CHARLIE PITCOCK
National Account Manager
Cleveland ,OH
Overview
15
15
years of professional experience
Work History
National Account Manager - Restaurants
Johnson Controls Inc/York International
Norman, OK
03.2023 - Current
- Establish and maintain strong, long-term relationships with key national accounts
- Create and execute comprehensive HVAC sales plans tailored to each restaurant account
- Understand key account needs/challenges to identify opportunities that align with our goals
- Monitor account performance, address customer concerns, and ensure continual satisfaction while staying updated on market trends, product development and competitor activities
- Managing/expanding a $12-15M book of National Account Restaurant business
- -Johnson Controls Innovative Challenge Mentoring Program: May 2023- present
- -Johnson Controls Synergy Impact Sustainability Challenge Member: August - March 2024
- -Johnson Controls Wellness Business Resource Group Board Member: January 2024 - present
National Strategic Accounts
Satco Products Inc
Brentwood, NY
07.2022 - 02.2023
- National Strategic Account territory covering 10-15 Distributors and new Enterprise end-users
- Manage a National Account territory size between $2M and $5M
- Coordinate efforts between each brand’s Headquarters and the field sales teams
- Promote the total capabilities of Satco Lighting to position them as the leader in lamp and fixture lighting spaces through product presentations, site visits, and RFP quotation bids
National Accounts Manager
LSI Industries
Cincinnati, OH
02.2021 - 02.2022
- National Account territory covering 15-20 National Account Distributors and 15 End-users
- Hunted for large, multi-location new exterior site lighting projects
- Rebuilt key National Account distributor relationships to grow large project revenues
- Focused on specifying and creating demand for LSI products and value propositions with prospective national account end-users
- Sold $2M+ in National Acct project business with Amazon, Marriott and Tesla in 2021
National Accounts Manager
Cooper Lighting Solutions
Peachtree City, GA
01.2017 - 01.2021
- National Account territory covers 25+ enterprise end users and 10 sales channel partners
- Grew National Account revenues from $6M in 2017 to $14.5M in 2019
- Managed 4 Regional Sales Managers with a territory budget of $12-15M per year in Midwest
- Developed KPI’s and Regional growth plans to help RSM’s grow sales from $10M to $15M
- Won over $15 Million in LED Retrofit/New Construction business at Target, Menard’s, Kohl’s, Wendy’s, Macy’s, Hyatt Hotels, Ashley, Meijer, Scheels, Dicks Sporting Goods and Marriott
National Accounts Manager
Energy Focus
Cleveland, OH
08.2014 - 12.2016
- Sold entire Energy Focus T-LED products to National Accounts while focusing on Retail/Industrial markets
- Hunted for large, enterprise lighting retrofit opportunities by calling on Retail/Industrial accounts
- Developed, fostered and built relationships with large, multi-location, National Account clients
- Sold over $3M in Retrofitting projects for Costco, Famous Footwear, Walmart, Kohl’s, Petsmart, Goodyear and Kroger
OEM Sales Manager
Venture Lighting
Cleveland, OH
08.2012 - 08.2014
- Worked with Light Fixture OEMs including Cooper, RAB, Juno, Musco, Keystone, Cooper Lighting, LSI
- Collaborated with Engineering, Lighting Design, and Procurement to develop product specs, pricing levels, and annual rebates
- Managed Inside Sales Team on OEM lighting project RFP’s, container pricing and lead-times
- Increased OEM Acct sales by 60% from $2.5M to $4M and achieved 105% of sales target in 2014
Industrial Account Manager
Gexpro
Cleveland, OH
03.2010 - 08.2012
- Responsible for selling value added, turnkey energy-efficient solutions to develop and grow business within large Industrial and OEM Accounts in the Northeast Ohio market
- Focused on Lighting projects, Industrial Automation, Energy Feasibility Studies, and Audits
- Achievements: Increased Territory Electrical Distribution sales from $1M to $2M from 2011-2012
Summary
Results-oriented National Account Manager effective at expanding territories and building retention. Highly organized with excellent communication and planning abilities. Offering 15+ years of experience in fast-paced sales environments. Experienced Business Manager adept in national business operations, cultivating new business partnerships, managing supplier relationships and increasing customer satisfaction. Excellent business acumen, customer service skills and strategic planning.
Skills
- Cold calling expertise
- Business growth and retention
- Sales pipeline development
- Solution selling
- Technical aptitude
- Account management
- Logistics coordination
- Strategic planning abilities
- Marketing planning
- Pricing strategy
- Business development
Education
Bachelor of Arts - Sociology And Spanish
Ohio University
Athens, OHAccomplishments
- Managing a book of $12M in National Account Restaurant HVAC business across the United States with numerous QSR and fast casual brands at Johnson Controls.
- Leveraged my expertise in HVAC and Building Controls to drive sales growth, customer satisfaction and on-boarding 7-10 new National Account Restaurant customers with Johnson Controls.
- Developed and executed strategies to drive demand in LSI Lighting products in Retail, Hospitality, Restaurant and Commercial markets while securing over $2M in new national account business over 8 months.
- Achieved sales growth from $12M to $15M with Regional Specification Team and grew National Account territory from $6M to $13.5M from 2019-2021 with Cooper Lighting Solutions.
Timeline
National Account Manager - Restaurants
Johnson Controls Inc/York International
03.2023 - Current
National Strategic Accounts
Satco Products Inc
07.2022 - 02.2023
National Accounts Manager
LSI Industries
02.2021 - 02.2022
National Accounts Manager
Cooper Lighting Solutions
01.2017 - 01.2021
National Accounts Manager
Energy Focus
08.2014 - 12.2016
OEM Sales Manager
Venture Lighting
08.2012 - 08.2014
Industrial Account Manager
Gexpro
03.2010 - 08.2012
Bachelor of Arts - Sociology And Spanish
Ohio University
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