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Subject: Position Wanted: Business Development Manager-HVAC Facilities

Date: 02/16/03 at 4:25 AM
Posted by: John Kothe
E-mail: jfk630@aol.com
Message Posted:

JOHN F. KOTHE
18 Earl Drive,
Merrick, NY 11566
516.867.1371
jfk630@aol.com

OBJECTIVE

Position with direct management responsibilities for Project/Business Development.

CAREER PROFILE

Over 10 years experience in the sale of design/build facilities management, maintenance, equipment, safety and energy packages to clients in the NE sales region.

Successful history of high customer retention achieving closing rates of up to 47% in HVAC/plant facility asset operations and the marketing of technical products/services.

Completed successful bids and closed sales in excess of $6M over 5 years.

Proven Senior Sales Manager with over 7 years in sales/regional office management.

Co-founder of new industrial products division growing from $0 to $3.42M in 4.5 years.

Experienced in direct sales negotiations, closing annual contracts and service agreements.

Provided quality control including technical troubleshooting and problem resolution.

Successful history of long-term project management experience from start-up to completion with strict adherence to delivery dates, customer time schedules and customer satisfaction.


Engineering Resources, Inc.
Vernon Hills, IL/Merrick, NY
2002–Present

Business Development Manager

Responsible for development of a master business plan generating $1.2M in sales revenue.

Developed/managed an annual Facility Asset Management portfolio exceeding $1.3 million.

Negotiated consultative solution projects valued up to $341,000.

Created/implemented strategies to optimize facilities assets through HVAC performance and mechanical system reliability in a bundled service package (1-3 year ROI).

Customized client needs to insure energy savings of 19-37%, productivity, cost effectiveness.

Consulted on industry-best practices/pro-active financial business for 24-37% profit margins.


Johnson Controls, Inc.
Syosset, NY/Hasbrouck Heights, NJ
2001–2002

Mechanical Technical Sales Representative - HVAC

The sale and marketing of Facilities maintenance service contracts for HVAC and building controls in the New York metropolitan sales region.

Developed $83K of retrofit projects for installation and enhancement of facilities equipment.

Successful history of new sales exceeding quotas in years of employment with a continuous 43-56% profit margin.

Targeted by management to start-up/lead new Six Sigma construction program initiative in the NE sales region.


Steam Technologies, Inc.
Fairfield, NJ/Merrick, NY
1995–2001

Regional Sales Engineer Manager

Responsible for start-up transition to steam energy performance services.

Engineered turnkey and new projects generating $674K (115% of quota) in 2001.

Awarded energy management contract for 5 building school complex/healthcare facilities.


Continuous Sales Corporation
Albertson, NY
1993–1995

Sales Engineering Manager

Responsible for the management of a distributor network with 19 outlets.

Secured business sales for industrial/commercial specialty valves and actuation controls.

Exceeded $1.4 MM sales forecast by 19 percent.

Recipient of the 1994 “Increased Sales” 2nd place national award. (28 Representatives).


Hub, Inc.
Atlanta, GA
1987–1992

Regional Engineered Products Manager-Southeast

Managed 5 engineered product regional offices in GA, NC and VA.

Liaison and Coach for Branch Manager and 16 Sales Team Members.

Monitored and supported 2 Actuation Control Centers.

Active as primary consultant/external spokesperson on steam specialty applications.

Increased sales volume from $180,000 in 1988 to $3MM in 1991.

Managed Regional office with a consistent ranking as 1st or 2nd of 8 divisional offices.

EDUCATION

Temple University, Philadelphia, PA,
Bachelor of Science (BS) Civil Engineering

OTHER EDUCATION

Consultative Selling Solutions -Wilson Learning Centers.
Energy Audit Certification from the state of VA.
Sales Training coursework - Phases I & II - Xerox Corporation.
IBM, Introduction to E-Business/E-Commerce Web Sphere Application Framework, IBM, Selling the Application Framework Solutions for E-Business, CBT Smart Certify.

COMPUTER SKILLS

MS Office Suite, ACT, Goldmine, CRM, PC/Laptop, PDA.


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