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Name : Jim Hoctor
Industry Type : Vice President, Sales
City & State : Overland Park, KS
Job Title
Relocation Preferences : Architects
Objective :
Resume :  

JAMES F. HOCTOR


12765 Cody


Overland Park, KS  66213


Home:  913.402.4580


Home Office:  913.402.4705


Email:  jhoctor[at]kc.rr.com


 


DYNAMIC, INNOVATIVE, PROVEN Sales &Marketing  EXECUTIVE


 


A proven Leader / Executive who strategically implemented an innovative sales & marketing program allowing his company to successfully avoid the 2008/2009/2010 recession; while gaining market share at the expense of competitors.   An Executive who has conceived, planned, built and managed double digit growth oriented domestic and international sales & marketing organizations.  A dynamic Team Leader has designed, and implemented channel based sales and marketing strategies; utilizing the available team resources.   A novel General Manager with experience in corporate Turn-Around; specific expertise as the President of a mid-sized mechanical design-build, "energy performance", construction and service company.   An Executive who thrives on intricate and complex challenges requiring high energy, hands-on attention for long-term maximum growth of profit and revenue.


 


AREAS OF SPECIAL EXPERTISE


Proven Management:  A proven Team Leader and creative member of Sr. Leadership teams.   President of a mid-sized mechanical and service contracting company.  Americas and European Sales Organizations (Manufacturers Rep, Direct sales Teams, and Distributor Teams); Customers include End Users and Facility Owners, A & E Firms, OEMs, Energy and Mechanical Contractors. 


Unique Presentation Skills: Author and present complicated technical concepts in simple terms for effective Sales & Marketing presentations.


Extensive Product / Technical Expertise: Heat Exchangers of all types; Specialty Fluid Balancing Valves and Pressure Independent Flow Control Valves; HVAC Equipment, Installation and Service; Commercial & Industrial Automatic Temperature Controls and Building Automation Systems.


 


PROFESSIONAL EXPERIENCE


 


GRISWOLD CONTROLS, INC.                                                                          2003 2010


Vice President, Sales


Completely re-engineered the sales and distribution efforts of the industry leading fluid flow and control valve technology company originally built by offering custom engineered products (ISO 9002). 



  • Grew company revenues to $28.4m; and Gross Margin [at] 46%; EBIT [at] 7.3% over 7+ years.


    • Doubled company revenues in 6 years; average of 19% per year (level in 2009 to 2008).


      • Documented the need, planned and built OEM and Distribution channels.


        • Results from scratch to $8.3m at EBIT [at] 7%; 7 years.

        • Developed initially through personal sales efforts.

    • Grew Custom Engineered product revenues by 30% to $20.0m; EBIT growth from 7% to 9.5%.


      • Implementation of T.G.I.F. (Team/Goals/Integrity/Fun) management techniques for 65 Manufacturers Representative firms utilizing 4 Regional Directors.

      • Authored and drove Representative Training effective programs 

       Recognized the coming economic downturn in early 2008; strategically entered a new market arena -- Temperature Control product channel (Energy Saving Enabling products).




    • Successful program launch Aug. 2008


      • Trained 105 Product Champion sales reps; developed all field marketing tools.

    • Program success allowed Revenues and EBIT to remain flat with 2008 during 2009.

    • Business was gained at the expense of 2 major competitors verifiable 2009 industry sales off 35%.

  • YTD 2010 revenue growth at planned and on-track [at] 12%; EBIT [at] 9.8%

  • Field Marketing -- Successfully launched 7 new products developed all field promotional materials.

  • Invented 1 new product; set for launch in December 2010.

 


INVENSYS BUILDING SYSTEMS, INC.                                                            1999 2003


Vice President OEM Sales


Manage for Growth; USA, South / Latin American, and Canadian OEM sales efforts for a manufacturer of automatic controls and automation products (ISO 9002). 



  • OEM revenue $48.7m; growth [at] 16% annually; EBIT [at] 15.7%.  

  • Direct Reports:  OEM Account Sales Managers and Technical Support Executives.

       Re-engineered sales strategies, objectives and team; increasing focus and effectiveness.


Prior Invensys PLC Positions:


Director of OEM & Wholesale Sales  


       Revenue $72.0m;  EBIT [at]19.8%


       Directed a Combination of a Direct Sales Team, and 18 Manufacturers Agents.


VP / Director of Sales:  Erie Manufacturing Co. div. of Invensys PLC Zone ATC Valve products.


       Revenue $48.0m; Contribution to Invensys EBIT [at] $36.0m or 75%.


 


WEBSTER ENGINEERING & MANUFACTURING CO.                                                   


National Sales Manager


Specialty boiler burner manufacturer. 


 


Previous Career Experience:


ENERGY MASTERS INTERNATIONAL, INC. (ESCO of Northern States Power Co.) --  Director, Central Region


General Manager for 8 states; Energy Demand Services, HVAC/R, and Lighting Performance Contracting.



  • Regional revenues of $58.4m; Contribution to EBIT [at] 12% annualized.

 


HONEYWELL, INC.  --  District Service Leader


Leader for a $30.0m district; HVAC/R, Mechanical, Controls, & Energy / Automation Service. 



  • Successful business turnaround.  Energy Performance Contracts loss of $4.0m annual turned to budget profit in 19 months.

 


FIXTURES FURNITURE, INC.  --  National Sales Manager


 


JOHNSON CONTROLS  --  District Service Manager


 


IMPERIAL EASTMAN   Western Regional Manager


 


AUGUSTA HEATING & AIR CONDITIONING, INC.  --  President



  • Successful turnaround; increased net profits by over 150% on $2.4m revenues to 18% EBIT, by diagnosing and re-engineering operational strategies; installed a service group and grew service revenues from scratch to $750k annually and net profits of 10.4%. Highest revenues at $5.6m.

 


TRANTER, INC.  --  National Field Sales and Marketing Manager


 


HONEYWELL, INC.  --  Various Positions over 15 year successful career 


Achievements:    Top Hat Club (Professional Sales Award)


Golden Circle Club (Million Dollar Sales Award)


 


MELCHIOR / ARMSTRONG / DESSAU, INC. --  HVAC/R Wholesale Branch Manager, Sales Engineer


 


 


EDUCATION


 


B.S., Commerce (Business Administration - Marketing)


University of Virginia, McIntire School of Commerce


Minor Hours -- Mechanical Engineering


 


 


LICENSE (CURRENT)


 


State of Georgia, Conditioned Air Contractor, Class II - No. CN006683


(Block Tested, UNRESTRICTED)


Highest Level Mechanical Contractors License

Personal Video Link





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