Experienced Mechanical and HVAC Solutions Provider

Summary of Qualifications

  • Over 30 years of experience in applied solution sales throughout the HVAC and construction industries.
  • Developed targeted sales positioning through competitive analysis and projecting industry needs.
  • Successfully gained market share through collaboration with adjacent sales teams and factory product managers.
  • Proven track record of selling complex building solutions at the executive level in multiple markets.
  • Construction professional managing sales, contracting, engineered design, installation, and facilities optimization.
  • Veteran expert in heating, ventilation, air conditioning, refrigeration, hydronics, plumbing, electrical, and controls.
  • Florida State Mechanical Contractor’s License CMC057217
  • Available for 100% travel throughout the United States and abroad.

Education

Bachelor of Science – Economics                        Pennsylvania State University       

Associate of Science – Engineering Track          Tallahassee Community College   

Professional Experience

A.I. Representatives, Philadelphia, PA                                             October 2021 – present

On-Demand Mechanical Systems Solutions Management

Business Development Executive

  • Drive business growth by building relationships and increasing market share.
  • Produce leads using targeted marketing plans from industry and market data.
  • Develop prospects by initiating contact with new customer leads at the executive level.
  • Qualify potential sales opportunities, by analyzing bid documents and new prospective customer needs.
  • Cultivate relationships through proactive follow-up on qualified opportunities.
  • Generate sales by mentoring sales staff on customer communications and negotiation skills.
  • Develop short-term and long-term data-driven business plans.
  • Create hiring plans with competitive compensation packages for technical, sales, and management positions.
  • Recruit, interview, and train candidates with varying levels of and types of job descriptions.
  • Manage ongoing projects, and provide owner training, closeouts, and factory warranty resolution.
  • Provide complex system design solutions, sales support, data mining, economic analysis, and reporting.
  • US and international travel – as needed per client request.

D&B Building Solutions / D&B Service Group, Hillsborough, NJ             February 2020 – July 2021

Equipment Manufacturer’s Representative and Field Service Office

Account Executive

  • Reporting directly to the District Manager
  • Key in helping in the successful transition during the corporate merger between D&B & the Daikin Service Office
  • Cultivate new sales relationships with facilities management professionals and mechanical contractors.
  • Create opportunities for turnkey design-build projects by bundling equipment, installation, and service components.
  • Differentiate the company by leveraging the knowledge of competitors’ business strategies and product offerings.
  • Document progress toward goals using applicable sales tools effectively (Salesforce, CRM pipeline projections, etc.)
  • Inform management regularly on the progress of financial targets, margins, and status of key accounts.
  • Persuasively sells with an entrepreneurial mindset, by providing unique application-specific solutions, across multiple sectors and vertical markets to multiple customer types including:
    • Enterprise, President, and C-Level customers
    • Municipalities and governmental bodies
    • Building owners and facility managers
    • Property managers and developers
    • Mechanical contractors
    • Consulting engineers
    • Service companies
    • Other rep firms
    • Competitors
  • Write service maintenance agreements on commercial, industrial, and institutional HVAC equipment.
  • Design, select, price, submit and sell the entire range of D&B and Daikin equipment and service offerings.
  • Maintain sales pipeline and collaborate with inside team members on project documentation with Salesforce.
  • Negotiate with vendors and customers, develop pricing strategies, close sales, and execute orders.
  • Project management and execution of installations, closeouts, commissioning, warranty, and owner training.
  • Educate the customer base through direct on-site sales calls, marketing materials, and webinars.

Daikin Applied, Hillsborough, NJ                                       September 2019 – February 2020

Field Service Office

Service Sales Representative (SSR III)

  • Reporting directly to the Regional General Manager
  • Key in helping in the successful transition during the corporate merger between D&B & the Daikin Service Office
  • Cultivate new sales relationships with facilities owners and mechanical contractors.
  • Consult with MEP engineers and owners to influence the design and sales of our entire array of building solutions.
  • Build partnering relationships within the company by developing teams for solutions sales, and marketing strategies.
  • Secure major complex opportunities using purchasing vehicles such as:
    • National Sales Accounts & GSA Contracts
    • Cooperative Purchasing Agreements
    • Piggy-Backing off of Existing Pre-Bid Contracts
    • Lease Financing
    • Equipment Rentals
  • Write service maintenance agreements on commercial, industrial, and institutional HVAC equipment.
  • Maintain sales pipeline and collaborate with inside team members on project documentation with Salesforce.
  • Negotiate with vendors and customers, develop pricing strategies, close sales, and execute orders.
  • Project management and execution of installations, closeouts, commissioning, warranty, and owner training.

George A. Israel, Jr., Inc. (GAI), Tallahassee, FL                                   August 2018 – August 2019

Factory Representative for Commercial and Institutional Hydronics Equipment and Controls

Account Executive / Regional Sales Engineer

  • Build partnerships with statewide and enterprise-level facilities across NW Florida and SW Georgia.
  • Develop and maintain key sales relationships with owners, engineers, and mechanical and general contractors.
  • Collaborate with consulting engineers for the proper selection and application of pumps and hydronics equipment.
  • Promote the entire depth of key portfolio offerings, working comfortably in all selling environments including:
    • Plan and spec competitive bidding
    • Owner-direct design/build
    • Government contracts
    • Sole source negotiated projects
  • Design hydronics systems for design/build projects with owners and contractors.
  • Perform take-offs for plan-and-spec projects and generate estimates for hydronics and plumbing project bids.
  • Negotiate with vendors, develop pricing strategies, negotiate bids with customers, close sales, and execute orders.
  • Educate and host customers through lunch and learns, local sponsorships, industry organizations, and trade shows.

Brooks Building Solutions, Tallahassee, FL                                                   May 2004 – June 2018

Factory Representative for Commercial and Institutional Mechanical Equipment and Building Controls

Outside Sales Engineer

Accomplishments:

  • Instrumental in rapidly growing the Tallahassee sales office in equipment, controls, and service market share.
  • Cultivated C-level relationships for ongoing opportunities in the municipal, healthcare, and higher-ed markets.
  • Developed new executive-level relationships in the K-12, commercial and facility management markets.
  • Mentored engineering students in mechanical design, and application engineering, and inside sales.
  • Mentored post-graduate mechanical engineers in mechanical design, project management, and outside sales.
  • Grew total sales, and gross margin year-over-year continuously through recessionary periods.

Responsibilities:

  • Reporting directly to the President of the company.
  • Competitive analysis of bids, knowing the market and our competition, negotiating final bids, and closing sales.
  • Maintain current knowledge base of the entire product line and equipment offerings of all competitors.
  • Leverage targeted projects by strategically bundling sales packages that incorporate multiple types of applied equipment and services across departments, including:
    • Chillers, Air Handlers, Fan Coils, VAV, and Energy Recovery Systems
    • Custom, Semi-Custom, and DX Equipment, Modular Chiller Plants
    • 100% Outside Air, IAQ, and Air Purification Technologies
    • Variable Refrigerant Volume (VRV/VRF) Systems
    • Water Source Equipment and Cooling Towers
    • Variable Frequency Drive (VFD) Packages
    • ECM Motors and Fan Arrays
    • Building Automation Systems (BAS)
    • Life Cycle Cost Analysis & Reporting
    • Turn-Key Installations and Retrofits
    • System Design and Energy Upgrades
    • Extended Parts and Labor Warranties
  • Develop and maintain key sales relationships with engineers, owners, and mechanical and general contractors.
  • Consult with MEP engineers on the design of mechanical equipment and controls for specific building applications.
  • Influence owner specification of applied mechanical systems for complete building solutions.
  • Research market data from industry analytics such as Dodge Reports, for reports to senior leadership.
  • Assess and report total addressable market (TAM) econometrics for use in corporate strategy and forecasting.
  • Create opportunities for design-build turn-key projects, equipment sales, controls, and pull-through work.
  • Educate customers through lunch-and-learn presentations on new technologies, demonstrations, and trade shows.
  • Implement energy upgrades of existing buildings with new equipment and control strategies.
  • Assist service technicians with troubleshooting equipment and controls problems. 
  • Design custom-applied air handling units to provide creative solutions in tight mechanical rooms.
  • Estimate and produce proposals for sales of applied equipment, controls, and full turnkey installations.
  • Create, review, and publish equipment submittals, turnover packets, and closeout documents.
  • Train new estimators, sales assistants, and project managers, as well as existing sales engineers.
  • Host customer events, and local sponsorships, escort customers to sales conventions, and AHR Expo.

Pierson Air Conditioning and Electrical Contractors, Jacksonville, FL        January 1992 – April 2004

Residential and Commercial HVAC, Mechanical and Electrical Contractor

Vice President

  • State Certified Mechanical Contractor, Qualifying Agent
  • Licensed HVACR Journeyman, EPA Certified

Accomplishments:

  • Grew business from a small service company to a multi-faceted mechanical and electrical contracting firm.
  • Assumed the leadership role for all sales, new lead prospecting, and account management.
  • Worked with local building officials and contractor associations to streamline the inspection and permitting process.

Responsibilities:

  • Outside sales, system design, owner interface, plan review, and estimating for all HVAC and electrical projects.
  • Overseeing all aspects of business, technical, employee, and customer-related issues, including HR, A/R, and A/P.
  • Supervising service work, installation crews, safety, and preventive maintenance contracts.
  • Permitting, inspections, code issues, dealing with local building officials, and project management.
  • Recruiting, hiring, and training new mechanical installers, service technicians, and electricians.

Northeast Florida Builders Association (NEFBA), Jacksonville, FL                   October 2005 – April 2008

HVAC Instructor – 3rd Year Apprenticeship Classes – HVAC/R Journeyman Prep Course

  • Developed instructional materials from air conditioning and mechanical code books.
  • Led classroom lectures and hands-on labs in HVAC and refrigeration fundamentals.
  • Guided and mentored apprentices on their path to gaining their local Journeyman’s licenses.
  • Developed and administered exams for certification and promotion within the apprenticeship.

Professional Testing Inc., Tallahassee, FL                                                July 2004 – August 2019

Subject Matter Expert (SME) – Construction Industry Licensing Board Examination Developer

  • Review and correct existing questions for the State Licensing exams.
  • Develop new test questions to meet rigorous Psychometric standards required by The State.
  • Analyze new and existing energy, building, and mechanical codes.

US Army – HHB VII Corps Artillery, Augsburg, Germany                                   1989-1991

Fire Support Specialist – (13F Artillery Forward Observer)

  • Army Commendation Medal during combat maneuvers in Operation Desert Storm.
  • Hand selected by the Battalion Commander to aid in war-plan briefings to Generals Abrams and Franks.
  • Deployed the first combat implementation of the new MGM-140ATACMS missile.
  • Managed force draw-down of VII Corps at the end of the war and assisted in troop egress from the theater.
  • Directly support the G-3 Plans Section of the headquarters battery of the VII Corps.
  • Liaison between VII Corps headquarters and VII Corps Artillery battalion-level operations.
  • Coordinate battlefield mapping of target locations with The US Air Force and Allied Coalition Forces.
  • Compile post-battle intelligence assessment reports for Colonel-Level and Major General-Level briefings.

Technical Skills

Competitive market reviews, analyzing comparative product offerings across multiple brands and equipment types.

Developing targeted packaged proposals to edge out competitors with weaknesses in their offering line-up.

Creating comparative study reports demonstrating market trends and how our offerings measure up.

Technical writing, interpreting, and developing construction documents, fan and pump curves, and psychrometric data.

Analyzing test & balance reports controls graphics and trend logs to determine system design and application problems.

Life-cycle cost analysis, of various types of equipment and systems; with or without the use of energy calculation software.

Creating dynamic marketing and presentation materials from a mix of vendor-provided and self-authored original content.

Software

MS Office Suite: MS Word, PowerPoint, Excel, Outlook, Teams; Zoom, Adobe

Salesforce CRM, AutoCAD, HTML, BIM/REVIT, C++, UNIX/LINUX, Stata

OEM software: DaikinTools, VRVXpress, AddisonSelect, PCHeat (Indeeco), WebSelect (Enviro-Tec), HeatPipePro, ABB Drive Configurator, B&G ESP-Systemwize, B&G System Syzer

Psychrometric software: HDPsyChart, Psychrometric Analysis (McQuay/Daikin)

Manufacturers Represented

Mechanical Equipment: Daikin Applied (formerly Daikin McQuay, McQuay International), Daikin A/C Americas (VRV and minisplit equipment), ABB Variable Frequency Drives, Enviro-Tec (ETI/JCI), Addison, Ingenia, Advantix, FAFCO Ice Storage, Systecon, Indeeco, Colmac Coil, Dectron Dehumidification, Above Air 100% OA Systems, Dadanco Active Chilled Beams, Seasons 4, QPac ECM Fans, Airstack/Multistack, NovelAire Desiccant Wheels, dPoint (Core) ERV’s, Heat Pipe Technologies, Krueger Air Terminal Units, PennBarry Fans, Reflok VRV Fittings, Vulkan Lokring VRV/VRF Compression Fittings, Smardt Chillers, GPS Needlepoint Bipolar Ionization, Turbocor Compressors

Hydronics Equipment: Bell & Gossett, Xylem, Goulds, Domestic Pump, Vertiflo Pumps, Weil Sump Pumps, LAARS Boilers, Viessmann Boilers, Cemline, Hoffman Specialty, Baldor Motors, WEG Motors, Marathon Motors, Hyfab Pump Packages, Thermal Pipe Systems, The Cooling Tower Company, WaterFurnace, Superior Valves, Danfoss VFD’s, Wessels Tanks, Metraflex, Griswold, Keckley, Milwaukee Valve, Watts Valves, Valveteck, Badger Meter Flow Instrumentation, Weiss Instruments

Controls: Alerton Controls, Niagara, Tridium, Onicon, Air Monitor, Setra, Building Logix, Functional Devices, ACI, Belimo, Carel Controllers, Daikin Applied MicroTech, MIS, Intelligent Equipment (IE), Daikin VRV I-Touch Manager

1500 Chestnut St. Su.2 · Philadelphia, PA 19102 · (610) 222-7377 · cpierson@AIRepresentatives.com