Joseph Henning – Sales Account Manager

40 Worthington Rd., Huntington, MA01050413-427-3054

Relevant Experience

  • 18 year successful track record as residential & commercial sales professional & account manager – Dupont, Lennox & Johnson Controls
  • 9 years managed 60 Hospital Chemistry Lab accounts manager with a successful contract sales track record - DuPont
  • 5 years as Senior Field Service Engineer – DuPont Biomedical
  • 6 years part time HI FI retail sales
  • Spin and Sandler selling techniques, One Call Closing, closed bidding, and retail sales.
  • 3 years Technical Writer, International Harvester Off Highway Construction Equipment
  • 1 year factory sales account management – Tyco Electronics- PCB Manufacturer, layer and component build-up

Sales Matrix

  • Commercial HVAC sales one year $319.5K – Johnson Controls
  • New Service Agreement $94K
  • Prime Retrofits $90K
  • Mechanical Upgrades $41.5k
  • Controls Upgrades $43.5K
  • Labor and Maintenance $38K
  • HVAC residential sales average $800K plus, 38% closing @ 36% gpm - Lennox
  • 3 years as #2 in the country in repeat sales and pricing of contracted serviceagreements - DuPont Biomedical.
  • Building relationships transforming disgruntled customers into repetitive business contracts
  • Ability to demonstrate passion to achieve a “Win-Win-Win” scenario by building relationships on trust, professionalism, ethics, customer focus, results, technical ability, closing skills and selling for profit.

Employment Description: Sales/Account Executive, (Will relocate for optimum opportunity)

Department of Veteran Services, Western MA2012-present

Veteran Service Officer – Blandford, Chester, Southampton, Westhampton - Interview and advice veterans and survivors of benefits available from MA, DVS, VA Federal, and local agencies. Counseling veterans and family members regarding compensation, education assistance, vocational rehab, outpatient medical care, insurance options, pensions, and medical care choices. Analyze and interprets evidence related to entitlements and perform case reviews of VA files. Assist with obtaining military discharge documents, birth and death certificates, marital records and other supporting evidence.

  • Conducts home visits to provide services for veterans in rural communities. Correspond with VA, local. State and Federal government agencies regarding veterans’ benefits and files appeals as warranted in a timely fashion. Prepare letters, statements, agreements and descriptive statistical reports. Assist veterans applying for discharge reviews and correction of military records.

Johnson Controls – Windsor, CT2010-2011

Service/Sales Account Executive of Commercial HVAC - Assessed customers' needs and prepared proposals for existing and new customers. Estimate, time and deliverJCI products and services that addressed those needs. Contact prospective customers to present information and explain available beneficial services andproducts; maintain customer pipeline to that effect and followed up with customers to ensure needs were met. Prepared job quotesand agreements to complete sales.

  • Developed prospects from successful customer base, referral leads and sales or trade meetings.Reviewedcurrent trends and advised customers regarding anticipated changes in product evolvement. Created and conducted presentationsto groups/individuals to attract new clients.

HLM – Dallas, TX2008-2010

Sales/Account Management Insurance, Trusts & Wills – Evaluated clients Wills & Trusts, sold annuities, insurance health and life.

Air Experts – Holyoke, MA2007-2008

Sales Agent of Residential and Light Commercial HVAC -Contacted new and existing customers to discuss their needs and explain how these needs could be met by specific products and services.Answered customers’ questions about products, prices, and availability of credit terms. Quoted pricing, credit terms, or other bid specifications. Emphasized product features based on analyses of customers’ needs and on technical knowledge of product capabilities and limitations.Negotiated prices or terms of sales or service agreements. Prepared sales contracts for orders obtained, and submit orders for processing. Always looking to up-sell!

  • Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences.

Berkshire Service Experts, Lennox – West Springfield, MA 2001-2007

Sales Agent of Residential and Light Commercial HVAC - Contacted regular and prospective customers to demonstrate products, explain product features, and solicit orders.Recommended products to customers, based on customers’ needs and interests. Answered customers’ questions about

products, prices, availability, product uses, and credit terms.Estimatedcontract pricing and contract terms, credit terms and availability, warranties, and delivery dates. Submit orders for processing and timeline.Consulted with clients after sales contracted to resolve problems and to provide ongoing customer support.

  • Identified prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences.Prepared estimates, and bids that meet specific customer needs.Monitored market conditions, product innovations, and competitors’ products, prices, and sales.Performed administrative duties, such as preparing sales budgets and reports, keeping sales records, and filing expense account reports.

Tyco Electronics, Printed Circuit Group, Stafford Springs, CT2000-2001

Sales Account Manager - Establish and encourage customer relations to promote repeat and new business. Coordinate engineering, assembly, and production personnel and details for prototype developments and large production accounts. Contract negotiation, pricing, and manufacture scheduling.

Independent Sales Agent, Southwick, MA1995-2001

Consultant of Sales and Services - Expert in energy saving home improvements, windows, siding and roofing. In-home sales presentation, one-call-closing, managing contractor crews and customer details. Established heat load requirements for energy star rating.

E.I. DuPont Nemours, Biomedical Inc., New Orleans, LA1985–1995

Senior Field Service Engineer - Managed 60 hospital laboratory accounts in the Southern Regions. Expert in chemistry analyzer system service, repair, installations, customer training and conferences. Recognized as a leader in customer satisfaction for service and negotiating contract sales; #2 in the country.

Education:

  • TritonCollege, River Grove, IL - Associate Degree Technical Writing, Diesel Technology
  • Control Data Institute, New Orleans, LA – Certified Computer Science
  • Sclafanies Commercial Cooking, New Orleans, LA – Certified CulinaryArts
  • Insurance License, Health & Life– 2007 thru 2011

Training & Certification:

  • Spin Selling
  • Licensed, Health & Life Insurance
  • Lennox Sales Training, Dallas, TX
  • Karrass Negotiating Skills Training, Hartford, CT
  • Contract Negotiation Skills, DuPont Sales Training, Wilmington, DE
  • Certified Commercial Culinary Arts, New Orleans, LA
  • Air Time 500 SuccessAcademy HVAC Million $ Sales Training.

Military:

US Army, Vietnam Era, USRA Command, Bamberg, Germany - Tank mechanic; Honorably Discharge!

Referrals:

Provided upon request