Resume

Sign in

Sales Manager / Regional Manager

Location:
Toronto, ON, M3C 0C6, Canada
Posted:
March 15, 2018

Contact this candidate

Resume:

Kim Ellis

#***-*** ******* *****,

Toronto, ON M*C 0C6

647-***-**** (cellular)

JOB TARGET: Territory Manager (Medical Products) East GTA CAREER HIGHLIGHTS

As Senior Manager Service Sales, Kone Elevator Inc.,- Develop and cultivate long- term business relationships with key accounts in Healthcare (Trillium/ Shared Services West, St. Josephs/ Plexxus, & Lifelabs), Municipal Government (City of Mississauga, Toronto Housing), Regional Public Transportation (Metrolinx), as well as Major Commercial and Facility Management Companies (Morguard, Triovest, Manulife & Sodexo). Through consultative selling process, personally closed over $500K in elevator upgrades as well as further solidifying relationships with key clients.

Advocate on behalf of Key Accounts to ensure Kone service team (Licensed Elevator Mechanics & Supervisors) are fulfilling the T’s & C’s of the elevator maintenance agreements in place between Kone and the client base and also adhering to the Elevator B44 code, thereby eliminating risk in Kone’s install base.

Mentor Account Reps- On utilizing consultative sales process to develop new business – elevator maintenance agreements, review of tender document’s T’s & C’s and RFP processes. Also creation and presentation of asset management plans for upgrade and modernization of elevator equipment.

As Director Consulting Services, Solucore Inc.,- Successfully advocated on behalf of over a dozen national and regional clients through chairing of monthly / quarterly meetings with clients and respective elevator contractors.

On-boarding of (6) National & Regional Accounts including Training of Client Users and Contractors on Evolve Elevator Monitoring Tool in first year with company.

Manage team of Field Engineers and one Coordinator; oversee scheduling of annual / bi- annual maintenance inspections and production of detailed elevator deficiency reports for over 10,000 elevators in Evolve data base.

As Manager Maintenance Portfolio Central Canada, ThyssenKrupp Elevator- Establish Proactive Portfolio Management strategies with over a dozen TKE branch offices in Central Canada Region which led to maintenance agreement cancellation rate of less than 3% and maintenance growth of greater than 4% across the portfolio (>15,000 elevators under maintenance).

Responsible for select National & Key Accounts which led to over $2.5 million in repair sales on annual basis.

Portfolio growth in National & Key Accounts of greater than 60 maintenance units annually.

As District Service Sales Manager, TKE Southern Alberta Branch- Manage & oversee Sales & Service Departments of Maintenance Division which led to branch rankings moving from 17th place to 4th in Canada in first year.

Re-signing of (6) major accounts on long- term, elevator maintenance agreements in first year.

Maintenance and T&M repair margins greater than 40%.

Repair Sales greater than $3million per year

CAREER HIGHLITES Continued...

As Marketing Manager, Canada (TKE) - Responsible for Eliminating Risk in TKE’s National Maintenance Portfolio. Cancellations Reduced Nationally from 4.5% to 2.8% (Aug 1/08 – Aug. 1/10).

Implemented and Facilitated Six Regional Sales Meetings and Assisted with Training of 60 TKE Account Reps in first year. Developed Agendas Focusing on Proactive Portfolio Management, Capital Planning and Selling Safety and Environmentally Conscious Types of Upgrades. Created Presentation Outlines for Account Reps to Deliver Centering on Portfolio Retention, Selling Long Term Contracts and Assessment of Competition in their Individual Markets.

Researched and Produced “Green” Types of Elevator Upgrade Packages and Trained Account Reps. Nationally on Features /Benefits and how to Present to Commercial & Residential Clients. Educated Toronto Sales Group on “LEED’s” Project and how “Green” Types of Elevator Upgrades could be utilized by this Program for Reduction in Energy Consumption Criteria.

Through Long Term Relationship with H&R REIT, assisted in closing Portfolio of Commercial Buildings, Adding 33 New Units to TKE’s Toronto Maintenance Base (& Resigning 14 Units) in February 2010.

Assist TKE Account Rep. with Successful Re-Signing of 75 Elevators Tendered at Capital District Health Authority in Halifax, NS (January 2009).

As Senior Account Manager with TKE’s McNicoll Branch - Created Long Term Relationships with National Customers. On-going 6- Year Relationships with Oxford Properties Group, GWL Realty Advisors, Bentall Real Estate Services, LP & Northam Realty Advisors. Sole Point of Contact with Realstar Management on a National Basis. Success of these Relationships has led to Increased Financial Earnings & Sustained Customer Loyalty.

Awarded Elevator Maintenance Agreement with Epic Realty Partners at 2225 & 2255 Sheppard Ave. E., Toronto (total 14 gearless, geared & hydraulic units with financial earnings for two year contract of $150,000.00) & with Toronto Catholic District School Board (total 40 new units with financial earnings for three year contract >$240,000.00).

Quoted Service Sales in Excess of Target Years 2000- 2005 (sales exceeding $1 million in 2004/ 2005).

WORK EXPERIENCE

Apr 2017 – Nov 2017 SENIOR MANAGER, SERVICE SALES

Kone Inc., (Contract for Maternity Leave)

ACHIEVEMENTS & CAPABILITIES

Prepare maintenance attainment and elevator call-out reports (utilizing SAP in conjunction with Salesforce) and meet with Key Accounts on regular monthly / quarterly basis in order to establish that key performance indicators within elevator maintenance agreements are being met to client’s satisfaction. Address any weaknesses in achieving desired results with Kone Service Team and ensure issues are rectified.

Collaborate with Kone Service Team (unionized class A elevator mechanics and supervisors) to establish condition of elevating devices at each client site and inform clients of any need to upgrade elevator equipment for reasons of safety, reliability or to meet with elevator B44 code.

Develop investment summaries for key accounts which detail the specific solutions best addressing client needs (based on above collaboration with service team) and present to WORK EXPERIENCE Continued...

client. This lead to attainment of sales goals over a six month period (approx $500K in sales).

Ensure required materials or equipment will be delivered on time and projects will be completed within contracted due date. Participate in on-going project management activities, including site visits and project management meetings with clients.

Mentor Account Reps on consultative selling and in creation of new business development and asset management plans. Prepare monthly report of sales activity, maintenance tendered and sold, details of business transactions and # of customer visits and ensure sales targets are met with on monthly basis.

2016- 2017 DIRECTOR CUSTOMER ADVOCACY

Solucore Inc.,

ACHIEVEMENTS & CAPABILITIES

Advocate on behalf of clients to ensure buildings / elevators properly maintained by elevator contractors.

Meet with clients & elevator contractors’ monthly/ quarterly basis (locally and nationally) to review elevator callback ratio & repeat calls for service, elevator entrapments, outstanding TSSA & Consultant report directives. Establish action plan for reducing call-backs and ensuring elevators are functioning.

Manage & oversee Evolve elevator maintenance monitoring tool, act on notifications regarding repeat call-backs and missed maintenance to ensure elevator contractor responding on behalf of client.

Lead / manage Field Engineers and oversee scheduling of annual / semi- annual elevator / escalator maintenance inspections and ensure detailed reports produced outlining maintenance deficiencies are delivered to clients and uploaded to Evolve for contractor response.

Facilitate training on Evolve with clients in GTA as well as National Accounts and work with Solucore Branch/ General Managers to ensure they are up to date on all Evolve programs available to clients.

Attend industry trade shows / support Solucore booth operations. Cultivate new client relationships as well as strengthen existing.

2012- 2016 MANAGER MAINTENANCE PORTFOLIO, CENTRAL

CANADA REGION

ThyssenKrupp Elevator (Canada) Limited

ACHIEVEMENTS & CAPABILITIES

Promoted to Manager, MTC Portfolio Central Canada Region & relocated to TKE Downtown Toronto branch office.

WORK EXPERIENCE Continued...

Work with all TKE branch offices in Central Canada Region including (4) branch offices in Toronto to develop Proactive Portfolio Mgmt Plans by implementing spreadsheet process for documenting and tracking maintenance agreements of Top 20 accounts within each branch.

Monitor Cancellations/ Lost Units Report – work with branch offices to determine how units lost and lessons learned in ensuring same mistakes not repeated going forward. Goal less than 3% cancellation annually.

Monitor Portfolio Growth in Central Region (net $ maintenance growth goal > 3% annually).

Manage Key National and Regional Client Accounts in Central Region with personal annual Repair and Mod Sales Goal of >2.5 million.

Chair quarterly meetings with Key Accounts & TKE Account Reps / Supervisors, review call- back reports, ensure outstanding TSSA or Consultant report directives completed, over-see issues.

2010- 2012 SERVICE SALES MANAGER, CALGARY, AB

ThyssenKrupp Elevator (Canada) Limited

ACHIEVEMENTS & CAPABILITIES

Promoted to Service Sales Manager and relocated to TKE Calgary office (responsible for Southern AB including Banff & Lethbridge) in 2010.

Chair weekly maintenance meetings with branch Maintenance & Service Supervisors to review any client locations with high # call-backs, hot spots, missed maintenance & government /AEDARSA reports- determine action plans as needed. Analyze Maintenance and T&M margins, set & achieved goal >40% margin. Review repair bookings with Service Supervisor to ensure materials ordered and scheduling on track. Monitor margins on repair jobs establish which jobs produce positive results/ negative results.

Chair weekly sales meetings with Account Reps review monthly/ annual target for repair sales (branch goal >3 million achieved), quoted activity, bookings/ repair margins and review repair schedule. Establish & discuss quarterly sales initiatives. Discuss any risk with cancellation of elevator maintenance agreements (goal less than 3% cancellations achieved).

Meet and develop relationships with Top 20 Clients.

Develop Proactive Portfolio Management Process with Service Sales Reps in order to reduce risk with elevator maintenance agreements and cancellations.

.

2008- 2010 MARKETING MANAGER, CANADA

ThyssenKrupp Elevator (Canada) Limited

ACHIEVEMENTS & CAPABILITIES

Promoted to Marketing Manager Canada with ThyssenKrupp Elevator in 2008. Responsible for TKE Canada’s elevator maintenance base and eliminating risk of contract cancellations through creation of Proactive Portfolio Management program.

Review monthly maintenance cancellations for each branch and work with District Managers and Account Reps to determine corrective measures and plan of action going forward. Maintenance cancellation rankings report is created on a quarterly basis to track the number of units lost in each branch with goal of losing no more than 3% of our national maintenance base annually. As noted above, we are on track to meet this target for fiscal 2009 / 2010. WORK EXPERIENCE Continued...

Create Excel work sheet to determine “Top 20” customer accounts in each TKE branch across Canada, focusing on contract expiry dates, type of elevator /escalator equipment, whether proprietary or non- proprietary in each account and whether on TKE or Customer contract paper. This has led TKE Account Reps and District Managers to focus on our “gravy” contracts and to develop strategic plans for re-signing them proactively thus reducing risk in our Canadian maintenance base.

Develop Excel workbook to track Public / Private Tender Risks in TKE’s national maintenance portfolio and follow up with branch Account Reps and District Managers on a monthly basis to provide recommendations and support where needed. This has led to a reduction in the amount of units lost on a national basis and a better understanding of who TKE’s main competitors, price structures they use and how they operate.

Created marketing packages hi-lighting safety, environmentally conscious, barrier- free and aesthetic types of elevator upgrades. Trained District Managers and Account Reps on features and benefits of these products and how to sell to customers..

Facilitated the implementation of (6) Regional Meetings with goal of sharing information between Account Reps who work in geographically close territories. Developed presentation formats for AR’s to deliver during the meeting focusing on portfolio retention, signing long term TKE contracts and competitive analysis. Discussion topics included “qualifying a full or phased modernization using net present value analysis” and “selling strategy for capital plans”.

2002- 2008 SENIOR ACCOUNT MANAGER

ThyssenKrupp Elevator, Toronto, ON

ACHIEVEMENTS & CAPABILITIES

Transferred to New Downtown Toronto Territory in November /07 for Quoted Service & Maintenance Sales development. Assisted in the award of elevator maintenance agreement at Yorkdale Shopping Centre (after losing contract for two- year period to Fujitec). Added Towers 1 & 111 of the Atria Business Complex to already existing maintenance agreement with Atria 11, through long term business relationship with Epic Realty Partners. The combination of the two properties results in a net gain of 40 units (elevators & escalators).

Selected as “Subject Matter Expert” for TKE Quoted Service Repairs & Upgrades by ThyssenKrupp Elevator’s Global Template Team and spent approximately three years consulting with Oracle representatives to create templates for business software to be utilized by Canadian sales force.

Awarded Three Year, Elevator Maintenance Agreement with Toronto Catholic District School Board through State Group in 2004, which included approximately forty- five geared, hydraulic & handicap lifts on a Full Coverage, Three- Year Agreement. This translated into over $240K in maintenance billings.

Quoted Service Sales in excess of $650,000.00 in 2003, ranking # 3 in Quoted Service Sales Division for TKE- Canada and Sales of $1 million in 2004 ranking in top 5 across Canada.

Create detailed five & ten- year capital plans, which include recommendations for modernizing elevator equipment utilizing a phased implementation, along with investment summary to allow customers to prepare budgets accordingly.

Manage, create & present detailed quarterly reports to (above) national accounts, including elevator / escalator call-back analysis, review of monthly elevator trip- counts and performance measurements of equipment.

Promoted to Senior Account Manager in 2002 and moved into new territory comprised of mainly high- end commercial accounts, such as Oxford Properties Group, Cadillac Fairview, Bentall & Manulife Financial.

WORK EXPERIENCE Continued...

1999- 2001 ACCOUNT MANAGER

ThyssenKrupp Elevator

Toronto, ON

ACHIEVEMENTS & CAPABILITIES

Assigned territory in Etobicoke / Mississauga comprised of commercial, government, educational, residential & condominium accounts, which utilized ThyssenKrupp Elevator for elevator / escalator maintenance.

Promote upgrades to elevator equipment based on age & condition of equipment, obsolescence of integral components & provincial code requirements. Provide estimates on equipment when in need of repair.

Established long- term relationships with major accounts such as Yorkdale Shopping Centre, Mississauga Civic Centre (including City of Mississauga, Mississauga Library & Living Arts Centre) & NAV Canada.

Increased TKE’s elevator /escalator maintenance base by adding equipment to TKE contracts not previously maintained by ThyssenKrupp Elevator and in my first two years produced over $600,000.00 in Quoted Service Upgrades & Repairs. 1996- 1999 ACCOUNT MANAGER

Kodak Office Imaging/Danka Office Imaging

Vancouver, BC

ACHIEVEMENTS & CAPABILITIES

Successfully completed three- month high volume copier/ printer sales training program at Eastman Kodak’s marketing facility in Rochester, N.Y. During training obtained recognition for best sales presentation on the Kodak ImageSource 70 Copier- Printer and also for the Kodak ImageSource 85 Copier.

Assigned territory with large Kodak customer base consisting of higher education (colleges and universities), school districts, municipal, provincial and federal government, as well as a list of named and major accounts.

Succeeded in proposal with large university account to allow Danka to market low and mid volume copiers as well as high volume Kodak copiers on campus. This provided the opportunity to upgrade some very old equipment and also to develop new business in departments not previously penetrated, which translated into sales in excess of $300K.

Gained an excellent understanding of competition, especially on high volume equipment, by repeatedly getting to know customer applications and buying criteria, through detailed needs analysis and completing product comparisons, therefore recommending the right products to suit customer requirements.

WORK EXPERIENCE Continued...

1993- 1996 SALES MANAGER

Commstar Voice Messaging Inc.,

Vancouver, BC

ACHIEVEMENTS & CAPABILITIES

Established relationships with Vancouver, Calgary & Edmonton based customers in food & beverage, pharmaceutical & retail sectors.

Initiated “pilot projects” as a way of introducing voice messaging services to major accounts and closed business with Scott Paper, A& W Restaurants, Coast Hotels & Burn’s Foods. As a result, sales exceeded $45K monthly.

Hired & trained sales representatives in Calgary & Edmonton. 1991- 1992 ACCOUNT MANAGER

Commstar Voice Messaging Inc.,

Toronto, ON

ACHIEVEMENTS & CAPABILITIES

Create detailed proposals/ presentations and deliver to national companies showing them how they can increase productivity and decrease cost of communications internally, as well as externally, when they utilize voice- messaging services. Attained annual agreements with four national accounts in my first year, for at total sales volume of over $40,000.00 per month.

Due to success with sales volume and building relationships with major & national accounts, promoted to Vancouver office to head up operations in Western Canada. EDUCATION:

University of Toronto, Toronto, ON

Majored in Biochemistry & Microbiology

Minored in Psychology & Sociology

PROFESSIONAL

SALES / MARKETING

AND PERSONAL

DEVELOPMENT

COURSES:

Kodak Office Imaging Certificate of Achievement-

“Face to Face” Selling – Completed 12 week course

emphasizing consultative selling at the Eastman

Kodak Marketing & Education Center in Rochester,

New York.

“The Seven Habits of Highly Effective People”-

Completed two certificate programs delivered by

Steven Covey (Seven Habits & First Things First).

HOBBIES / INTERESTS:

Equestrian Horseback Riding- Dressage & Hunter

REFERENCES Available upon request



Contact this candidate