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."