full coverage maintenance contract. Equipment responsibility included all plant HVAC equipment, security and fire system operation. Designed and installed a $510,000 Trane Tracer automation system integrating control of all security, fire and HVAC systems.

Federal Home Loan Bank
Connie Arnold Phone (404) 888-8128
Director of Operations

Customer for the past 13 years. Secured an original $30,000 maintenance contract on a twenty-eight story building in 1992. Have performed many tenant build out and design / build projects during the 13 years

Candidate Contact Information:

Name: Ed McHugh
Street: -	Phone: 614 923-9659 / cell 614 332-9408
City: Columbus	Fax:
State: Ohio
Zip: 43062
Web Site: