Name : r.vallejo[AT]comcast.net
Industry Type : Mechanical Contractors
City & State : Plainfild, IL
Job Title Territory Manager
Relocation Preferences :
Objective :
Resume :  
RON VALLEJO

7652 Scarlet Oak Dr. / Plainfield, IL 60544.

SENIOR MANAGING EXECUTIVE

Regional, Territorial, & Direct Sales Purchasing Management Quality Process Control Product Development

Innovative and results oriented leader with over 20 years experience maximizing profitability and market growth for global leaders. Directed more than $28.5 million in sales while maintaining a 3% cost against sales setting the standards for profitability for the rest of the nation. Led sales districts to number 1 in the Nation in customer satisfaction, improving quality scores by 3 base points achieving a 91% overall YTD customer satisfaction, improving profitability by 10 base points, inventory turns, and demand standpoint resulting in the creation of 49 jobs nationally. Spearhead a compliance program that ended up setting the standards for the rest of the nation. Set up wholesale distribution for and new company here in the US ensuring market share and profitability. Brought 1 million revenue dollars in less than two years to establish new territories for distribution. Articulate communicator with strong planning, problem solving, and relationship building skills. Well versed in labor rate negotiations and the application of balanced scorecard concepts. Proficient in MS Excel, PowerPoint, Word, and Outlook.

KEY HIGHLIGHTS

Sales & Marketing

Sales Leadership. Guided development and implementation of strategic sales, marketing and key account service/retention plans to enhance competitive product positioning and accelerate revenue performance.
Policy/Procedures. Designed and administered policies/procedures aligned to corporate core values to achieve strategic goals.
Staff Development. Built high performance sales teams through workforce training programs, motivation, coaching, and leadership.
Marketing Programs. Created and implemented turnkey marketing programs focused on increasing reseller business volume, which included coaching, co-branded marketing campaigns, channel advertising, margin enhancement programs, and public relations efforts.
Account Management. Drove new business with new and existing accounts through presentations, consultative selling, product education, and customer issue resolution.

Purchasing Management.

Market Start Up. Developed and implemented marketing and distribution for an imported Radiant manufacturer to insure that sales goals were achieved for optimal start up success.
Materials Procurement. Oversaw the cost effective purchase of equipment, materials, and supplies to meet company requirements for multi-million dollar business.
Supplier Sourcing. Reviewed equipment installation requirements, submitted and analyzed RFQs, and negotiated pricing/delivery agreements with suppliers.
Production Planning/Scheduling. Implemented production planning and scheduling software tools to track/manage schedules, estimate job site materials/supply needs, and optimize workforce productivity.


Quality / Process Control /Product Development

Operational Improvement. Evaluated operational processes through inspections and on-site surveys, and proposed changes to sustain high levels of quality standards while minimizing risks.

Product Optimization. Successfully executed product/service design methodologies to optimize project results and improve product quality and performance results.


PROFESSIONAL EXPERIENCE

Lindab
2008 to 2007

Manufacturer of HVAC Spiral Duct.

Territory Manager
Shape and direct territorial strategy and policies to maximize growth opportunities and achieve sales goals. Provide leadership, support, and training to cross-functional sales team. Partner with Channel Managers to identify and train resellers within the region. Drive new business with existing and potential accounts through presentations, consultative selling, and product education. Oversee customer issue resolution, workload scheduling, and budget administration. Analyze sales data and inventories to plan promotions.

Added 11 new key channel partners and grew channel sales revenues.
Maintained accuracy, project sales targets, and profitability by conducting ongoing reviews of operational records and pay systems.
Trained and advised resellers on operating policies and procedures to ensure business growth and success.
Inspected and conducted on site surveys to sustain high levels of quality standards while minimizing risks.

EMMETI of North America, Mississauga, ON, Canada
2006 to 2007

Manufacture of Radiant floor heating equipment, parts supplies to residential and commercial markets.

Regional Sales Manager



Developed and implemented strategic sales plans to accommodate corporate goals. Monitored market conditions and works closely with marketing department to assure customer needs are met and that company has adequate information to maximize profitability across all product lines. Advised distributors and clients concerning sales and advertising techniques.

Analyzed sales statistics to formulate policy and assist direct sales and distributors in promoting sales.

Directed product simplification and standardization to eliminate unprofitable items from sales line. Represents company at trade association meetings to promote products.

Delivered sales presentations to key clients in coordination to key clients in coordination with marketing department.

Met with key clients, assisting sales representatives with maintaining relationships and negotiating and closing deals.

Coordinated liaison between sales and other departments within the organization.

Prepared periodic sales reports showing sales volume, potential sales, and areas of proposed client base expansion.

Monitored and evaluate the activities and products of the competition.


Temperature Equipment Corporation, Lansing, Illinois
2005 to 2007

Distributor of HVAC equipment, parts and supplies to the residential, commercial, and industrial markets.

Territory Manager
Shape and direct territorial strategy and policies to maximize growth opportunities and achieve sales goals. Provide leadership, support, and training to cross-functional sales team. Partner with Channel Managers to identify and train resellers within the region. Drive new business with existing and potential accounts through presentations, consultative selling, and product education. Oversee customer issue resolution, workload scheduling, and budget administration. Analyze sales data and inventories to plan promotions.

Spearheaded turnkey marketing programs involving co-branded marketing campaigns, channel advertising, margin enhancement programs, and public relations efforts with a focus on increasing reseller business.
Added 15 new key channel partners and grew channel sales revenues to nearly $1 million in less than 2 years.
Led 3 contracting companies to factory authorized dealers committed to the highest levels of marketing programs.
Maintained accuracy, project sales targets, and profitability by conducting ongoing reviews of operational records and pay systems.
Trained and advised resellers on operating policies and procedures to ensure business growth and success.
Inspected and conducted on site surveys to sustain high levels of quality standards while minimizing risks.

SEARS, ROEBUCK & COMPANY, Longwood, Florida / Chicago, Illinois
1988 to 2005

District Contractor Installation Manager / HVAC Field Installation Manager
Planned and managed over $28.5 million in HVAC and Retail Installations at customer sites across 3 regional districts. Developed and enforced policies and processes aligned with company core values to achieve goals for quality, customer satisfaction, cost effectiveness, productivity, and teamwork. Provided motivation, leadership and training to new and existing contractors. Purchased supplies and maintained supply inventory. Monitored price book pay system for accuracy.
Built and maintained both districts to Number 1 in the Nation in customer satisfaction, profitability, and demand standpoint.
Improved customer quality scores in both divisions by 3 base points, while reducing allowance charges to 2.5%.
Reduced general liability and workers compensation claims by conducting job site surveys and promoting safe work practices.

Installation Coordinator
Brought in as the companys first installation coordinator and charged with the oversight of field installation activities for $7.5 million in HVAC sales. Furnished support to sales teams through
effective contractor training and development. Inspected job sites and contractor performance for adherence to customer service and quality standards. Controlled field related operational expenses to meet budgeted cost targets.

Delivered significant improvements in profit margin and customer satisfaction scores.
Established installation coordinator work model that led to a national roll out of 49 additional installation managers. Wrote job description for new positions.

Sales Manager, Home Improvement Division / HVAC Sales Representative

Led a team of 30 sales representatives driving sales of home improvement and automotive products in a B2B environment. Created and executed short/long term sales strategies within budgeted financial guidelines to achieve sales goals. Oversaw the ongoing training and development of sales staff to expand product knowledge and improve sales skills.

Worked closely with branch managers to develop mutual objectives and problem solving strategies.
Led district to Top in the Nation based on matrix-like sales, service agreements, customer satisfaction statistics, and shrinkage allowances.
Achieved the highest close ratio for central cooling and heating products for 3 consecutive months.








EDUCATION

AMERICAN INTERCONTINENTAL UNIVERSITY, Hoffman Estates, Illinois
Master of Business Administration, Marketing Concentration
Bachelor of Business Administration, Summa Cum Laude









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