Summary
Overview
Work History
Education
Skills
Accomplishments
Affiliations
Certification
Timeline
Generic

Craig Randall

Port Orchard

Summary

Knowledgeable mechanical Account Executive with solid background in outside sales. Proven ability to build strong client relationships and close deals effectively, consistently meeting or exceeding sales targets. Demonstrated aptitude in prospecting and negotiation, leveraging expert communication skills to drive revenue growth.

Overview

21
21
years of professional experience
1
1
Certification

Work History

Outside Sales Representative

ECCO Supply
04.2024 - Current
  • Company Overview: HVAC Wholesales; Equipment and Commodities. Owned by Ecco Group out of Edmonton, Alberta and Langley, British Columbia, Canada. ECCO purchased from Thrifty Supply in 2022.
  • Outside Contractor sales / Subject matter expert of HVAC equipment and supplies for (2) wholesale distribution warehouses in Everett and Fife in western Washington state.
  • Daily tasks were reduced to making contact with Contractors in Offices and Job-sites: Prospecting and creating new customers/ contractors for the goods and services the branches can provide.
  • HVAC Wholesales; Equipment and Commodities. Owned by Ecco Group out of Edmonton, Alberta and Langley, British Columbia, Canada. ECCO purchased from Thrifty Supply in 2022.
  • Increased territory sales by building strong relationships with key clients and identifying new business opportunities.
  • Visited customer locations to evaluate requirements, demonstrate product offerings, and propose strategic solutions for diverse needs.
  • Established new accounts through cold calling and personal visits to potential customers.
  • Established rapport with potential customers through cold calling and presenting product offerings tailored to their needs.
  • Provided comprehensive after-sales support, ensuring customer satisfaction and fostering long-term business relationships.

Fabrication Account Executive

Holaday-Parks
02.2023 - 03.2024
  • Transform an existing Sheet Metal and Pipe Fabrication shop, using union labor, from a financial overhead burden to a Profit Center to stand on its own.
  • Created new procedures and business functions for accounting and logistics they were lacking to be a Vendor to peer contractors.
  • Managed multiple accounts simultaneously while maintaining organization and prioritizing tasks efficiently.
  • Provided exceptional customer service, addressing client concerns promptly and effectively to ensure long-term loyalty.

Fabrication Account Executive

PSF Mechanical
01.2021 - 06.2022
  • Transform an existing Sheet Metal and Pipe Fabrication shop, using unionized labor, from a financial overhead burden to a $2.3 Million Profit Center to stand on its own.
  • Identified business opportunities for sheet metal installing contractors.
  • Established long-lasting relationships with key decision-makers within client organizations, solidifying the company''s reputation as a trusted partner in their respective industries.
  • Exceeded sales targets consistently by identifying new business opportunities and creating customized solutions for clients.
  • Boosted client satisfaction by developing and maintaining strong relationships through effective communication.

Account Manager

PermaCold Engineers
08.2017 - 05.2020
  • Manage Alaska and western Washington sales territory for new installations, retrofits, service personal and parts sales for ammonia and CO2 refrigerant systems.
  • Active from proposal and pre-construction services thru warranty.
  • Managed a diverse portfolio of accounts, ensuring timely communication and effective problem resolution.
  • Increased sales revenue by identifying and pursuing new business opportunities.
  • Increased client satisfaction by building strong relationships and addressing their needs promptly.
  • Maintained high client retention rate by providing exceptional customer service and anticipating client needs.
  • Laid-off in 3/18 and re-hired 5/19

Owner Sales Account Executive

Johnson Controls
09.2018 - 05.2019
  • Developing customers for York Chiller service repairs and retrofit services to end-users.
  • Factory training completion of the BEST sales training program.
  • Developed and maintained strong relationships with clients, resulting in repeat business and referrals.

Business Development Representative

Columbia Hydronics Co.
12.2015 - 08.2017
  • Plumbing & Hydronic equipment and accessories marketing to 30+ consulting engineering offices.
  • Assisting the Engineers through Lunch & learns and support with system layout, schedule and specification review and ROM pricing support.
  • Consistently met or exceeded sales targets, contributing significantly to the overall success of the team.
  • Refined sales pitch techniques based on ongoing evaluation of results, continuously adapting and improving for optimal outcomes.
  • Boosted brand awareness by representing the company at industry events and conferences.

Account Manager

Dorse & Co.
02.2012 - 12.2015
  • Managed sales territory for HVAC & Hydronic equipment and accessories with pricing and availability to contractors.
  • Awarded Greenheck' 2014 'Most Improved Sales Office' for Spokane.
  • Managed a diverse portfolio of accounts, ensuring each client received personalized attention and support.
  • Negotiated prices, terms of sale and service agreements.
  • Monitored market activity and quoted pricing to maintain healthy profit margins.
  • Managed portfolio of 32 accounts totaling $4.5 Million in sales.
  • Maintained high standards of customer service by answering pricing, availability, use and credit questions accurately.
  • Utilized strong analytical skills to track sales performance, making adjustments as needed to meet targets.

Sales Manager for the US & Mexico

Ecco Manufacturing
07.2009 - 01.2012
  • Sales to Wholesale Distributors based in the United States, and Mexico, and technical support to their customers.
  • Handled customer relations issues, enabling quick resolution, and client satisfaction.
  • Increased sales revenue by developing and implementing effective sales strategies.
  • Built long-lasting client relationships through excellent customer service and consistent followups.
  • Maintained relationships with customers and found new ones by identifying needs and offering appropriate services.
  • Managed key accounts with strategic planning and relationship building, resulting in increased customer loyalty and repeat business.
  • Consistently met or exceeded quarterly sales targets through diligent effort and persistence in closing deals.
  • Negotiated contracts with vendors and suppliers, ensuring the best pricing and terms for company profitability.
  • Maintained a 48 week/ yr. travel schedule.

Sr. Project Engineer

PSF Mechanical
09.2004 - 01.2009
  • Sr. Project Engineer, Sales Team support for Design/ Build Projects; $50 Million annually of Design/ Build Engineering and Construction.
  • Managed 28 engineers and drafters.
  • Identified potential risks early in the process, allowing proactive mitigation measures to prevent delays or setbacks.
  • Reduced project completion times for increased client satisfaction by consistently meeting deadlines and delivering high-quality results.
  • Navigated challenging situations through creative problem-solving abilities which often resulted in expedited resolutions.
  • Mentored junior engineers to develop their skills, resulting in a more knowledgeable and versatile workforce.
  • Delivered high-impact presentations for key stakeholders, showcasing project progress and highlighting achievements at critical milestones.
  • Optimized resource allocation for cost-effective project management, ensuring projects stayed within budget constraints.
  • Led development of innovative solutions that addressed complex technical challenges, contributing to successful project outcomes.
  • Developed comprehensive documentation that captured essential technical information, facilitating knowledge transfer among team members and providing valuable reference materials for future projects.
  • Managed projects effectively to deliver finished work on time.
  • Cultivated a culture of collaboration across multidisciplinary teams by fostering open communication and mutual respect.

Education

AAS Degree - HVAC & R Engineering Technologies

North Seattle Community College
Seattle, WA
06-1987

Skills

  • Relationship building
  • Motivated team player
  • Problem-solving
  • Customer Service-oriented
  • Positive outlook
  • Computer skills
  • Engineering & Mathematics

Accomplishments

  • Supervised team in 2007-09 of 26 staff members of Jr. Project Engineers and Drafters.
  • Rehabilitated customer base of 15+ accounts, increased to 50+ accounts in 2009-11 for newly revitalized manufacturer's US sales division thru higher standards for Customer Service, Decrease in damaged deliveries thru re-thinking Logistics and strategically increasing Company's footprint on a national scale.
  • Built-up to supervise a team in 2010-11 of 2 staff members of an Estimator and a Territory Manager.
  • Revitalized an existing sales office of 6+ accounts to find a new customer base of 35+ accounts in 2013-15 for new KPI's.
  • Built-up to supervise a team in 2013-15 of 3 staff members, adding (2) Estimators and a (1) Business Development Engineer.
  • National Award recipient, "Most Improved Greenheck Sales Office for FY 2014".
  • Surpassed annual quota for 2016 by 300% over previous years.

Affiliations

Past and Present:

ASHRAE - American Society of Heating, Refrigeration, Air Conditioning Engineers

ASPE - American Society of Plumbing Engineers

RETA - Refrigeration Engineers & Technicians of America

RSES - Refrigeration Service Engineers Society

SPIDA - Spiral Duct Manufactures Association

SDSA - Seattle Drag & Ski-Boat Association

SIRA - Seattle Inboard Racing Association

OPBA - Olympia Powerboat Association

SDSB Club - San Diego Speed Boat Club

Certification

  • CARO, 2020-10-22
  • CIRO, 2020-10-22
  • CRST, 2020-10-22
  • CRES, 2020-10-22
  • RAI, 2020-10-22

Timeline

Outside Sales Representative

ECCO Supply
04.2024 - Current

Fabrication Account Executive

Holaday-Parks
02.2023 - 03.2024

Fabrication Account Executive

PSF Mechanical
01.2021 - 06.2022

Owner Sales Account Executive

Johnson Controls
09.2018 - 05.2019

Account Manager

PermaCold Engineers
08.2017 - 05.2020

Business Development Representative

Columbia Hydronics Co.
12.2015 - 08.2017

Account Manager

Dorse & Co.
02.2012 - 12.2015

Sales Manager for the US & Mexico

Ecco Manufacturing
07.2009 - 01.2012

Sr. Project Engineer

PSF Mechanical
09.2004 - 01.2009

AAS Degree - HVAC & R Engineering Technologies

North Seattle Community College

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