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Work Background
AMCA International, Inc.Sales Consultant
Apr. 2011 - May. 2011Sales consultant for AMCA International Inc. Developed long range sales plan which significantly increased revenue through the optimization of laboratory test facilities, increased membership and increased sponsorship. Additional revenue generated through increases in annual fees/dues and increase the number of new associatres. Biggest growth opportunity is in the Pacific Rim (Korea, China and Japan). This business plan will be achieved through direct sales by a sales professional who is bilingual (speaking English and either Spanish, Mandarin or both).
Self EmployedIndependent Professional Business Consultant
Jan. 2011
Ingersoll Rand (Formerly Trane)Product Manager II
Feb. 2001 - Sep. 2010Documented sales success: Direct OEM compressor sales worth over $151M, with over 100 accounts. Successfully negotiated multi-million dollar compressor sales contracts with military contractors. Projects included but not limited to the B1/B2 Bomber, Stealth Bomber and Minuteman Missile Silo projects and the $10M FDECU HVAC unit. Generate, maintain and interprete data to monitor, analyze, and react to market conditions including changes in customer needs and/or tactics, channels of distribution, competitive product offerings, strategic planning, define pricing, product and market trends. Designed and implemented strategic account plans based on individual customer and market needs analyses. Set forecasts, budgets, market projections and competitive pricing levels. Worked as a team member with product engineering, quality assurance, financial, legal, manufacturing and service to develop new products. Developed sales aand marketing literature, website, market pricing, profit goals and lauched product to the industry. Successfully informed and assisted customers in the phase-out of HCFC 22 in favor of new approved CFC refrigerants R407C or R410A by the end of 2009 as required by the Montreal Protocal.
Ingersoll Rand (formerly Trane)Product Manager I - Sales and Markerting OEM Compressors
Feb. 1999 - Nov. 2001Direct sales of OEM (original equipment manufacturers) compressors to HVAC manufacturers. Member of the Trane Compressor Center of Excellence Leadership team. Researched and developed compressor pricing levels and negotiated contracts with approximately 100 customers in numerous HVAC industries. Maintained market knowledge by recognizing industry trends, knowing current and future product requirements, and keeping competitive analysis up to date. Coordinated new business development by identifying potential clients, developing strategies to convert clients, and leading new business presentations. Ensured compressor compatability with customers' HVAC systems by provided outstanding technical and application support. Lead the development of for all product literature - Sales brochures, product catalogs, submittals, flyers, technical bulletins, advertizement and PowerPoint presentations. Proven success selling to domestic and international accounts, USA, Canada, Korea, China, England, France and Germany. Develop profitability forecasts and budgets to meet corporate financial goals. Delivered internal and external presentations to all levels of an organization. Target audiences included service technicians, design, development, and production engineers, purchasing staff and customers at all levels of management up to the CEO and owner.
TraneProduct Manager - Commercial Split Systems
Feb. 1987 - Dec. 1988La Crosse, Wisconsin AreaManaged sales and profitability for Trane Commercial Split Systems in sizes 20 to 120-tons. Worked with product design, drafting, service and others to ensure that products meet the needs of our customers. Educated and supported Trane regional sales personnel with product lnowledge, features, benefits, literature, competitive analyses, market pricing and more. Demonstrated ability to research, develop and implement strategic plans to facilitate corporate growth and profitability.
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