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Summary
This Fractional HVAC Executive is a Collaborative, Values-driven President and growth-oriented leader with extensive multisite, multifunctional experience in the HVAC industry. Having worked for large HVAC OEMs like Johnson Controls as well as independent wholesale distribution, he has broad and diverse experience across the value chain of the HVAC ecosystem. He understands performance benchmarks for distribution and has worked through the acquisition process from pre-deal evaluation, due diligence, and finally to post-deal integration. For the past 5+ years, this he has led large distribution businesses in the range of $400m with up to 50 branches across the country. He is versatile with operational experience in distribution as well as manufacturing. With experience across diverse industries such as HVAC, industrial process, aerospace, and construction materials, he formulates and executes strategies that deliver accelerated multimillion-dollar revenue growth, efficient operations and finance to generate extraordinary enterprise value. He specializes in formulating organic growth strategies as well as optimizing growth synergies across business units/divisions. Decisive and collaborative leader who instills a vision for growth and sales excellence. This Fractional HVAC Executive builds high performing teams, and develops direct strategic customer relationships. As a change agent, identifies market opportunities to build businesses into successful enterprises during growth and challenging financial conditions.
Highlights
- 25 years of senior leadership with functional roles in sales and strategic marketing
- 5+ years as President over wholesale HVAC distribution
- HVAC expertise includes serving on equipment OEM executive team to running the distribution channel
- Multi-Region distribution revenue responsibility up to $400m; 350 employees and 45+ branches
- Strong knowledge of HVAC industry benchmarks for financial and sales performance
- Growth and financial turnaround expertise
- Intimate knowledge of HVAC services customers across many segments (Multi Family, New Construction, P/E Consolidators, etc)
- Experienced in private equity environment, serving as internal advisor on multiple acquisitions
- Strong focus on building large, cohesive teams, focused on performance and culture
Relevant Accomplishments
- As President of VAD HVAC distributors, achieved 20% EBITDA growth and 6% Sales Growth in a flat market (2023).
- During the 2 years at VAD, integrated family owned company culture into the enterprise operating model. worked through 2 acquisition deals including one stand alone Carrier division as well as a regional tuck-in.
- Created new opportunities for organic growth and margin expansion by bolstering company capabilities around aftermarket parts and launching a new private label heat pump line. Annualized revenue potential of $20m at accretive margins in the first 2 years.
- As VP/GM of Company Owned Distribution at Johnson Controls, Led turnaround efforts for distribution channel division, leading to revenue CAGR of 15% (+$110m) and 3x EBITDA growth (+$60m) from FY19 to FY22 by improving operational execution, implementing aggressive restructuring actions including a new talent approach, and reinvigorating sales management processes.
- While at Johnson Controls, executed significant organizational design and rebuilt leadership team talent and capabilities, leading to a reduction of SG&A as a % of sales from 24% to 17%.
- As Business Unit GM at Parker Hannifin, Led integration activities for the business unit as part of the Parker Hannifin acquisition including two footprint consolidations (>$1 million in annual cost savings).
- In the role of Division Director at Hilti North America, Clay doubled absolute profit and ROS for two consecutive years, while growing sales an average of 10% per year. 2014 Absolute profit growth of $2.8m; ROS improvement from 4% to 8.4%.
- Multi-year tenure on Johnson Controls York Distributor Advisory Council with the principles of the largest York distributors in North America.
- Relationship with Heating, Air-conditioning & Refrigeration Distributors International (HARDI) association.
Leadership Roles
- President, VAD HVAC Distributors (Master Group).
- VP/GM HVAC Distribution, Johnson Controls, Intl.
- Business Unit GM, Parker Hannifin.
- Global VP Sales and Marketing, Purolator Advanced Filtration Group.
- Division Director, Hilti North America.
- Channels Director, Hilti North America.
- Business Unit Manager Power Tools, Hilti North America.
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