Sales Management

GARVIN A. RICHARDS, C.S.P.

**** *** *** ******, *******, ON L6B 1J1 Email: *************@*****.**

Res.: 905-***-**** Cell: 647-***-****

S A L E S M A N A G E M E N T H I G H L I G H T S

Achieved a year over year increase of 10% in revenue translating into a $3M year over year sales increaseSpearheaded a new system to assist in lead generation that resulted in a 3% overall increase in total team salesProven successful record of achieving technology based sales in computer hardware and software (i.e. AS/400,RS/6000S390 storage, Tivoli software, ERP solutions, consolidation services, and e-business solutions)

K E Y C O M P E T E N C I E S

Client Liaison & Relationship Management Account/Territory Management Business Development

Cost of Acquisition/Retention reduction Contract Negotiations Post sale support

C A R E E R H I S T O R Y

Sales & Business Development – Human Resources Employment Services Sector

vpi Canada, Business Development Executive Jan 2012 – June 2012

STAFF PLUS, Business Development Executive March 2011. - Dec 2011

ADECCO EMPLOYMENT, National Account Executive Nov 2009 - Dec 2010

Developed and executed action plans translating into increased market share and profitability through the introduction and implementation of Hoover sales toolActing as a trusted business advisor, with the ability to negotiate, influence and collaborate with Key decision makers in a matrix type environment.Monitors, facilitates and negotiates all renewals, RFP’s and tenders in collaboration with on-going business developmentManaged key accounts, established strategic partnerships, strengthened existing client relationships and generated new leadsLead our clients to achieve and maintain long term profitable employment relationships through timely and cost effective employment outsourcing services.Negotiated contractual terms of new accounts to secure gross margin objectives and post sale support.Acted as a liaison between clients, sales, legal, marketing and procurement departments.

Sales & Business Development - Technology Sector

SHI CANADA Sept. 2008 - Aug. 2009

Corporate Account ExecutiveAccountable for driving Ontario sales through the development and management of New Business opportunitiesIncreased business sales by turning over 13 competitive accounts into long term technology partnersAuthored a needs assessment template to effectively identify key business requirementsExpert technical consulting skills including the ability to define SHI solutions into a broader technology environment to work with customers long and short term goals.Marketed and leveraged vendor/distribution channel partnerships to ensure overall value, price and support ..i.e.: IBM, Lenovo, Microsoft, HP, McAfee, VMwareEnhanced the public image of SHI through developing long-term Senior relationships with clients to support customer loyalty leading to a 100% customer retention rate.Translated customers’ requirements into a customized solution to align with the customer’s value proposition.Successfully negotiated technology solutions that to support disaster recovery analysis, solution & procurement support, resulting in a $1.2M annual saving for the client Spearheaded managed services deal to re-configure IT environment – resulted in 350,000k in recurring revenue

Garvin A. Richards Page 2

LYRECO CANADA April 2006 – May 2008

National Accounts ManagerActed as the project lead a for multi-million, joint, North American RFP request for Direct Energy – resulted in a win of $480,000 in contractual revenueResponsible for the over-all management and success of ‘10’ large national accounts.Initiated the development of long term, mutually beneficial account business relationships Designed, implemented and executed strategic business plans nationally, prepared product presentations, competitive market analysis, consumer research and marketing insightsSuccessfully drove market share, volume and profitability by following a consultative methodology with clients

D&B CANADA (DUN AND BRADSTREET) January 2004 – March 2006

Relationship Manager, GTA RegionImplemented sales and marketing strategies surrounding acquisition, growth, retention and serviceability

Resulting in a 108% achievement of plan based on $1.3 million sales quotaDeveloped enterprise relationships driving a balanced portfolio of (credit, marketing, and spend) solution mixManaged C level relationships and large scale projects in a results oriented sales driven environmentDeveloped new product business plans to facilitate growth and manage product lifestylesPlanned, organized and managed medium to large projects with cross functional teamsCreated strategic account plans and monitored progress on a weekly basis.

IBM August 1997 – Sep 2003

Client ManagerProject Management: Developed a fully integrated project plan with internal and engaged third party team members team to ensure a smooth transition for the Hwy 407 outsourcing project which consolidated an e-server technology, achieving revenues of Immediate revenue of $2 million with revenue stream of $4 millionCreated and maintained IBM strategic relationships with major international and domestic accounts (Computer Services Industry and Caribbean)Project Management: Project lead the implementation and advancement of a customized business server (AS/400) for a large company’s satellite office and initiated the implementation of a productivity server to protect the client against down time and to improve the client’s operational efficiencies.

Managed high profile accounts including: 3M, Ernst & Young, FedEx, Concorde Bank, CGI, Reuters, KPMG, Deloitte & touche (US), FedEx (US), Arthur Anderson & Partners Developed a strong understanding of each target client’s business operations and industry needs by qualifying responses to RFPs/RFIs, in conjunction with proposal specialists on large scale, enterprise impacting agreementsAssisted clients at the Senior Management level to develop an e-business strategy and created innovative technology solutions to meet client specific requirementsPrepared detailed business cases to enhance the solutions for the development and execution of effective market demand strategies to grow the CSI (computer services industry) segment and improve market shareAchievements International Accounts: 2001 - increased revenue by $2M quota to$3.5m Domestic Accounts: 2000 - achieved 135% results based on a $26m quota 1999 - achieved a 149% sales to results based on a $9m quota

THE DOCUMENT COMPANY XEROX January 1993 – July 1997

Systems Solutions Analyst, Commercial Major Accounts Representative Co-coordinated computer hardware, software and network services for Western Canada Provided supplies expertise such as special price quotations and expedited delivery datesRecipient of the 1995 & 1996 Xerox President’s Club Award

A C A D E M I C Q U A L I F I C A T I O N S

YORK UNIVERSITY

B.A. Honors in Economics & Political Science

PROFESSIONAL DEVELOPMENT COURSES: Situational Selling, Leadership Through Quality, Effective Negotiation Skills, Essential Business Development Skills

Interests: Reading, golfing

References available upon request

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