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Sales Management

Location:
Toronto, ON, Canada
Posted:
January 02, 2014

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Resume:

GLENN CLIFFORD ** Parkview Heights

Toronto, Ontario

M1N 2V4

Business Development Executive

Mobile 416-***-****

E acbx4z@r.postjobfree.com

"A Sales Executive position where my skill set and experience can be

effectively utilized for increased profitability and product sales volume

in partnership with a dynamic and innovative organization"

Professional Value Proposition includes the following skills:

Business Development Forecasting & Budgeting Relationship Management

Profit & Loss Coaching & Mentoring National Account Management

Accountability

New Product Launches Change Management Price & Contract Negotiations

Solution Selling Organizational Customer Needs Assessment

Leadership

CAREER CHRONOLOGY

Director of Sales and Marketing, Asia Pulp and Paper Canada.

2010-September 2013

Prioritized sales objectives to deliver maximum growth that was alligned with APPC's

strategic direction including product management responsibilities.

24% volume growth year over year 2012/2011 in Packaging, Board and Fine Paper

products.

Direct reports included 7 Account Executives and 2 Marketing Support Analysts.

Lead and participate in sales presentations, negotiations, sales meetings and trade

shows with key external and internal stakeholders.

International business experience.

Concept Paper Inc./Partner, Division of Baldwin Paper Company

2007-2009

> Recruited from Cascade Resources in conjunction with 3 stakeholders in

setting up a greenfield operation.

> Developed and executed "go to" market strategies, growing the company to

$1,000,000 in sales per month.

> Merged in with Baldwin Paper Group during 2008. (Both organizations

bankrupt)

Cascades Resources, A Division of PaperlinX Canada - Toronto, ON 2004-

2006

DIRECTOR OF SALES

Recruited from Unisource and accountable for four divisions including

Packaging Products, Commercial Printing, Business Development and The

Resource Center. Developed and executed sales forecasts, marketing

strategies, and business development templates. Provided leadership to 20

direct reports.

> Increased sales and gross profit levels by establishing business

development templates and encouraging a cross-selling focus. Increased

industrial products sales by 22% in one year.

> Managed a diverse group of eight senior sales representatives with

regional volume in excess of $66M. Expanded commercial printing business

by 12% in one year through supplier-driven initiatives/business

development.

> Executed "go-to-market" template, which significantly drove growth and

increased revenue. Challenged the sales team to create new revenue

streams though execution of a "pull-through strategy."

> Facilitated changes within Resource Center which included the creation of

technology communication links to enhance customers experience as well as

significantly decreasing delivery cost structures.

Unisource Canada Inc - Toronto, ON 1986-2004

GENERAL SALES MANAGER (2002-2004)

Promoted to manage a B2B division for South Western Ontario. Responsible

for organizational leadership including P&L accountability with regional

sales of $200M. Developed and executed all sales and marketing strategies.

Provided leadership to three regional Sales Managers and 34 indirect

reports.

> Championed "Target Account" and "New Business Development" task forces

resulting in significant growth within the existing client base coupled

with new client development.

> Implemented continuous improvement initiatives that provided customer

value and created operational efficiencies for increased sales and

reduced expenses.

> Researched and communicated key market intelligence/supplier issues to

all levels within the organization. Coached sales and sales management

personnel to adopt solution selling approach strategies.

SALES MANAGER (1996-2002)

Promoted from Account Executive and facilitated the development of sales

forecasts, marketing strategies, internal and external sales incentive

initiatives, and key supplier programs. Regional volume responsibility of

$100M annually. Managed sales through 14 senior sales representatives in a

B2B and Retail environment.

> Played a key role on a change management team and and executed a

successful organizational merger. Developed market strategy and sales

force deployment plans while ensuring that the customer experience was

positive.

> Increased market share from 23% to 38% during first 18 months after the

merger as a result of continued focus on new business development and

client involvement.

ACCOUNT EXECUTIVE (1986-1995)

> Developed a B2B territory from ground zero with minimal resources.

Territory exceeded $8.5M and company earned preferred supplier status

with numerous loyal customers.

> Exceeded Sales and GP budgets annually. Recepient of 14 sales contests

including membership into the President's Club.

> Invited to participate in task forces and advisory committees due to

solid industry knowledge and expertise.

EDUCATION & PROFESSIONAL DEVELOPMENT

George Brown College - Toronto, ON 1982-1984

Business Administration (Major: Marketing Management Minor: Advertising)

Ryerson University - Toronto, ON - Continuing Education 1987-1992

Graphic Communications Management

University Of Toronto, Continuing Studies - Continuing Education 1992-

1994

Sales Force Management, International Marketing, Finance for the Non

Finance Executive

Canadian Management Center - Toronto, ON 1997

General Sales Management.

Queen's University - Kingston, ON - Executive Development Program 2002

Sales Management.

Miami University, Oxford Ohio, U.S.A 2004

NPTA Management Development Program: General Management.

VOLUNTEER LEADERSHIP

Craigleith Ski Club - Collingwood, Ontario. 2009-2012

MEMBER, LONG-RANGE PLANNING TASK FORCE COMMITTEE

> Contributed as part of six-member team to a ten-year growth strategy by

creating and executing a master growth plan with capital expenditures in

excess of $12M. Presented final strategy and gained buy-in from the Board

of Directors.

"Transforming creative ideas into tangible bottom-line results."



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