A versatile, senior, sales professional qualified by more than 13 years of international, business-to-business, consultative solution sales; account and channel management and development; relationship management; and business and strategy development experience selling hardware, software and services solutions to senior executives of Major U.S. Wireless Carriers and other Fortune 500 companies throughout North America. A highly-organized, results-oriented, leader with experience developing and maintaining strategic alliances and partner relationships and collaborating with Software Developers, Solution Providers, System Integrators, Dealers, Distributors, Value Added Resellers; negotiating and managing contracts and sales incentives; planning sales strategy; supporting partners in joint sales calls; identifying opportunities; determining customer needs; recommending solutions; presenting product training sessions to large groups; and developing and executing creative sales, marketing and awareness programs designed to increase market share in a channel sales environment. An innovative thinker with a strategic mindset; exceptional customer-service, interpersonal, problem solving, communication and time-management skills; and an innate ability to understand and relate complex concepts to both technical and non-technical audiences.
Sep 2006 - Apr 2009
Senior Account Representative, Eastern Canada
Developed and maintained relationships with existing Distributors and large Corporate Accounts in a USD$25 million territory in Eastern Canada. Partnered with Distributor Sales Teams to develop sales and marketing programs and strategies to maintain volume in core market segments and grow into adjacent markets. Collaborated on pricing, bids, sales planning, opportunity identification and pipeline management. Negotiated sales incentives, managed supply agreements and payment terms. Conducted nationwide training sessions. Participated in joint sales calls to increase awareness of Eastman products, assist in determining customer needs and recommend potential Eastman solutions. Traveled extensively throughout North America. Major Accomplishments: • Achieved 118% of plan on gross margin and 124.5% on volume in first year in position • Took a small regional customer from almost leaving Eastman when I started to being the largest direct account in Canada with multiple year double digit(42%) sales increases to become their primary supplier • Successfully implemented 46% price increase while maintaining high levels of customer satisfaction
May 2005 - Sep 2006
Strategy Consultant / Business Development Manager
Sold and delivered business strategy consulting services to Senior Level Executives in Fortune 500 companies throughout North America. Created opportunities through disciplined research, cold calling, online webinars and networking. Presented complex technical material, contributed to analysis, helped facilitate and execute strategy projects and present analysis results. Traveled extensively throughout North America. Major Accomplishments: • Developed more active prospects than any other Business Development Manager • Helped local Waterloo startup explore venture capital financing and product launch strategy • Successfully sold process to several wireless industry players including three large wireless carriers; a mobile device chip manufacturer; and the Wi-Fi and Mobile DTV Alliances.
2002 - 2005
Business Development Manager
Managed a USD$2 million U.S. territory selling and developed internal training and awareness programs to large U.S. Retailers. Conducted full sales cycle, new business development and account management responsibilities with new and existing clients. Traveled extensively throughout North America. Major Accomplishments: • Quadrupled sales over three years to create company’s largest account. • Grew companies largest account by 59% in 2004 and signed them to the company’s first multi-year contract • Sold the company’s first Mobile Professional Audit Solution and more than twice as many as anyone else
1996 - 2001
Client Manager – Competitive Win-back Team
Established and maintained relationships with key Line-of-Business and Information Technology Executives in a competitively installed mid-market business territory of Banking, Finance and Professional Services customers in downtown Toronto. Engaged in consultative solution selling to understand business initiatives and assist in developing creative solutions to solve their business problems. Sold hardware, software and services. Major Accomplishments: • Recognized as one of the Top Client Managers in the Americas after growing my territory by over 68% in 2000 and coming in at 141% of plan. Awarded a trip to BestFest 2001 in Puerto Rico. • Doubled sales every year in the territory; CDN$2M in 1998, CDN$4M in 1999 and CDN$8.5M in 2000. • Awarded two “Team Success Awards” for leading the IBM Client Team to multi-million dollar wins