Blake Hartshorn
Burlington,Canada
Summary
With over 9 years of experience in the construction industry, specializing in HVAC, PVF, and plumbing, I've consistently exceeded sales targets, notably achieving a 208% sales growth at Marks Supply Inc. Technical sales acumen and strong negotiation skills have enabled key partnerships and drive market expansion. Combination of strategic sales planning with effective networking, fostering significant business growth and client satisfaction.
Diligent sales leader with proven track record in leading national sales initiatives. Successfully managed high-performing teams and expanded market share across diverse regions. Demonstrated expertise in strategic planning and client relationship management.
Sales professional with keen eye for market trends and strategic growth opportunities. Proven ability to lead dynamic teams and drive significant revenue increases. Highly focused on collaboration and adaptability, ensuring seamless alignment with organizational goals and changing market conditions.
Overview
19
19
years of professional experience
Work History
National Sales Manager - Strategic Accounts
Watts Water Technologies
07.2022 - Current
- Manage $45M business across strategic accounts and additional $15M category.
- Achieved consistent year-over-year growth in both revenue generation and territory expansion through strategic planning and execution.
- YOY 107.1% achievement in sales 2022 - 2023.
YOY YTD 105.7% achievement in sales 2023 - 2024. - National and US travel 50% requirement.
- Boosted marketing, reviewed pricing strategies and expanded distribution channels to increase sales revenue.
- Aligned company goals with customer outcomes and increased satisfaction by automating contact management systems.
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
- Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
- Established and maintained budgets, quotas and regional territories for team members to drive consistent growth.
- Delivered comprehensive sales presentations, showcasing the company''s products and services to secure new business contracts.
- Oversaw annual budget planning for the national sales department, ensuring alignment with corporate objectives and resource allocation optimization.
- Established strong partnerships with channel partners for seamless distribution of products across various regions.
- Collaborated with other departments on various projects such as product development or marketing campaigns to achieve cohesive business goals.
- Drafted comprehensive sales plans and approved budget expenditures to meet project goals.
- Led contract negotiations with clients, securing favorable terms that contributed to overall company profitability.
- Implemented data-driven decision-making processes for optimizing sales performance and targeting new opportunities.
- Managed national sales programs, supervised [Number] sales representatives and evaluated KPIs for promotional opportunities.
Territory Sales Manager
Marks Supply Inc.
07.2019 - 07.2022
- Responsible for territory growth of PVF and plumbing business
- Managed territory sales of $5M+ territory in GTA.
- Specialize in selling PVF and hydronics products to mechanical contractors and developers
- Conduct product knowledge sessions for contractors and consultants
- 2021 sales growth of 208% over 2020 sales
- Spearheaded launch of grooved mechanical system partnership
- Drove sales and market strategy for team of sales representatives across Ontario
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
Hydronic Balancing Specialist
Victaulic Company of Canada
01.2017 - 05.2019
- Promoted to managing hydronic balancing valve sales for Victaulic/IMI TA products in Ontario and Manitoba
- Specialized role focused on design, sales and implementation of hydronic balancing valves and actuators in systems in order to better deliver operating energy efficiency and occupancy comfort in commercial buildings for both new construction and retrofit
- Managed territory sales of a $5M+ territory in ON & MB
- Q1 2019 sales of 109% YOY
Growth of $550,000 from 2017 - 2018 to sales of $5,163,000
Growth of over $600,000 from 2016 - 2017 to sales of $4,618,000 - Specialized concept selling to mechanical engineering consultants, owners and B2B
- This includes system optimization, building commissioning, energy efficiency ROI calculations, system reviews and troubleshooting
- Conduct product knowledge sessions for distribution, end users and consultants
- Development of customers specifications based on product performance to further sales
- Developed territory distributors to maintain required customer service level
- Territory travel 70%+ including Manitoba and U.S
Sales Representative
Victaulic Company of Canada
10.2014 - 12.2016
- Managed a nearly $3M sales territory ranging across industrial and commercial plumbing and mechanical piping systems in markets across SW Ontario
- Instrumental in delivering a piping thermal expansion product design and solution in conjunction with the Victaulic Company of America Applications Engineering Team
- Development of consultant's master and project specifications based on product performance to further sales
- Developed and maintained relationships with owners, contractors, consultants and distributors within the sales territory
- Productivity analysis to deliver a decreased total installed cost for projects and maintain greater profit margins for customers
- Growth of 140% YOY in 2015 and 2016 on a $2M+ account base
- Spearheaded the sales development of a thermal expansion product solution with the mechanical engineering team at Victaulic Company of America
Territory Sales Manager
Tecoustics Limited
03.2013 - 10.2014
- B2B sales and territory management of nearly 200 accounts in South Western and Northern Ontari0.
- Provide sales & engineered design expertise, selling vibration control and seismic restraint products to an exponentially growing multi-billion-dollar construction industry here in Ontario
- Specialized in targeted sales growth in several Ontario markets, working closely with project architects, owners/developers, consultants, design-build firms and a variety of industry specific contractors
- Experienced job and industry specific training while continuously improving knowledge by employing self-guided study
- Actively participate in and attend trade shows and industry specific market executive meetings
- Sales growth of $450,000 in 2013
- Achieved 60% of $1 million 2014 sales target by end of Q2.
Sales Representative
Skechers USA Canada Inc.
01.2006 - 03.2013
- B2B sales and territory management of 4 key divisions, containing 14 sub-brands of Skechers footwear in Ontario to a client base of 150 retail accounts across Ontario
- Territory and U.S travel.
- Cultivated strong relationships with key 'major' accounts such as Town Shoes/Shoe Company, SoftMoc and Footlocker; several of Canada's largest footwear retailers
- Responsible for marketing initiatives and sales support specifically tailored to individual accounts
- Retained and enhanced solid client relationships within a large customer base
- Sales growth of 35% on a mature client base from $2,000,000 to $2,700,000 from 2011 - 2013
- 50% sales growth from $650,000 - $1,300,000 and account base growth from 70 to 100 accounts from 2007 - 2009
- Introduced and was responsible for the national sales of a new sub-brand of Skechers footwear brought into the Canadian marketplace in October 2006
- During this time the brand gained traction in Canada, personally driving sales to over $200,000 in its first year
Education
Honors Bachelor of Science - Human Kinetics
University of Guelph
Guelph, ON01.2005
Skills
- 5 years sales leadership focused on strategic planning, forecasting and revenue generation across multiple channels for each provincial region
- 9 years of outside sales experience in the construction industry (HVAC, PVF and plumbing in commercial, residential, institutional and industrial industries)
- Negotiate national contract and rebate programs
- Business analytics, sales projections and reporting
- Experience with commercial/institutional facilities - school boards, government buildings, and hospitals
- Targeting and actively prospecting future markets and growth opportunities
- Senior/key account management, project management and estimating
- Developing, planning and implementing sales strategy
- Mechanical HVAC, controls and piping systems understanding and knowledge
- Ability to read and interpret architectural and mechanical engineering drawings
- Strong presentation, negotiation and creative problem-solving skills
- Proven track record of exceeding sales targets
Hobbies and Interests
- Outdoor sport and activities such as skiing, golf, sailing, hiking and soccer.
- Architecture, creative design and fine art.
- DIY home renovation projects.
- Family, cottage time & world travel.
Activities
- Burlington Soccer Club, Coach, 06/2021, Present, Coaching girls U9 and U10 soccer.
- ASHRAE Toronto/Hamilton Chapter, Member, 04/2013, Present, Attend industry meetings in order to network and gain valuable industry specific knowledge and insight.
- Multiple Sclerosis Society of Canada, Volunteer, Team Leader, 06/2011, Present, Key fundraiser for the MS Walk - Halton Regional Chapter, responsible for raising over $10,000 annually in support of the MS Society. Top fundraising team in the Halton Region 2011, 2012.
- Ontario Kinesiology Association, 01/2003, Present
Languages
English
Native or Bilingual
Interests
- Hiking
- Camping
- Volunteering with youth sports programs as a [role]
- Exploring famous landmarks, historical sites, and cultural attractions in a new destination
- Committed to improving personal fitness through regular participation in soccer, SUP, HIIT
Timeline
National Sales Manager - Strategic Accounts
Watts Water Technologies
07.2022 - Current
Territory Sales Manager
Marks Supply Inc.
07.2019 - 07.2022
Hydronic Balancing Specialist
Victaulic Company of Canada
01.2017 - 05.2019
Sales Representative
Victaulic Company of Canada
10.2014 - 12.2016
Territory Sales Manager
Tecoustics Limited
03.2013 - 10.2014
Sales Representative
Skechers USA Canada Inc.
01.2006 - 03.2013
Honors Bachelor of Science - Human Kinetics
University of Guelph
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