MICHAEL VIALE
Bulverde,TX
Summary
With 22+ years of experience in HVAC sales, business development, and marketing, I offer extensive knowledge and expertise. I have effectively led teams and executed strategic plans to achieve corporate objectives. Possessing a deep understanding of HVAC and VRF product offerings and their applications, I excel in promoting and educating others on their advantages. My passion for delivering exceptional results drives me to thrive in fast-paced environments where I can make a significant impact.
Overview
29
29
years of professional experience
Work History
Regional Commercial Sales Manager
Hisense Hitachi
11.2022 - 07.2024
- Recruited and onboarded Specification and Distribution reps throughout the Western and Central Regions of the US
- Built $6.5million pipeline in the first year
- Created presentations and tools to train engineers, contractors, and developers.
- Established a thorough knowledge base of industry trends, competitor activities, and emerging technologies to inform strategic planning efforts.
National Sales Manager
GE Appliances
07.2019 - 11.2022
- Sales Lead for team that started the VRF group
- Vetted new opportunities for business growth by researching markets and consumers in specific regions or territories
- Negotiated contracts with clients and other business partners to establish long-term relationships
- Built $2.5 million pipeline of projects
Director of HVAC Products
California Hydronics Corporation
12.2015 - 10.2018
- Developed and executed a comprehensive business plan and marketing strategy for the successful launch of VRF and other airside mechanical equipment in the N.Ca and PNW
- Implemented effective personnel management strategies across a diverse geographical area consisting of 9 office locations
- Enhanced CHC's value-added proposition by incorporating additional manufacturers and product lines
- Created marketing collateral, designed training courses, and delivered presentations to Engineers, Contractors, and internal stakeholders
Regional Sales Manager
Samsung HVAC/Quietside LLC
03.2015 - 11.2015
- Managed six Wholesale Rep Agencies in 12 Western States and four Western Canadian Provinces to develop and grow wholesale distribution channel sales opportunities with Samsung VRF and ductless product
- Started and developed the Western Region's Plan and Spec Representative channel to re-introduce Samsung's VRF product to the Consulting Engineering community
- Trained five Spec Rep sales teams on plan and spec, design build, and general application for VRF opportunities
- Conducted sales and application training or lunch and learns to develop plan and spec opportunities with consulting engineers
- Trained contractors on VRF installation best practices to ensure profitable, trouble-free, and ultimately successful jobs.
Commercial Sales Manager
Daikin North America
06.2008 - 03.2015
- Provided sales, technical support, and application expertise for VRV inverter-driven heat pump technologies to Mechanical Equipment Representative firms and Wholesale Distributors in commercial, industrial, and residential sectors.
- Conducted training for more than 1000 professionals focusing on the advantages and technical features of Daikin equipment.
- Facilitated the integration of new regional hires by providing comprehensive training on Daikin products and processes.
- Maintained a track record of consistently meeting sales targets for all accounts
Branch Manager
Johnstone Supply
11.2003 - 10.2005
- Achieved a significant growth in store's annual sales, raising them from $1.25 million to $2 million in just 2 years
- Responsible for overseeing and maintaining the infrastructure of a wholesale HVAC/R parts supply warehouse, while managing its day-to-day operations.
- Implemented effective methods to reach out to prospective clients and maximize revenue from current accounts
Military Intelligence - SIGINT
US Army
06.1995 - 07.1999
- Graduated from an accelerated language course at the Defense Language Institute, Monterey CA
- Obtained and held a Top Secret (TS/SCI) clearance
- Trained incoming new soldiers how to use the equipment and necessary systems for the Signals Intelligence missions.
Education
MASTER OF BUSINESS ADMINISTRATION -
Drexel University
Philadelphia, PABachelor of Science Degree – Mechanical Engineering -
California State University Chico
Chico, CASpanish
Defense Language Institute
Monterey, CA05.1995
Skills
- Microsoft Office
- Bluebeam
- Energy Pro
- Salesforce
- Sales Presentations
- Pipeline Management
- CRM
Timeline
Regional Commercial Sales Manager
Hisense Hitachi
11.2022 - 07.2024
National Sales Manager
GE Appliances
07.2019 - 11.2022
Director of HVAC Products
California Hydronics Corporation
12.2015 - 10.2018
Regional Sales Manager
Samsung HVAC/Quietside LLC
03.2015 - 11.2015
Commercial Sales Manager
Daikin North America
06.2008 - 03.2015
Branch Manager
Johnstone Supply
11.2003 - 10.2005
Military Intelligence - SIGINT
US Army
06.1995 - 07.1999
MASTER OF BUSINESS ADMINISTRATION -
Drexel University
Bachelor of Science Degree – Mechanical Engineering -
California State University Chico
Spanish
Defense Language Institute