Sales Manager
Resume:
Andre Goyette
Montreal, Quebec
Canada
Cell: 514-***-****
Cell: 514-***-****
Email: aboys2@r.postjobfree.com
Email: aboys2@r.postjobfree.com
EXECUTIVE PROFILE
President Vice-President of Sales and Marketing General Manager Regional Manager
International Sales Manager Business Development Manager Strategic Alliance Manager -
Channel Sales Manager Strategic Partner Manager - Sales Trainer and Coach - Senior
Consultant - Senior Business Consultant
Senior executive with 30 years experience in business development managing direct and
indirect sales driven organizations and consulting services, consistently producing
results in dynamic, challenging and highly competitive environments. Strong leadership,
motivation, communication, creative and analytical skills. Strategic thinker, decisive,
solutions focused, results oriented and a proven track record. Combines cross-functional
expertise in:
Strategic vision & business planning
Team leadership
Business development
Sales and marketing management
Internet marketing and Social Media
Market expansion
Project management
Project innovation
Product Management
Channel management ( wholesale distribution, retail, OEM, VAR, system integrators)
International sales management
Strong technology background (IT,-Software,- Hardware - Telecom)
Sales training, coaching, mentoring, motivating
Business consulting
Negotiation
Communication and dynamic presentation in French and English
Professional Experience
Business Development Bank of Canada (BDC)
Partner, Information and Communication Technologies2011-today
Senior manager Consulting2009 - 2011
BDC is Canada's business development bank. We provide Canadian businesses with flexible
financing, venture capital and consulting services.
We work with entrepreneurs in all industries, with a focus on small and medium-sized
enterprises. From the start-up phase through the expansion phase, we help businesses carry
out their projects in Canada and abroad
About BDC Consulting
BDC Consulting makes a unique and significant contribution to the success of Canadian
entrepreneurs and helps them bring their businesses to new heights. We deliver world-class
consulting solutions to our clients and provide the highest standards of service, value-
creation and integrity.
Since October 2010 I have been dedicated to developing a new ICT consulting practice for
BDC consultation. The practice was launc .hed across Canada in the fall of 2011 and has
been very successful.ever since.
In my previous role as Senior manager consulting I have signed over 50 consulting
mandates with businesses from a wide variety of industries.
Being a BDC Consulting Manager means building and maintaining value-added relationships
with Canadian entrepreneurs and providing them with the most appropriate consulting
solutions to improve the competitiveness and productivity of their business, and
accelerate their success. In this role, I had to assess individual client needs, and
develop and negotiate individual proposals for consulting services that best meet those
needs.
EMC
Client Solution Director2007-2009EMC Corporation (NYSE: EMC) is the world's leading developer and provider of information
infrastructure technology and solutions that enable organizations of all sizes to
transform the way they compete and create value from their information.
In my role as a Client Solution Director I was responsible for all revenue generation for
the EMC consulting division in the eastern Canada region. EMC Consulting services included
business consulting, application development and data infrastructure consulting services.
Specifically the consulting services offered included:
Business Consulting: Strategic planning, continuous improvement (lean, 6 Sigma), business
process optimization, project management, etc.
Software applications development: Sharepoint,
Exchange migration, Biz talk, .net. etc custom development enterprise content management
service around the Documentum, Legato and Captiva platforms,
Infrastructure Consulting: data center consolidation, optimization, virtualization,
operations( ITIL), Business Continuity, Disaster Recovery, Data Center Networking,
Information security and compliance
This was a new position which required building an opportunity pipeline from the ground
up. Successes have included several projects at 2020 technologies, CDHA, Bombardier,
Disnat, Desjardins Securite Financiere
SELLANCE INC. IndependentBusiness Development Consultant20022007
I founded Sellance inc in 2002 (www.sellance.com) to offer contractual sales management,
consultation, sales and marketing campaign management, and representation services. I have
assembled, hired and managed a team of 10 professionals to assist me in the execution of
multiple concurrent mandates. Selected contractual engagements have included:
Groupe Documens: I acted as Interim Vice-President of Sales for consumer product
division, which was marketing various off-the-shelf linguistic software products (spell
check Corrector 101, Reverso, Collins Dictionary on CD, etc.). Managing a group of 5 to 10
people, I restored quarter-over-quarter sales growth within a few weeks.
Palm Canada: I represented Palm Canada in the Eastern region of Canada, calling on
enterprise clients, and supporting Palm resellers and wireless telecommunication
partners, Bell Mobility and Rogers Wireless, and their respective dealers. In this
function, I built a solid contact base in the wireless industry, and participated in the
successful launch of the popular line of the Palm smart phone, Tungsten W, Treo 600, and
Treo 650.
Wallace Wireless: I represented this company in Quebec. Wallace markets software for
business continuity plans and crisis management that operates on BlackBerry devices. My
mandate was to generate new business, either directly or through their carrier partners,
Bell Mobility, Rogers and Telus. As such, I worked with the carrier's data specialists,
and supported their general sales force in promoting Wallace applications. This product
requires a complex and lengthy sales cycle, and within a few months I have built a solid
pipeline of business opportunities.
Trakmaps: This company produces and markets a range of printed and digital cartography
products for outdoors enthusiasts, which are sold through a dealer network. I completed a
consultation engagement which resulted in the installation of a CRM system. I temporarily
managed their sales organization, represented the company in several specialized trade
shows and conducted various business development activities in Quebec, Ontario, and in the
Northeast USA.
Govern Software: Govern markets software for land management and municipal government.
While the company was going through reorganization, I did business development work in the
Northeast USA.
Conselleo: This company is a leading Canadian sales training company. As a senior partner
and Vice-President, I delivered many consulting engagements and consultative sales
training workshops in Halifax, Montreal, Toronto, and Calgary. More than 200 companies
have participated in our workshops, including Ingram Micro, IMP, Fundy Textile, Andurro
Marketing, Celero Solutions, Glenbriar Systems, and Hydro Mobile. In addition, I presented
a conference entitled The Seven Deadly Sins of Selling to many audiences, including the
TEC group, Techno Planet, Industrielle Alliance, and the Groupement des chefs
d entreprise. I was also the only guest speaker invited to present to participants of
Laval University's sales management certification program.
Strategico Marketing Group: As Senior Partner, I led many strategic planning workshops,
and developed a strategic planning methodology adapted to small and medium-size companies
such as Alggin, Elite Sport Wear, and LXLI, among others.
Eureach: As Senior Partner, I executed a matchmaking campaign for a group of visiting
European companies, and obtained several consultation mandates with companies such as SSI
systems, Global Vision, Pascal Hotel Supplies, etc.
Laubrass: I recruited and managed a group of 8 people dedicated to a North American sales
and marketing campaign of a software product, which is used by industrial engineers to
facilitate work measurement. Our mandate has been extended to upgrade the corporate image,
web site, and all marketing collaterals. The sales campaign we executed included Internet
marketing, telemarketing, direct mail and participation in selected trade shows. Within 6
months of retaining our services, Laubrass sales increased by 60% compared to the previous
year.
Sales Training Camp: I managed a sales campaign under this brand, to promote various
sales effectiveness workshops and sales tools.
NOMINO TECHNOLOGIESVice-President Sales and Marketing 2000 2002
This start-up company was funded by several private investors and Quebec-based venture
capital funds, which collectively invested $8 million to market an artificial intelligence
and computational linguistic technology developed by a group of researchers at the
Universite du Quebec a Montreal (UQAM). As a member of the management team, my mandate was
to contribute to the creation of a business plan and a sales plan; collaborate on product
design and specification; create all marketing collaterals and marketing tools; hire,
train, and manage a sales team; manage marketing campaigns; negotiate software licenses
with clients; establish strategic partnerships and alliances; manage public relations; use
all available means to establish the company as a credible solution provider in its market
space; build a sales pipeline; and close deals with strategic accounts that would showcase
the company s technology. Among our successes, we implemented the Nomino Natural Language
Search Engine on the Quebec Government main Web site (www.gouv.qc.ca); a virtual customer
service agent on the Gaz Metropolitain Web site, which won an award; a virtual nurse
developed jointly with the Ordre des infirmieres et infirmiers du Quebec; a virtual agent
on the Quebec health and social services ministry Web site; and a virtual agent on the
Universite de Montreal student portal. The company did not secure a second round of
financing and was eventually liquidated.
3COM CORPORATIONDirector, Eastern Region Large Enterprise and Carrier Sales 19992000
OEM Account Manager, Canada and Northeast USA 1997-1999National Account Manager
Distribution 1995 1997
I was first recruited for a newly created Montreal-based position which directly reported
to the distribution sales management in Santa Clara headquarters. My initial mandate was
to conclude contract negotiations with Montreal-based Hartco, which owned the Compucentre,
MicroAge, Compusmart, Microserv, Metafore, and Northwest Digital franchises. The mandate
was extended to negotiate a similar deal with Toronto-based Globelle, a national
distributor of computer products. More specifically, I was responsible for establishing
and managing the business relations between companies at all organizational levels;
establishing and managing the supply chain; elaborating and executing a sales and
marketing plan; managing the co-op fund; maintaining the winning conditions of a
successful campaign; and promoting 3Com products across Canada to all dealers, retail
chains and stores, VARS, integrators and PC builders who source products from either
Globelle and Hartco. As such, I managed 3Com s first initiative in retail sales in Canada,
and the initial OEM program. In this role, I exceeded the set sales objectives by over
30%, doubled the number of registered 3Com dealers, earned membership in 3Com s
prestigious President s Club in 1996 and 1997, and won an award for being one of the
company s top 10 performers.
In my second role at 3Com, reporting to OEM North America Sales in Salt Lake City and
managing a team of 5 people, I was responsible for deploying and managing 3Com s OEM sales
in Canada and in Northeast USA. More specifically, I recruited new OEM partners;
negotiated contracts; and managed the supply chain and the business relations between all
organizational levels, including marketing, product management, production plant, accounts
receivable, engineering, legal, and technical support. I also explored new business
opportunities in non-traditional markets, medical devices, digital storage, etc. In 1998,
I brought in US$15 million of new revenue 100% over plan, and in 1999, US$35 million,
which was 50% over budget, earning membership in 3Com s President s Club for both years.
In the position of Director, Eastern Region, Large Enterprise and Carrier Sales,
supervising a team of sales professionals composed of 10 to 15 people located in Ottawa,
Montreal, Halifax and St-John s, I was responsible for all 3Com s direct and indirect
business to telecommunication carriers and large enterprises, and managing relationships
with all our resellers and integrator partners. Subsequent to an internal crisis which had
created a high turnover situation and a customer satisfaction crisis, I recruited and
hired a team of experienced sales professionals, dealt with customer satisfaction issues,
achieved 120% of our sales plan, and secured the DSL equipment business at Aliant. Other
key successes have included Air Canada, Nova Scotia Power, Caisse de depot et placement,
and the four hospitals of the McGill University Health Centre. This role evolved to one of
regional management, where I was also managing groups of people responsible for technical
support and channel sales in the SME market segment.
BAY NETWORKS (now part of Nortel)
Manager Strategic Account Bell Canada 1995 1995 Regional Manager Canada eastern
Region 1993 1995
I was recruited by Synoptics to open a regional office in Montreal in order to manage the
Eastern Canada Region. The company merged with Wellfleet, was renamed Bay Networks, and
was later acquired by Nortel. In my first role, I was responsible for recruiting and
managing a sales team and a reseller base, managing relations with key telephone companies
and creating demand, and promoting the company s products to end-user governments and
enterprises. I have consistently overachieved my objectives by 15% or more. A troubled
reorganization followed the merger with Wellfleet, and my mandate was changed to manage
strategic relations with Bell Canada and Quebec Telephone, and keep their business. Key
successes include Canadair (Bombardier), Pratt & Whitney, and the Quebec Government.
GENERAL DATACOM LTD19901993Sales representative
I was responsible for business development with a focus on new business and new
customers. This was a pure hunting role. The company was marketing a range of data
telecommunication equipment, including Modems and T1-ISDN-ATM multiplexers, as well as
network management solutions. Key successes include the network infrastructure for the
inter campus voice and data integrated network of the Universite du Quebec, Cabana
Kingsway North American data network, and Future Electronics. My performance was rewarded
by membership in the President s Club.
F-1 COMMUNICATIONS INC. 19891991Partner and Manager
Co-founder of the company, which was offering phone systems maintenance services,
structured cabling solutions, and consulting services. My responsibility was business
development. Key successes include Groupe Cooperants, Pratt & Whitney, Videotron, APCHQ,
and the CSST. This experience was most formative and through it, I learned all aspects of
managing a business, and gained understanding of the challenges that confront many
entrepreneurs.
IBM CANADA ROLM TELECOMMUNICATION DIVISION 19871989Senior Sales Representative
Sale of voice and data PBX telephone systems, voice mail systems, call director, ACD, and
other call center technology solutions. Key successes include Videotron, APCHQ, Pratt &
Whitney, Groupe Cooperants, Future Electronics, Quebecor, Centre Hospitalier Anna Laberge,
and having obtained membership in the IBM President Club.
BELL CANADAManager Level 2, Communication Seminar 19861987
Product Manager Level 1, Inet 200*-********
Team Leader Sales Specialist19831984
Sales Representative Data Communication 19821983
Membership in 3 President s Clubs.
AHS DIVISION OF MCGAW SUPPLY LTDOperations Manager19791981
Credit Manager19791980
Management of a medical supply distribution center, including 32 employees.
Education
B.A. Business Administration (Partial) 19771987
Ecole des Hautes Etudes Commerciales
B.A. Business Administration (Partial) 19761977
University of Ottawa
Professional Training
Financial accounting for lenders ( BDC) - 2010
Various EMC internal training on IT infrastructure and Data center Strategies (2007-2008)
Internet Wealth-Building Workshop (Toronto)-2006
Power Marketing / Conselleo, consultative selling (Vancouver Kelowna Toronto)-2003
Presentation Skills, Mentor & Associates (Chicago)-1997
3-Star Certification, 3Com Sales certification training-1997
CHAMP, Strategic account planning (Santa Clara)-1996
Spokesperson Training, Fairchild/Oppel (Dallas)-1996
7 Habits of Highly Effective People-1995
Effective Communicating,, Decker Communications Inc. (Santa Clara)-1993
Advanced Target Account Selling, Target Marketing Systems (Middlebury)- 1992
Opportunity Management, GDC (Middlebury)-1991
Miller Heiman Strategic Selling-1989
Face to Face Selling Skills, The Forum Corporation (Santa Clara)-1987
INTRODUCTION
RESUME
EXPERTISE
OCCUPATION
REFERENCES
resume_AGoyette__sept-2012.pdf
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