position: MARYLAND WASHINGTON D.C. N. VIRGINIA & S. DELAWARE SALES
CJ O’Brien
CJ O’Brien joined the Yates team in 2025, bringing hands-on experience from the field and a strong foundation built through the local apprenticeship program. With a passion for connecting with people, he enjoys building relationships and providing solutions that meet each customer’s needs. Outside of work CJ values time with family and friends and enjoys keeping up with sports and staying active with outdoor activities.
Jon Thomas
Jon Thomas has recently moved into to the role of CEO at NH Yates, following a 10-year tenure as President. An alumnus of the College of William & Mary, he embarked on his professional journey with Ferguson in Atlanta as a Trainee in 1986. In 1988, Jon joined A.O. Smith, serving as a District Sales Manager in the Washington DC area until 1995. He then transitioned to NH Yates in 1996, coinciding with A.O. Smith’s shift from a factory sales force to manufacturer representatives. In 2018, Jon and his partner, Dan Kelbaugh, fully acquired NH Yates and have since established three additional Yates related businesses. Jon completed the CPMR curriculum in 2010 and is an active member of the industry, serving on the Board of Directors of AIM/R, as well as on numerous rep councils, and actively engaging with ASA and HARDI.
Jon resides in Lutherville, MD, with his wife Amanda, a Professor of Psychology at Loyola University Maryland. They are the proud parents of two grown children.
Jim Schnorr
Over the course of Schnorr’s 30-year career at Burnham Holdings, he held numerous positions leading residential & commercial manufacturing efforts with wholesale and manufacturers rep. agencies channels to market. He also led manufacturing, procurement ,engineering, sales & marketing duties with P&L board level reporting. He has led national and local sales teams of manufacturers reps and direct sales employees for Burnham Corporation, Burnham Hydronics, Burnham Commercial, Bryan Steam, and Thermal Solutions. Now on the rep. side, his understanding of manufacturers allows us to leverage pathways to market and direct our activities focused on service and trade engagement.
Dan Kelbaugh
Dan Kelbaugh is the Chief Operating Officer of NH Yates, headquartered in Hunt Valley, MD. In this role, he leads the company’s sales and marketing strategy, driving growth across NH Yates and its three affiliated LLCs. Dan also plays a key role in strengthening partnerships with manufacturers, distributors, and contractors.
With over 38 years of experience in sales—26 of which have been focused on the HVAC industry—Dan brings deep industry knowledge and leadership to the organization. Before joining NH Yates in 2011 as Vice President of Sales and Marketing, he held senior roles at Burnham Boilers, including Director of National Accounts and Vice President of Sales & Marketing (2000–2011).
Dan holds a Bachelor of Arts in Marketing from Bloomsburg University and resides in York, PA.
With over 38 years of experience in sales—26 of which have been focused on the HVAC industry—Dan brings deep industry knowledge and leadership to the organization. Before joining NH Yates in 2011 as Vice President of Sales and Marketing, he held senior roles at Burnham Boilers, including Director of National Accounts and Vice President of Sales & Marketing (2000–2011).
Dan holds a Bachelor of Arts in Marketing from Bloomsburg University and resides in York, PA.
Evan Ibbitson
Evan started in inside sales in October 2015 and moved to Outside Sales in August 2020. Evan’s territory consists of Maryland, Delaware, Washington DC, Northern Virginia, and Southern PA markets. In my spare time, I enjoy time with my family, grilling food, and cutting/splitting firewood.
Matt Hatmaker
Matt Hatmaker joined the team in 2015 and came to Yates with a broad background in the plumbing and HVAC Industry. Matt entered the trades as a contractor and began in the local apprenticeship, acquired a local rep agency which excelled in the plumbing and mechanical space before going to work for a global fitting manufacturer.
Matt is the father of 5 and has been a youth coach for the past twenty years and brings that enthusiasm for coaching to the Yates Global team where he manages our national sales and technical aspects of Yates Global.
Steve Tefel
Outside sales for NH Yates covering the Washington metro area. I have been with the company for over 20 years and over 30 years in the industry overall. I specialize in domestic water heating and hydronic systems.
Gary Markle
I have been a wholesale sales rep for NH Yates since 2001 and cover various wholesalers in MD, VA, DE, and PA (2015 Top Sales Producer) Before moving over to NH Yates, I was a manufacturer’s sales rep for Burnham Holdings, and handled the DC, MD, and VA wholesalers and contractors for 7 years (2005 Salesperson of the Year) In my spare time, I enjoy all things sports, especially, coaching my sons, playing golf and basketball.
Julia Perdue
Simply put, I enjoy people. At NH Yates, I utilize my 20+ years of experience in the fast-paced mechanical and controls industries to quickly and effectively handle customer requests. I am a foodie who enjoys traveling to new destinations and spending time with family and friends.