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Sales Manager HVAC Controls in Portland Seattle Resume John Vanderford

Sales Manager HVAC Controls in Portland Seattle Resume John Vanderford

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Published by JohnVanderford
John Vanderford is a multi-faceted, dynamic Energy Solution professional with integrity, an unbending work ethic and extensive experience in identifying opportunities for energy savings in commercial buildings. He is skilled in designing and selling state-of-the-art control and automation systems as well as identifying energy savings opportunities in commercial buildings. John is able to capture new business opportunities; self-directed, providing knowledgeable service excellence, innovative business development and product expansion through strong relationship-building skills and a strategic consultative sales approach. He is passionate and determined to build market presence by working closely with clients to match their needs with promoted products and services.
John Vanderford is a multi-faceted, dynamic Energy Solution professional with integrity, an unbending work ethic and extensive experience in identifying opportunities for energy savings in commercial buildings. He is skilled in designing and selling state-of-the-art control and automation systems as well as identifying energy savings opportunities in commercial buildings. John is able to capture new business opportunities; self-directed, providing knowledgeable service excellence, innovative business development and product expansion through strong relationship-building skills and a strategic consultative sales approach. He is passionate and determined to build market presence by working closely with clients to match their needs with promoted products and services.

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Published by: JohnVanderford on Jan 18, 2012
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JOHN VANDERFORD
Lake Oswego, OR 97035(503) 789-
3161 ● 
Energy Management Systems Sales Manager
Multi-faceted, dynamic Energy Solution professional with integrity, an unbending work ethic and extensive experience inidentifying opportunities for energy savings in commercial buildings. Skilled in designing and selling state-of-the-art controland automation systems as well as identifying energy savings opportunities in commercial buildings. Able to capture newbusiness opportunities; self-directed, providing knowledgeable service excellence, innovative business development andproduct expansion through strong relationship-building skills and a strategic consultative sales approach.
 
Passionate anddetermined to build market presence by working closely with clients to match their needs with promoted products andservices. An enthusiastic and articulate communicator, adept at cultivating ties with key decision-makers, influencingthem to realize the benefits of specialized product lines and become loyal clients. Strong ability to build long-termbusiness alliances and use client satisfaction and loyalty as a competitive advantage. Track record of success in an ultra-competitive, high-pressure selling environment.C-level Negotiation
Key Account Development
Consultive SellingStart Ups / Turnarounds
New Business Development
● Negotiations
 Team Leadership / Motivation
PROFESSIONAL EXPERIENCE
 
S
MART
B
UILDINGS
,
 
I
NC
.
, Lake Oswego, Oregon
● September 2004 –
Present
 
Consulting firm focused on commercial building energy efficiency.
Manufacturer’s Representative for Software Based, Energy 
Efficiency Equipment 
Regional Consultant, Commercial Building Energy Services
Won four consecutive-years contract with Northwest Energy Efficiency Alliance (NEEA) as a consultant in design andimplementation of energy efficiency initiatives. Coached 12 mechanical contractors in 4 Northwest states on methodologyand business model changes to move energy services into core business offerings. Liaise with the NEEA managementteam providing
understanding of mechanical contracting industry‟s motivations
and standards. Worked closely with
NEEA‟s public
relations contractors on advertising materials design, website content, and trade show participation.Conducted market analysis, recruited
program‟s mechanical
contractors, developed comprehensive business plans andprovided sales and operations training. Coordinated with contractor
s‟
sales team to create dynamic presentations andproposals, market services to C level clients, and close new business. Trained contractors on effective commercialbuilding survey techniques to evaluate energy waste conditions and sell efficiency solutions including optimizingequipment utilization, upgrading lighting systems, and identifying low-cost no-cost improvements to create savings.Prepared weekly progress reports to the NEEA market manager tracking
initiative‟s success.Team participant for US Department of Energy‟s “Energy Star „Partner of the Year” award.
Developed a functional marketing toolkit delineating contracting methodologies, pricing, energy conservationincentives and best practice guidelines.
Key Project Highlights 
Consultant, Energy Management System Upgrade Replacement, Portland Community College
 
As owner‟s representative, designed
Tridium based, Energy / Facilities Management System RFP, and negotiateda $1.8M contract for 3 campuses and 6 independent locations to
replace the college‟s
aging control system.Developed bid documents, assessed the needs of the facilities staff and researched specifications to present tothe management team for review. Mentored board members on technologies available and choice procedure.Created objective grading and assessment standards for the selection committee to evaluate proposals.Provided technical expertise for the review of final proposals, and reviewed construction documents
Joint Venture Partner, NorthWrite on the State of Idaho Project
 –
Energy Efficiency Monitoring and Verification
Won $500K contract
 –
Statewide Energy Efficiency Measurement and Verification System for Federal StimulusCultivated a joint venture partnership with CEO of NorthWrite, Inc. and developed a strategic plan for marketingservices to the State of Idaho
‟s school‟
s tune-up program.Conducted market analysis, and coordinated the presentation of an unsolicited proposal to the Office of EnergyResources leadership.Authored response documents to RFP, engineered hardware solutions, and negotiated final contract detail.
 
 
JOHN VANDERFORD
 
Page 2 ● 
W
ESTERN
P
OWER
S
 YSTEMS
, San Dimas, California
● October 2003 –
December 2004
 
One of Southern California's oldest independent control system integrators for commercial buildings.
Sales & Marketing Director
Implemented highly effective account management strategies designed to improve long-term client relationships. Put inplace a consistent long-term profitable branch growth plan. Mentored sales team to focus on becoming the
area‟s
premierintegrator of complex building control related systems. Established account management policy enhancing clientrelationships with key/target owners, architects, consulting engineers and contractors.
Achievements:
Increased sales by 25% and operating margins by 33%.Established departmental objectives and P&L forecasts.Created the corporate organizational chart, devised the work flow process maximizing efficiency and ensuringoperational cohesiveness.Implemented collaborative marketing campaigns to include mechanical and general contractor partners.
C
ONTROL
C
ONTRACTORS
,
 
I
NC
.
, Portland, Oregon
● April 2002 –
October 2003
 
Pacific Northwest's largest independent environmental controls and energy management system integrator.
Construction Sales Manager 
Returned to company with overall objective of building business while synergizing 4 department managers, operationsand engineering staffs and a team of sales engineers into a cohesive unit to halt a mass exodus underway to a newcompetitor. Executed account management strategies to build long-term client relationships and to cultivate newcustomers. Created sustainable business and sales plans, forecasts and management guidelines. Delivered key clientpresentations. Enhanced relationships with owners, architects, consulting engineers and contractors. Mentored sales staffin best practices, ensuring adherence to company and legal policies while actively participating in local industry andcommunity activities. In addition to reporting directly to CEO in Seattle, positioned
as “go
-to-
person” for all
major customerconcerns in Oregon and SW Washington marketplace.
Achievements:
Restructured the construction team and significantly enhanced their on-the-job performance and productivity.Recaptured a major 4 campus college client.Launched new sales territories, improved client relations, increased product offerings, streamlined estimationprocedures and implemented a market segmentation program.Designed a target sales campaign capturing the State of Oregon's Facility Management System businessNegotiated acquisition of two new product lines, filling out all technical solutions options to be offered to market.
P
OWER
E
NGINEERS
, Portland, Oregon
● June 2000 –
October 2001
 
International consulting engineering and architecture firm, specializing in power distribution, commercial and industrial facilities design, communications and environmental engineering services.
Corporate Marketing Manager
Designed and led a marketing department to capture new business opportunities in the healthcare, education andcommercial building market. Developed strategic plans for the 700+ staff member engineering consulting firm, createdcomprehensive sales presentations for delivery to architects and design/build contractors, and authored proposals.
Achievements:
Responsible for establishing the company as a premier turnkey consulting firm to the Oregon and Washingtondesign and build communities.Cultivated and secured new architectural firm partners specializing in healthcare and education.Negotiated design contract with Southern Oregon's largest school district.
Developed the company's “LEED Sustainable Design Team” meeting a changing marketplace‟s demanding
energy efficient requirement.Represented the company at trade shows, professional associationsDelivered owner direct sales presentations throughout OR, WA, ID, CO and Northern CA.Recruited qualified engineering and administration staff members to Portland team.

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