Kenneth Turner

Sales Management of a team of 8 Account Managers.
• Developing and driving sales plans and budgets to achieve team goals.
• Coaching and mentoring HVAC account managers to improve effectiveness & success.
• Managing the sales process for the business unit.
• Developing tactics and plans for aggressive dealer conversion and entanglement.
• Initiation and completion of marketing campaigns for equipment, controls, and HVAC accessories.
• Review sales agreements and approve or reject based on profitability and future opportunity.
• Creation and execution of Territory Business plan.
• Vendor development to improve share of wallet.
• Completion of SPIN Selling Course – Consultative Selling Insights February 2018.
• Completion of SPIN Management Course – February 2018
• Negotiate proposals with value added propositions.
• Interaction with and implementation of industry partners such as Georgia Power and local utilities.
• Generate market drive for new products at contractor and end user levels through product awareness.
• Analytical approach to understanding, developing and growing territory.
• Hiring, onboarding, training, & implementing performance improvement plans.

• Account manager of HVAC contractors & Metal Fabricators.
• Prospecting for growth opportunities while managing existing accounts.
• 46% growth in first year with continued account sales and margin improvements.
• Assertive product acquisition through product demonstration, negotiation & persistence.
• Strengthening relationships and building contractor loyalty.

• Manage turnkey installations of facility management systems and peripheral energy efficiency devices for commercial and retail applications.
• Preparing project scope of work, project plans, cost estimates, and equipment list to align with project requirements.
• Managing and reporting on costs, schedule, personnel resources, & project status through project lifecycle.

• Successfully managed small to medium sized mechanical projects ($10,000.00 to $1.2 million) in the commercial HVAC market.
• Slashed overall job costs by up to 10% through vendor negotiations.
• Developed, executed and procured contracts and purchase orders with the owner, sub-contractors and suppliers.
• Qualified competitive subcontractor bids during the bid phase and prior to execution of contracts.
• Facilitated processing of RFI’s, submittals and value engineering for the general contractor, the owner and the owners’ consultants.
• Submitted all project closeout documentation in accordance with the specifications and contract

• Managed a portfolio of 50+ accounts totaling $6 Million including residential and commercial HVAC products, accessories, & controls.
• Surpassed annual sales and margin goals 2001, 2002, 2004-2007.
• Consistent Quota Buster award winner exceeding challenging growth goals and delivering significant growth year over year.
• Building and fostering a network of loyal contractors with continued contact throughout my HVAC career.
• Proven success in identifying growth opportunities, delivering differentiated products to market, and communicating value through integrated marketing programs and campaigns.
• Fostered and facilitated relationships with product distribution channels within assigned geographic territories.
• Successfully implemented and won multiple RFP's producing significant revenue, driving solutions with key customers.