application/x-httpd-php executiveresumesdetails.php HTML document text Tom Heffernan


Name : Tom Heffernan
Industry Type : Sales Engineer
City & State : Orlando, FL
Job Title
Relocation Preferences : Building Products - Equipment
Objective :
Resume :  

Thomas P. Heffernan

OVERVIEW

* FIELD MECHANICAL ENGINEER PROJECT MANAGEMENT FINANCIAL, BUSINESS & TECHNICAL ACUMEN

* Reputable leader offering extensive field experience in technical systems, products & services utilized in
the oil & gas industry and a proven record of accomplishments.


AREAS OF EXPERTISE & QUALIFICATIONS

* Pumping Applications, Equipment Failure Analysis, Root Cause Analysis, Automation & Controls, Mechanical Apititude, Electrical Switchgear, Information Technology, Problem Resolution, Industrial Safety Procedures

* Results-charged career that reflects achievements in starting, building and improving the profitability, performance, and value of technical sales driven companies.

* Consistently recognized by management for achieving organizational objectives on time and within budget.

* Strong, high-performing team leadership. Gifted at cultivating and building industry networked consultant status (highest level) customer relationships. Goals/results-oriented execution.

PROFESSIONAL EXPERIENCE

HD SUPPLY, ELECTRICAL, LTD. (2010 to 2011)
PRODUCT SPECIALIST - AUTOMATION & CONTROLS
BUSINESS DEVELOPMENT TEAM

* Developed and implemented strategic business plan and tactics for a start-up initiative to capture municipal MRO business (term contracts & spot bids) for water/wastewater entities and other municipal MRO business in the state of Florida (e.g. - State, Counties, Cities, School Boards, etc.)

* Regularly met with branch managers, branch OSR's, and regional leadership regarding lead generation and relationship building.

* Established and nurtured high profile relationships with clients and internal branch teams to secure sales.

* Differentiated HD Supply, Electrical Ltd. from competitors based on business benefits and knowledge of competitor's business strategies.

* Greatly exceeded sales 2010 revenue quota in spite of the challenges of a start-up from zero initiative and only being onboard 8 months.

* Earned a stellar six month performance review rating of "Exemplary" from my manager.

EATON CORPORATION ELECTRICAL DIVISION(2009 to 2010)
SENIOR SALES ENGINEER

* Ignited revenues and outpaced competitors by negotiating and optimizing strategic relationships for Eaton to win $6M of electrical equipment sales on Bollinger Shipyards USCG FRC-B, $2.5B Project.

* Responsible for sales and marketing strategies and rollouts of new product line introductions within the district, state and region. Ensured the delivery of sales and account introduction activities in partnership with distributor account and sales executives. Responsible for the development and implementation of sales strategies along with Area Manager, Director of Sales and Marketing, and OEM Field Sales Manager.

* Developed sales and marketing activities for new product lines including strategies and sales goals for distributors sales staffs.

* Led sales and profit growth for electrical power distribution, industrial automation control products and services designed to optimize energy usage for a variety of markets including OEM and industrial markets.

* Provided direction and guidance for new product line viability. Ensured timely introduction and maturation of product offerings. Problem resolution of customer issues with new product lines.

* Determined market opportunities for new products and services.

HORNBERGER MANAGEMENT CO., INTERNATIONAL (2002 to 2009)
DIRECTOR - SALES & MARKETING

* Human capital resources consulting firm. Strategically headquartered in Wilmington, DE with affiliate offices in Canada, Mexico, Brazil, the United Kingdom, France and the Republic of Singapore.

* Led sales revenue growth for organizational performance & talent development professional consulting services.

* Identified, developed and implemented solutions that meet the clients strategic needs and stated goals (e.g. - training, executive coaching, leadership development, succession planning, team facilitation, etc.)

* Worked closely with clients C level senior management to identify and coach emerging leaders, develop bench strength at critical talent positions, implement change management, and design training programs for key positions.

WEB MD ENVOY TRANSACTION SERVICES (1999 to 2002)
CORPORATE ACCOUNT EXECUTIVE (Web MD)
VICE PRESIDENT - NATIONAL ACCOUNTS DIVISION (Envoy)

* Senior sales responsibility for several key accounts and cross-departmental sales project management teams consisting of business development, account management, information technology (IT) and operational specialists.

* Greatly exceeded annual sales quotas while growing revenues from $3 million in 1999 to $12.4 million in 2002. Corresponds to a revenue growth rate of 51% per year, for three consecutive years, while the overall corporation grew at only 4%.

* Provided direction and guidance for new product line viability. Determined market opportunities for new products and services.

* Developed budgets. Partnered and assisted in the development of pricing strategies.

STANLEY-VIDMAR, INC. (1990 to 1999)
SALES ENGINEER

* Achieved at least 115% of sales quota nine (9) consecutive years.

* Top Performer in 100 member sales force (1996)

* Led direct sales and project management for high-density storage systems for storing MRO inventories, including software based inventory control systems. Diverse customer markets including Military/Dept. of Defense, aerospace, electronics, GSA, municipalities, wastewater, mining, food processing, pulp and paper, chemical/petrochemical, gaming/entertainment and all types of industrial manufacturing.

LOUISIANA STEAM EQUIPMENT CO. (1983 to 1990)
SALES ENGINEER

*Responsible for the sale of steam, air, and water process controls products and services. Provided project management, training seminars, maintenance personnel supervision, equipment failure analysis, return on investment selling, and the negotiation of annual MRO purchasing contracts. Customers included a wide market of industries in Louisiana, Texas, Mississippi, and Alabama.

*Succeeded in making the largest single sale ($300,000) of rotary steam joints/siphons on record with the company that time (1985.)

JOHNSON CONTROLS, INC., (New Orleans and Baton Rouge, Louisiana) (1980 to 1983)
SALES ENGINEER & APPLICATION ENGINEER

*Progressed from Air & Water Balance Technician and mechanics helper to drafting and assisting application engineers at the New Orleans Branch. Promoted to Application Engineer after college graduation and transferred to Baton Rouge Branch designing BAS and HVAC control systems. Subsequently promoted to Service Sales Engineer.


EDUCATION

* Completed several credit hours toward Masters in Business Administration

* B.S., Bachelor of Science in Mechanical Engineering; University Of New Orleans

* Major: Mechanical Engineering Minor: Mathematics

* GPA: 3.58, Deans List: 9 semesters

* Varsity Athlete: 4 years


PROFESSIONAL DEVELOPMENT

* 21 Irrefutable Laws of Leadership

* The 360 Degree Leader, John C. Maxwell

* Good to Great Level 5 Leadership

* Shapiro Institute of Negotiations

* The Complex Sale- Hope Is Not A Strategy

* The New Strategic Selling - Miller-Heiman

* Sales Logix Client Record Management System

* Siebel Sales Enterprise CRM

* SPIN Selling - Consultative Sales Techniques

* Four-Phase Management Development Program

* Train the Trainer

* Pathways Professional Sales Development Program

* Xerox Professional Selling Seminars (1-3)






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