JAMES F. HOCTOR
12765 Cody
Overland Park, KS 66213
Home: 913.402.4580
Home Office: 913.402.4705
Email: jhoctor[at]kc.rr.com
DYNAMIC, INNOVATIVE, PROVEN Sales &Marketing EXECUTIVE
A proven Leader / Executive who strategically implemented an innovative sales & marketing program allowing his company to successfully avoid the 2008/2009/2010 recession; while gaining market share at the expense of competitors. An Executive who has conceived, planned, built and managed double digit growth oriented domestic and international sales & marketing organizations. A dynamic Team Leader has designed, and implemented “channel based†sales and marketing strategies; utilizing the available team resources. A novel General Manager with experience in corporate “Turn-Aroundâ€; specific expertise as the President of a mid-sized mechanical design-build, "energy performance", construction and service company. An Executive who thrives on intricate and complex challenges requiring high energy, hands-on attention for long-term maximum growth of profit and revenue.
AREAS OF SPECIAL EXPERTISE
Proven Management: A proven Team Leader and creative member of Sr. Leadership teams. President of a mid-sized mechanical and service contracting company. Americas and European Sales Organizations (Manufacturers Rep, Direct sales Teams, and Distributor Teams); Customers include End Users and Facility Owners, A & E Firms, OEM’s, Energy and Mechanical Contractors.
Unique Presentation Skills: Author and present complicated technical concepts in simple terms for effective Sales & Marketing presentations.
Extensive Product / Technical Expertise: Heat Exchangers of all types; Specialty Fluid Balancing Valves and Pressure Independent Flow Control Valves; HVAC Equipment, Installation and Service; Commercial & Industrial Automatic Temperature Controls and Building Automation Systems.
PROFESSIONAL EXPERIENCE
GRISWOLD CONTROLS, INC. 2003 – 2010
Vice President, Sales
Completely re-engineered the sales and distribution efforts of the industry leading fluid flow and control valve technology company originally built by offering custom engineered products (ISO 9002).
· Recognized the coming economic downturn in early 2008; strategically entered a new market arena -- Temperature Control product channel (Energy Saving Enabling products).
INVENSYS BUILDING SYSTEMS, INC. 1999 – 2003
Vice President OEM Sales
“Manage for Growthâ€; USA, South / Latin American, and Canadian OEM sales efforts for a manufacturer of automatic controls and automation products (ISO 9002).
· Re-engineered sales strategies, objectives and team; increasing focus and effectiveness.
Prior Invensys PLC Positions:
Director of OEM & Wholesale Sales
· Revenue $72.0m; EBIT [at]19.8%
· Directed a Combination of a Direct Sales Team, and 18 Manufacturers Agents.
VP / Director of Sales: Erie Manufacturing Co. div. of Invensys PLC – Zone ATC Valve products.
· Revenue $48.0m; Contribution to Invensys EBIT [at] $36.0m or 75%.
WEBSTER ENGINEERING & MANUFACTURING CO.
National Sales Manager
Specialty boiler burner manufacturer.
Previous Career Experience:
ENERGY MASTERS INTERNATIONAL, INC. (ESCO of Northern States Power Co.) -- Director, Central Region
General Manager for 8 states; Energy Demand Services, HVAC/R, and Lighting Performance Contracting.
HONEYWELL, INC. -- District Service Leader
Leader for a $30.0m district; HVAC/R, Mechanical, Controls, & Energy / Automation Service.
FIXTURES FURNITURE, INC. -- National Sales Manager
JOHNSON CONTROLS -- District Service Manager
IMPERIAL EASTMAN – Western Regional Manager
AUGUSTA HEATING & AIR CONDITIONING, INC. -- President
TRANTER, INC. -- National Field Sales and Marketing Manager
HONEYWELL, INC. -- Various Positions over 15 year successful career
Achievements: Top Hat Club (Professional Sales Award)
Golden Circle Club (Million Dollar Sales Award)
MELCHIOR / ARMSTRONG / DESSAU, INC. -- HVAC/R Wholesale Branch Manager, Sales Engineer
EDUCATION
B.S., Commerce (Business Administration - Marketing)
University of Virginia, McIntire School of Commerce
Minor Hours -- Mechanical Engineering
LICENSE (CURRENT)
State of Georgia, Conditioned Air Contractor, Class II - No. CN006683
(Block Tested, UNRESTRICTED)
Highest Level Mechanical Contractor’s License