Michael Johnson
HVAC Manager
New Carlisle ,OH
Summary
Accomplished Sales Manager offering 32 years of experience developing and maximizing Project / Maintenace sales. Diligent in building and retaining accounts by providing support and attentive service. Expertise in marketing strategies, product promotion and merchandising to achieve market penetration. Successful record of expanding network connections through persuasive brand imaging.
Overview
32
32
years of professional experience
Work History
Sales Executive
Mechanical Systems of Dayton Inc.
Dayton, OH
2008.03 - Current
- Stayed current on industry trends and changes and participated in professional development opportunities to strengthen product and service knowledge.
- Engineered and delivered sales presentations for key influencers and decision makers, demonstrating value through cost savings, ROI and improvements in experience, features and service over competitive offerings.
- Leveraged industry, competitor and product knowledge trends to shape value-added solutions and approaches.
- Coordinated with purchasing manager to negotiate and secure contracts with key clients.
- Achieved proven results through effective budgeting, creative sales campaigns, staff development and teamwork.
- Managed and grew vital customer accounts, including contract review, production scheduling and customer engineering support.
- Delivered premier line of business by building client confidence and trust, managing speedy site conversion, accomplishing launch goals and exceeding client expectations.
- Attended all company sales trainings to improve skills and learn new selling techniques.-9 years of weekly Sandler Sales Training.
- Exceeded sales goals and improved profitability by aligning sales strategies and business plans with market trends.
- Enhanced customer relationships while exceeding all sales objectives the last eleven years.
- Identified prospect pain points and individual requirements to penetrate accounts, deliver value propositions and move contacts forward through development stages.
- Participated in networking events to meet and discuss service offerings with potential clients.
- Boosted sales by executing complete sales cycle process from prospecting leads through contract negotiations and close.
- Strengthened profit opportunities by developing key customer relationships and managing resources to meet sales objectives.
Commercial Sales
Superior Mechanical Inc.
Dayton, OH
2004.01 - 2008.03
- Cold-called prospective customers daily to developed large customer base.
- Created sales and revenue-generating opportunities in new markets to improve bottom line.
- Developed customized sales techniques to successfully sell and upsell HVAC Services and Plumbing services to new and existing clients.
- Improved profitability by developing pipeline using multiple sales penetration strategies.
- Secured long-term accounts by identifying client need, providing recommendations and delivering product on time.
- Managed existing portfolio and potential leads.
- Increased revenue by cultivating and securing new accounts while providing value-added services to existing clients.
- Developed productive relationships with business representatives and consulted closely to uncover needs and match available solutions.
Service Technician
Osterfeld Champion Service Inc.
Dayton, OH
1998.01 - 2004.03
- HVAC Service Technician
- On-Call Service
- Developed preventive maintenance procedures and schedules for all on-site equipment.
- Maintained up-to-date knowledge of latest research and trends through extended education and professional development courses.
- Troubleshot malfunctions and diagnosed issues to get equipment back into service quickly and fully.
- Installed complete systems at new residential and business construction sites.
- Completed daily appointment schedule to drive quality and timely service.
- Defined project plans and timelines, managed workflow and personnel and achieved completion deadlines on or before schedule.
- Brought projects in on-time and in accordance with budget and quality standards.
Education
Sinclair Community College
Dayton, OHSkills
- Sales and market development
- Market trends understanding
- Service promotions
- Territory management
- Business development and planning
- Sales funnel management
- Product knowledge
- Pipeline management
- Client development
- Staff management
- Relationship building
- Lead generation
- Sales coaching
- Closing techniques
- KPI tracking
- Objection handling
- Sales team leadership
- Cold calling
- Networking
- Professional networking
Timeline
Sales Executive
Mechanical Systems of Dayton Inc.
2008.03 - Current
Commercial Sales
Superior Mechanical Inc.
2004.01 - 2008.03
Service Technician
Osterfeld Champion Service Inc.
1998.01 - 2004.03
Sinclair Community College