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Work experience

Feb 2006Mar 2009

Major Account Executive

Hcareers

In this role I worked with some of the top hospitality companies in the US Midwest and in Eastern Canada. This included Aramark, Sodexho, Hyatt, CARA and Marriott. I have used a consultative sales approach while working with decision makers at a senior level (typically VP and Director). By understanding my clients intimately I have been successful in developing account strategies to help grow our business over the past three years.

  • Top Advertising Salesperson for 2008, 2007
  • 2006, 200% Territory Sales Growth
  • 2007, 256% Territory Sales Growth
  • Over $3,500,000 in Total Sales over three years
  • 8 inside sales reps with dotted line reports who called into my accounts individual properties
Feb 2004Jan 2006

Business Development Manager, Software Solutions

Pitney Bowes Canada

I supervised (9-13) sales reps across Canada developing software solutions surrounding document management and creation. The sales process involved my ability to craft business solutions to complex business problems. These solutions were typically in excess of $500,000, including significant license and services components. This process involved selling to multi-divisional "teams" of buyers within enterprise level accounts selling to "C" level buyers (CEO, CIO, CFO, etc.)The sales cycle for this sophisticated solutions selling is typically 12 -18 months or longer.In this role, I used a strategic and consultative approach to sell long-term business solutions.

Jan 2002Feb 2004

Senior Director, Business Development

Monster

As Senior Director, Business Development, I had the responsibility of selling enterprise level solutions to Canada’s FP 100. My primary focus included analysis of clients’ processes and systems in an effort to uncover areas of unprofitable practices. Additionally, I was involved in developing account strategies, providing technical expertise and consultative services, identifying opportunities, managing and orchestrating the delivery of online recruitment solutions for my clients. Some examples of my clients were: Microsoft, IBM, Scotiabank, BMO, CIBC, Sunlife/Clarica, Celestica, Wal-Mart, CGI, KPMG, Deloitte & Touche, and The Gap Inc.

  • Account base growth of 137%
  • Best year $990,876, represented 198% sales growth
  • Responsible for sales of over $1.8 million in 2 years
19982002

Senior Account Manager

Terra Footwear
  • Launched Terra into a brand new territory the USA
  • Territory, Ontario, Quebec, Ohio, Michigan, Indiana, New York, New Jersey, Connecticut, Delaware, Maryland, Massachusetts and Maine
  • Grew sales from $1,000,000 to $7,000,000 over 4 years
  • Top sales performer , 1999, 2000, 2001, 2002

Skills

Sales
    From cold-calling to discovery, presenting and negotiations, I have spent more than 20 years learning what being a sales professional is all about. Understanding of sales process discovery and consultation are core strengths of mine. I have learned that sales is more about empathy than fast-talking. I am a professional sales person.  

Education

19841989

Undergraduate

References

Kirk Hanes

“I have personally worked with John in his field sales role and found him to be extremely creative in his sales efforts to a positive outcome. He is well articulated and demonstrates strong devotion to his craft and the company. I strongly recommend John to those who are looking for big ticket relation building type sales efforts.” March 22, 2009

Kirk Hanes, COO, Hcareersmanaged John indirectly at Hcareers.com

Bobbie Caldwell

“John is one of the most passionate and professional people I have had the pleasure of working with. It's apparent that he thoroughly loves what he does for a living which is an asset to both his clients and his employers alike. John not only possesses incredible knowledge and experience, but also a magnetic personality that will serve him well in any role he chooses for himself.”

March 19, 2009

Bobbie Caldwell , Major Account Manager , HCareers worked directly with John at Hcareers.com

Portfolio

Personal Accomplishments

  • Chairman, Interactive Area Grey Cup Hamilton,  1996
  • 4 year starter,  McMaster University Football
  • OUAA all-star 1987, 1988
  • MVP McMaster Football 1987
  • Drafted CFL, Winnipeg Blue Bombers, 1986
  • Assistant football coach at the University of Guelph, 1990 - 1993
  • Coached Little League Baseball, Minor Football for past 7 years

Professional Development

  • Select Selling
  • Pitney Bowes Sales School
  • Overcoming Sales Call Reluctance
  • Spin Selling

Core Strengths

  • Top sales performer with big-picture vision, leadership, and tenacity to successfully penetrate new markets, capture market share, and accelerate corporate-revenue growth
  • 20 year record of demonstrated success in driving multimillion-dollar sales growth
  • 5 years experience with one of the globes largest niche job boards and the largest global horizontal job board
  • Committed to a high level of customer service to build trust and enhance sales
  • Highly motivated to outperform the competition - consistently set and achieve personal goals above corporate expectations
  • Decisive and insightful, I accurately calculate risk andinstill confidence in clients, staff and executive management
  • A natural leader with good communication skills, a strong work ethic, able to set goals and achieve them while keeping a tight focus on quality control and long-term objectives
  • An assertive, confident person, comfortable with an entrepreneurial, aggressive, sales-oriented management team
  • An experienced teacher, mentor and coach who can lead staff towards sales goals, targets and objectives

Summary

An accomplished sales professional with over 20 years experience in business development. A specialist in building relations and driving sales growth to build corporate value. Offering high-level performance with an exceptional record for closing accounts and contracts. Excels at generating new business while turning existing clients into loyal, long-term customers.Demonstrated strengths in major account acquisition; innovative, big picture thinker skilled at turning strategy into results.

Career Highlights

  • 2008 Hcareers, Advertising Salesperson of the Year
  • 2007 Hcareers, Top Advertising Salesperson
  • 2007, Hcareers, 256% Territory Sales Growth
  • 2006, Hcareers, 200% Territory Sales Growth
  • Hcareers, $3.5 million in sales over 3 years
  • 2004 Monster, 198% Sales Growth
  • Monster, $1.8 million in sales over 2 years
  • 2002 Terra, Top Salesperson
  • 2001 Terra, Top Salesperson
  • 2000 Terra, Top Salesperson
  • 1999 Terra, Top Salesperson
  • Terra, more than $20 million in sales over 5 years