STEVEN WALTERS 18 Sycamore Ridge D. ● Powell, OH 43065 614.315.9654 ● [email protected]
Professional Summary Accomplished, results-driven professional with extensive experience in sales, sales management, marketing, business development and wholesale operations. Exceptional performance record at building market presence, creating and executing marketing and sales programs that create revenue growth, increase sales, and build new accounts. Driven by improved performance to increase operational efficiency and profits while reducing costs. Strong problem resolution skills. A relationship builder. Adept at cultivating ties with all internal and external employees, providing mentorship and motivation to maintain a high level of employee productivity, efficiency and morale in the workplace. A proven leader who responds to challenges with confidence, determination, and focus on positive outcome.
Professional Skills Talent / Performance Management ● Employee Engagement ● Needs Assessment ● Branding ● Sales Forecasting Negotiations ● Market Analysis ● Needs Assessment ● Presentations ● Product Marketing ● Public Relations Business Development ● Account / Territory Management ● Sales Cycle Management ● P&L ● Consulting Team Leadership / Motivation ● Policy Development ● Process Improvement ● Training / Development Cost / Benefit Analysis ● Expense Control ● Financial Analysis ● Financial Statements ● Reporting Change Management ● Project Management ● Strategic Planning ● Distribution ● Event Planning HVAC Equipment and Controls, Building Automation and Integrated Systems
REFRIGERATION SALES CORPORATION , Columbus, OH ● 2010 - 2011 Wholesale distributor of heating, ventilating, air conditioning and refrigeration equipment, controls, parts and supplies. Territory Manager Product sales of Carrier, LG DFS and VRF, Climate Master, Peerless Boiler, Generac, Modine, Honeywell, Belimo and others. Tracking to achieve revenue targets, created/enhanced relationships with HVAC/mechanical contractors and led the restructuring of the company’s local commercial applied market position. Developed presentations to build product awareness and work closely with mechanical contractors and consulting engineers, encouraging their preference for RSC’s products. Achievements: Delivered $2M+ in sales revenue and delivered profit margins by 16%. Closed business with 11 new accounts accounting for $200K in revenue. Won the largest commercial order in Columbus, Ohio with a value of $255K. Developed and enhanced outsourcing relationships and successfully implemented the bundling of technologies and services which drove sales by more than 25%. Increased year-over-year commercial segment sales by 13%.
COLUMBUS AUTOMATIC SPRAYER CORPORATION , Columbus, OH ● 2006 - 2009 Wholesale distributor of heating, ventilating, air conditioning controls and equipment. Owner Ran the entire business enterprise. Created and led the strategic direction, business plan development, including financing, HR activity, inventory management, and marketing and sales activities. Sales of Honeywell, White Rodgers, Johnson Controls, Beckett, McDonald Miller, Bell & Gossett, Grundfoss, Goodman, AprilAire and other products. Achievements: Implemented a business software system to convert the company to a computer-based system, which reduced transaction errors, increased service speed and improved purchasing/inventory management. Enhanced relationships and drove sales to customers including Ohio State University, Batelle Memorial Institute and key local mechanical contractors. Conceived and launched an employee performance evaluation methodology based on clearly defined goal and objective setting, monitoring and review processes.
CENTRAL OHIO SYMPHONY NON-PROFIT VOLUNTEER , Delaware, OH ● 1993 - 2006 Outstanding professional community orchestra that performs in Gray Chapel on the Ohio Wesleyan University campus. VP of Strategic Planning, VP Board Development Board member and provider of leadership in the strategic planning and development of the organization.
STEVEN WALTERS ● Page 2 ●
CENTRAL OHIO SYMPHONY NON-PROFIT VOLUNTEER, CONTINUED Created a board development program to address issues including recruitment and committees; developed a formal board member handbook and launched a new board member orientation program and retreat. Developed the organization’s 5 year vision and 3 year strategic plan, elements of which are still used today as the orchestra is thriving and is viewed as an asset to the community.
HONEYWELL INTERNATIONAL SALES , Chicago, Il. and Columbus, OH ● 1989 - 2006 Multi-national manufacturer of technology based products and services.
Area Sales Mgr., Territory Manager, Distribution Sales Mgr., Installed Systems Sales Mgr., Distribution Territory Mgr. Increased sales, managed personnel, drove P&L and increased market share. Delivered comprehensive product presentations increasing customer awareness of, application information for, and potential benefits of potential solutions. Key Honeywell products sold were commercial Excel 5000, T7300, DCA, RM7800, control valves, hydronic and pneumatic controls, residential thermostats, IAQ, and combustion controls and many more.
Achievements: Consistently drove double-digit sales growth and drove $30M + sales in Indiana, Illinois, Wisconsin, Iowa, Missouri and Kentucky. Led coverage team for large national accounts such as Grainger and Neuco. Led a team of 23 to improved ranking of 3rd from 9th out 9 areas nationally. Coordinated multi-area distributor conferences. Spearheaded the local consolidation of 3 business units. Directed an installed systems sales team of 4, which drove the sales of DDC building automation, fire and security and access control systems for commercial buildings. Won the largest installed systems sales contract worth $1.7M for Spiegel’s local distribution center. Leader of regional quality improvement programs. As Distribution and Product Sales Manager, generated $25M in sales in Ohio, Indiana and Kentucky. Achieved more than $6M in distribution sales in Ohio, Western Pennsylvania, W. Virginia, and Western Virginia and Eastern Kentucky during the last 2 years in the company. Completed Six Sigma Green Belt Training. Coached several sales reps to achieve Honeywell President’s Club recognition. Two individuals were multiple recipients.
HONEYWELL INTERNATIONAL MARKETING , Minneapolis, MN ● 1983 - 1989 Multi-national manufacturer of technology based products and services.
Training Specialist, Product Specialist, Vertical Market Manager, International Market Manager Promoted and relocated due to impressive record of success. Managed special projects, determined assignments and administered the budget.
Achievements: Received corporate recognition for leadership of the worldwide team that created the product definition for the Excel 5000 family of products. Coordinated the marketing strategies and launch of those products internationally. Included channel segmentation, pricing and support strategies. Led the introduction and instruction of new product platforms of W7000, Q7000 and RAMP software products. Trained more than 500 sales representatives and customers nationwide. Drove the sales and the product reengineering of energy conserving products in the light commercial building market segment. Created “8 Steps to Success”, a selling guide focused on multi-location customer selling targeted for the internal sales team. It helped sales representatives change from a technology based product selling approach to ROI based solution selling approach. It also focused on working in a consultative sale process and relationship building with the customer. Managed the development of new and existing products, technical and sales/marketing materials and programs. Drove the sales of products that delivered millions of dollars in energy savings world leading organizations including McDonalds, Wendy's, White Castle, El Torrito, Spartan Foods, Boddie-Noel, J.C. Penny Co., Winn Dixie, Food Lion, Publix, and Kroger and Burghy (Italy). Introduced and increased divisional sales to Canada, Latin America, and Asia; products are still being marketed, sold and driving revenue growth today. STEVEN WALTERS ● Page 3 ● Honeywell International Sales, Columbus, OH ● 1980 - 1983 Multi-national manufacturer of technology based products and services. Sales Representative Key products sold were W7000, W973, W7100, PLC 700 family, actuators, dampers and others. Drove and exceeded annual Sales goals, expanded distribution channels and significantly increased product awareness by Providing extensive training, as well as improving the teams’ relationship building and customer service skills.
Achievements: Exceeded revenue plans in each year. Generated more than $500,000 in new revenue, equaling 25% organic growth in the first year of sales. Developed and implemented a 12 week training program for contractor technicians. Launched product awareness and application seminars held throughout Ohio. Received recognition for top regional sales of PLC products.
EDUCATION & TRAINING
BA, Major in Political Science/Pre-law Capital University - Bexley, Ohio
Certificate Programs Carrier Constant Volume Air Handling (2010) Carrier Rooftop Replacement Expert Training (2011) Holden Power Based Selling (2004) Six Sigma Greenbelt certification (2003) Executive Development Inc. Decision Focus (1988) Karrass Effective Negotiating (1984)
COMPUTER SKILLS
MS Office Suit ● SalesForce.com
COMMUNITY
Central Ohio Symphony; Delaware, Ohio Vice President of Strategic Planning and Board Development, 1993 - 2006 Grady Memorial Hospital Guild Grady Memorial Hospital Foundation Golf Committee