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