ROBERT E. FOLTIN

**** ********** ****** 613-***-****

Orleans, Ontario acumam@r.postjobfree.com

K4A 4S4 Linkedin

PROFESSIONAL SUMMARY

A bilingual professional with over seventeen years of progressive sales management experience and a proven ability to lead sales teams to achieve multimillion-dollar revenue gains. Recognized for contributions to record-setting sales figures, territory startup/expansion and new account development. Offer an in-depth understanding of the sales cycle process and remain focused on customer satisfaction throughout all stages.

EXPERTISE

Sales Team Supervision

Feature, Benefit & Value based selling techniques

Territory Management

Sales Training

New Account Development

Closing Strategies

Relationship Building

Lead Generation & Qualification

PROFESSIONAL EXPERIENCE

2012 – 2015 SALES MANAGER

Northern Micro Inc Ottawa, Ontario

Recruited to lead startup “corporate business unit” from the ground up, and manage a 7-member team with a main focus of targeting non-government entities and acquiring new corporate accounts within Ontario and south western Quebec. Grow market share of hardware and software through – sales training, technology partner marketing campaigns, telephone campaigns, new lead research, cold calling, webinars, video boardroom presentations, white board sessions, product demonstrations, network assessments, real data evaluations, proof of concept initiatives, site tours, RFQ and RFP submissions, contract negotiations and the creation of new partnerships. Report key performance metrics, pipeline, leads, opportunities, daily logs, quarterly/yearly/monthly sales goals and forecasting directly to the VP of Sales & Marketing.

RESULTS:

Increased territory sales from $0 to 1.5 million within the first fourteen months, resulting in 100% new business growth and exceeding quota by 50% in 2013.

Fostered a robust and sustainable network of 75 local clients throughout 2014/15, exceeding yearly quotas by an average of 50%, bringing in a net worth of $3 million

Negotiated, developed and solidified the very first Northern Micro “corporate partnership agreement” with a local IT Management Service provider.

Negotiated, developed and solidified the very first Northern Micro “ISILON” sale on the corporate side, a high end storage technology for Blackberry’s software affiliate group.

Completed the following training and certifications: HP Storage Sales Academy 2012, IBM PureFlex Systems Certification 2013, EMC Mid Market Training Certificate 2014.

Developed best practices “Daily Log” and “Solution Selling” templates for the entire 15-member sales team, thus becoming a mandatory part of their daily agenda

Spearheaded a dozen successful telemarketing campaigns for such high tech groups as – IBM, HP, EMC and Microsoft etc…

2008 – 2012 NATIONAL SALES ENGINEER

OPEX Corporation Moorestown, New Jersey

Managed Opex's ten million dollar annual Canadian sales operations which included a 20-member team of OPEX sales, service technicians, scanner specialists, and over 80 Opex customers across Eastern & Central Canada

Daily communication and coordination with top level corporate heads - Presidents VP's, CEO's, CIO's etc...

Reporting and analysis of market trends within the document processing and scanning industry

Perform physical audits and thorough workflow assessments of customer sites and processes

New account development, target marketing, contract negotiations & boardroom presentations

Ongoing professional development and corporate training including future industrial and technological trends

Training of customer personnel on company hardware and software products

Report and analysis of key performance metrics directly to VP of Sales – pipelines, leads, opportunities, quarterly/yearly sales goals and forecasting

Performed numerous in depth ROI Analysis reports for companies such as: Purolator Courier, DHL, The Equitable Life Insurance Co. of Canada, Davis & Henderson, Revenue Quebec, Hydro Quebec

RESULTS:

Surpassed 100% of yearly sales goal within the first 9 months of hire in 2008, bringing in a net worth of $1.5 million

Negotiated and won largest Canadian contract in OPEX's 37 year history, with a net worth of $1.2 million CDN

Ranked as Top Sales Manager in 2009, surpassing sales goals by 40% and bringing in a net worth of $14 million

First OPEX Corp Sales Manager to sell a newly developed "productivity management software", and new AS7200t scanners/extractors to newly acquired customers across Eastern and Central Canada in 2010

Reached 2011 yearly sales goal of $12.3 million dollars, with a personal milestone of 1.3 million, 80% of which was brand new new business

2007 – 2008 SALES & MARKETING MANAGER

Paragon Systems Inc Concord, Ontario

Managed all of Paragon Systems daily sales, marketing and website initiatives across North America, Asia, Germany, France, and the UK. Recruited to provide new business development outside of the Automotive industry, supervise eight associates, and report weekly monthly and quarterly sales metrics directly to all department heads as well as CEO & President. Fostering a new customer database, targeted marketing campaigns, lead generation management, scheduling of client presentations, and in-house tours. Daily communication, coordination and collaboration with Fixturing, Prototyping, Mechanical Testing, and Material Testing department heads to ensure that all deadlines are met, while maintaining premium service levels with existing accounts.

RESULTS:

Procured first company contracts in the following and previously untapped markets: Rail Transport, Electronics, Military Contractor, Aerospace, Government (Toronto Transit Commission), increasing Paragon Systems market share with 100% new business.

Initiated, negotiated and finalized multiple six figure contracts from tier one automotive suppliers

Secured over 65 company presentations and in-house tours with new business prospects a nine month period

Redesign and reconstruction of Paragon's company website – www.paragonsystems.ca

Initiated and implemented targeted monthly mailer campaigns to select clientele

Initiated and implemented a web marketing/advertising campaign to help promote company website visibility, client tracking and search engine rankings

2004 – 2007 SENIOR ACCOUNT MANAGER

Worldwide Business Research Inc Toronto, Ontario

Provided floor sales leadership and supervised a 4-member inside sales team. Company mission was to enhance high end delegate sales of senior level conferences within the following industries: (Military, Aerospace, Automotive, Hi-Tech, Banking, Pharmaceutical, Software, Logistics, Procurement etc…) by training new recruits in market research, cold calling, decision maker qualification, telephone acumen, proposal deliveries, closing the sale, creating value propositions and attending sales motivational seminars.

RESULTS

Awarded top sales for the following conferences:

oDefense Network Centric Operations 2006

oProcurecon 2006

oDefense Logistics 2006

Surpassed team sales quotas three years running, from 2005 – 2007.

Chosen to represent Worldwide Business Research Inc at the 2006 Defense Logistics conference held in Washington, DC

Received Worldwide Business Research’s “2006 Core Values Award” for outstanding achievement and leadership

Chaired two sales motivational training seminars at Worldwide Business Research’s Toronto branch

EDUCATION

2002 CONCORDIA UNIVERSITY Montreal, Quebec

French Certification

Institut Des Langues de L’Education Permanente – Conversational French

2000 – 2002 CDI COLLEGE Pointe-Claire, Quebec

Programmer Analyst Diploma

Elective courses including: Mathematics, Accounting, Business Administration, Statistics, Systems Analysis, Networking, Communications

Three month secondment to Brainbank Inc - Software Firm

1992 – 1993 LINDSAY CAREER CENTER Valois, Quebec

Office Administration

One year intensive office administration program with elective courses including: Word, Lotus, Accounting, Typing, Business Administration, Communications

1988 – 1990 JOHN ABBOTT COLLEGE Ste-Anne-de-Bellevue, Quebec

Social Science

Two year Social Science program with elective courses in English, Philosophy, Sociology, Humanities, Geography, Economics

SOFTWARE QUALIFICATIONS

Extensive knowledge and experience in the following software applications: MS Office, Word, Excel, HTML, Access, SQL, ACT, Oracle, CRM 7, Dreamweaver, Fireworks, Flash, Photoshop, Power Point

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