JOHN CHANEY
St. Johns,Fl.
Summary
Strategic Planning and Business Development Leader with a strong track record in optimizing sales strategies and enhancing operational management. Demonstrated ability to expand markets and foster lasting stakeholder relationships, resulting in significant improvements in company performance, revenue growth, and client satisfaction.
Overview
34
34
years of professional experience
Work History
Manufacturers Rep Channel Manager
Lennox International
Remote, FL
05.2023 - Current
- Direct a team of eight regional sales managers, overseeing operational and sales support for 38 independent manufacturers' rep firms, including training and development to enhance performance.
- Develop sales forecasting based on sales and product profitability, and implement channel strategies to increase revenue and market share through sales planning and account management.
- Maintain relationships with key clients and sales channel partners to ensure satisfaction, maintain communication, and identify new business opportunities to capture revenue and leverage repeat business.
- Coach, mentor, and conduct performance reviews for team members to identify areas for improvement, and provide feedback and guidance for career growth and development.
- Achieved $95 million in channel sales, contributing to substantial growth in rep channel revenue, generating a year-over-year increase of $17 million.
VRF Commercial Sales Manager
Carrier Corp
Remote, FL
01.2017 - 01.2023
- Responsible for business development and team sales performance in the North American market.
- Applied engineered solutions to support buildings' efficiency and comfort objectives.
- Coordinated with leadership to formulate and implement sales strategies for ductless and VRF equipment.
- Cultivated sustainable connections with building owners, design-build contractors, developers, and consultants in commercial HVAC construction.
- Oversaw ductless and applied VRF sales management and support for DSOs, distributors, independent spec-reps, national accounts.
- Leveraged strategic relationships with stakeholders to achieve revenue growth from $18.2 million to $53.4 million over a five-year period.
Florida Area Sales Manager
LG Electronics
Remote, Florida
05.2014 - 12.2016
- Managed independent spec-rep firms to implement a sales plan for applied VRF and control systems.
- Formulated effective business strategies by analyzing market trends and customer demands to secure collaboration with key partners.
- Emphasized integration of new technologies to enhance efficiency and support environmental sustainability.
- Analyzed regional market trends to devise actionable insights and discover new opportunities for growth to gain share.
- Monitored competitor activities, and analyzed pricing trends to build sales forecasts and schedules to reflect desired productivity targets.
- Generated substantial revenue growth, boosting sales from $1.6 million to $4.8 million in less than two years.
Indirect Account Manager
Trane Company
Jacksonville, FL
09.2012 - 12.2013
- Cultivated sustainability through reduced carbon footprint initiatives, and performance contracting at a leading HVAC company.
- Aligned with consulting engineers on the basis of design for air and water cooled chiller products, controls, custom air handlers, and VRF.
- Focused on delivering superior HVAC services and systems for healthcare, government, and higher education sectors.
- Managed indirect market sales by identifying leads, converting them into opportunities, and executing a structured sales process.
- Developed and implemented account plans to identify opportunities for growth within existing customer base.
- Expanded business division revenue from $3.2 million to $6.4 million through strategic partnerships in 15 months.
Sales Manager
Brooks Air Systems, Inc
Jacksonville, FL
07.2007 - 09.2012
- Tenured applied spec-rep firm, regionally focused, with a primary role in business development and sales management, using insight selling techniques to boldly establish new relationships and generate revenue growth
- Assisted senior management in developing long-term strategic goals through the development of an airside division to expand applied equipment and aftermarket offerings.
- Oversaw bid activity, direct sales, product procurement, and accounting receivables for ventilation, applied equipment, and controls within the portfolio.
- Partnered with maintenance engineers and building owners to design and apply custom air handling, chilled water systems, and VRF technology for enhanced facility operations.
- Established and nurtured new business relationships within the higher education, healthcare, and governmental sectors, and supported sales team members to drive growth and development.
- Supported growth strategy for new territories, achieving revenue gains surpassing $16 million within three years.
Sr. Sales Director
Florida Mechanical Products, Inc
Jacksonville, FL
01.1991 - 05.2007
- Start-up HVAC manufacturer's rep firm with responsibility for managing the sales effort through collaboration with consulting engineers, design-builders, and commercial contractors.
- Managed a team of five Sales Engineers and three Inside Sales associates for marketing and fulfilling orders for air distribution and industrial ventilation equipment, VRV and mini-splits, water source heat pumps, and dedicated outside air.
- Directed sales forecasting activities, set performance goals, and performed business development functions to identify and seize traditional and new market opportunities.
- Led sales planning and account management in developing solutions to enhance team performance and outcomes by implementing effective strategies to increase customer loyalty.
- Assisted in creating an equipment service business that performed start-up, aftermarket service, and warranty fulfillment, exposing us to emergency replacement opportunities.
- Enhanced company performance through innovative equipment solutions and exceptional team management in building the business from start-up to $23m
Education
BS - Technology
Georgia Southern University
Statesboro, GA07-1985
Skills
- Business Development
- Operational Management
- Sales Strategy Optimization
- Effective Sales Presentations
- Territory management
- Client and stakeholder relations
- Market Expansion Techniques
- Team Leadership
Timeline
Manufacturers Rep Channel Manager
Lennox International
05.2023 - Current
VRF Commercial Sales Manager
Carrier Corp
01.2017 - 01.2023
Florida Area Sales Manager
LG Electronics
05.2014 - 12.2016
Indirect Account Manager
Trane Company
09.2012 - 12.2013
Sales Manager
Brooks Air Systems, Inc
07.2007 - 09.2012
Sr. Sales Director
Florida Mechanical Products, Inc
01.1991 - 05.2007
BS - Technology
Georgia Southern University
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