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Vice President Sales

Milton, ON, Canada
March 08, 2019

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Phil Scarfone, B.A.

**** ******* ***, ******, ** L9T 6C9

Cell: 905-***-****

VP Sales / GM / Senior Manager

Extensive experience in 3 International Companies and 4 Entrepreneurial Businesses, demonstrating key strengths in areas that include:

Managing, Coaching, Mentoring, Recruiting, Leading and Developing exceptional Sales Teams

Senior level account penetration

Client retention

Directing multiple internal and external initiatives simultaneously while delivering impressive results

Highly proficient in negotiating win/win solutions

A tactical thinker with sound knowledge of the strategic selling process, proven record in closing the sale. Skilled in sourcing new and profitable business relationships.

Professional Experience

PACEFACTORY INC. January 2019 to Present


Directly responsible for sales growth as VAR


VICE PRESIDENT, Sales & Marketing

Directly responsible for sales growth, Marketing Initiatives and bringing the company to the next level

●Grew Business from a deficit Net Profit of -$350,000 to +$381,000

●Successfully implemented an exit strategy with a partner company that brought a loss to the company

●Improved processes - quoting, margin initiatives, sales strategy etc

●Development of Sales Process - “C” Level Approach

●Development of Marketing Initiatives (new website, social media focus & adwords)

●Re-designed compensation plan (Sales and Production)

●Implement CRM tool (Zoho)

●Increased Margins to make company whole

●Responsible for incremental revenue from $500K to $4.5MM

●Leading by example, introduced a sense of urgency and obligation among Sales to focus on primary roles

VICE PRESIDENT, Sales July 1, 2011-March 3, 2016

Directly responsible for sales growth and bringing the company to the next level

●Development of Sales Process

●Account Management of CIBC, Rexel Canada & Livingston

●Expand Feet on the Street Coverage model

●Owner of vendor relationships

●Implement CRM tool (Connectwise)

●Managed 6 account executives

●Responsible for incremental revenue from $500K to $4.5MM

●Developed compensation program

●Developed solutions to drive new business acquisition, supported by sound business rationale.

●Leading by example, introduced a sense of urgency and obligation among Sales to focus on primary roles

VICE PRESIDENT, Sales (London) 2009-2014

Directly responsible for rooftop procurement & Land acquisition for the purpose of installing Solar Arrays

●Secured $150M in financing to sponsor solar projects

●Secured 8 mega watts of solar projects

●Developed a tenant lease agreement

●Managed 6 agents throughout Ontario

●Hi-level negotiations with OPA, senior financiers and developers

●Assisted in solidifying the viability and credibility of German Solar and the Ontario Solar Program



Manager, Sales (Kitchener) 2007-2009

Directly responsible for the overall performance of the Commercial, Corporate and National Team.

Secured $4.5M in Revenue representing YOY growth of 35% in 2007, and $5.7M representing YOY growth of 27% in 2008. (National Account penetration of RIM, Cooperators and Waterloo School Board)

Managed fiscal results, budgets, forecasts and reports on product, service and pricing trends.

Expanded Sales Team by 80 %, (9 employees) in 2008 / 2009, achieving highly successful and profitable sales growth.

Conducted weekly sales meetings and bi-weekly “One-on-Ones” with direct reports to maintain an open and effective communication process.

Reduced sales cycles from an average of 4 calls to 3, representing a 33% increase in sales effectiveness via a territory coverage model.

Developed a pragmatic, measurable set of Tasks & Standards which established a results oriented focus.

Created realistic KPIs that served to reinforce critical activity expectations of the organization

Instituted a new process of tracking Targets and Prospects streamlining forecasts and improving communication with Senior Management

Participated as Subject Matter Expert in development of Sales Process for the Kitchener Area.

Implemented creative finance solutions in order to drive results.

National Accounts Manager 2005-2006

Directly responsible for performance of the Toronto based National Team

Secured $8M in Revenue, representing YOY growth of 60% in 2006.

Sourced opportunities and successfully grew business volumes in the company’s national accounts.

Successfully penetrated new accounts i.e. Maple Leaf Sports and Entertainment, CIBC, and numerous national legal firms.

Developed and enhanced “C” level contacts by creating a solution based presentation, improving close rate by 50%

Onlane 2004-2005

Director, Sales

Responsible for Dealer Sales and Consignment in both the US and Canada (Automotive Industry)

Successfully developed an Outbound Sales Force by recruiting and training 3 Sales Managers to support the initiatives.

Developed a strategic recruiting plan to increase sales force by 100% - 22 reps.

Developed and implemented a Sales process by leveraging SPIN selling to ensure the solutions matched the need.

Secured 10 new consignors which provides customers(dealers) with a variety & choice of vehicles

Secured 150 new dealers that provide avenues to distribute and re-consign vehicles

Developed and Implemented new compensation programs which ensured focus was on the right behaviors.

IBM 2000-2004

US National Manager, Sales Telesales (PC & e server) 2004

Developed inbound sales and secured 200M in Revenue.

Achieved YOY growth of 15% in 2004.

Successfully managed abandon rate to 4.7%

Implemented closing strategies to an effective close rate of 32.5%, an increase of 30%

Achieved profit target of 30% - up from 22% prior year

Grew Team by 50% to 12 direct reports

National Manager, Sales Intel Products 2003

Implemented a pure direct competitive sales model resulting in $50m in incremental revenue

Hired and trained 25 reps to penetrate competitive accounts.

Developed sales processes for prospecting and securing new business.

Developed a strategic proposal template to adapt to the needs of customers.

Trained reps on Leasing and how to leverage in sales calls.

National Manager (Sales e server) 2000

Secured $300M in Revenue representing YOY growth of 22% in 2002.

Increased rep coverage by 25% - 15 reps.

Developed a successful route to market strategy with Direct channel and business Partners.

Implemented a process to define which route to market should be used for the customer. 1999-2000

Director, Sales

●Successfully created a sales process, developed pricing strategies, proposal writing with templates.

●Performed sales training by implementing SPIN selling.

●Instrumental in set up of all sales development and implementation from outbound scripts to appointment needs analysis to customer presentations

Prestige Office Interiors 1998-1999

Vice President (Sales & Marketing)

Secured $66M in revenue representing 32% growth YOY.

Created a reporting structure of 2 Sales Managers and 20 Sales Representatives.

Developed and delivered Sales Management training.

Grew Sales force by 17% - 3 new sales reps to increase coverage in the market.

Implementation of sales training enhanced the skill level of the reps resulting in over achievement.

Developed and designed a forecasting process (Fully automated).

Developed and implemented the corporate Sales Marketing presentation.

Instilled trust, integrity and honesty into the relationships with suppliers – results: win / win situations.

Compensation re-designs and implementation saved the company $100K annually.

Implemented a Reward and Recognition program to further motivate the reps to over achieve.

Xerox Canada 1984-1998

National Manager, Channels (Agent Program) 1995-1998

Successfully hired and developed 123 agencies and 285 sales reps.

Secured $300M in Revenue representing 56% in growth in 1998.

Developed a successful coverage model that supported the strategy to increase feet on the street.

Developed a recruiting strategy to attract entrepreneurs to the agent program.

Designed policies and procedures to make the agent channel function as a business partner

Compensation design and implementation resulted in reduced costs for the agents by 15%

Developed and delivered sales and sales management training on an ongoing basis.

Developed and implemented a reward and recognition program to motivate and enhance agent sales.

Manager (Sales) 1990-1995

Achieved revenue targets of $6M per year with growth of 20% YOY

Developed a successful University recruiting program, attracting quality talent to the organization.

Assisted reps in achieving and over achieving their goals by coaching and leading by example.

Manager, (Leasing) 1988-1990

Achieved a lease penetration rate of 94% representing 110% of plan and a $10M increase in stream revenue.

Demonstrated to the reps the financial benefits to a company of leasing vs. purchasing.

Created financial alternatives structured for specific requirements of a company.

Assisted reps to achieve their assigned sales targets through creative financial alternatives.

Achievements / Awards

Canon President’s club awards in recognition of exceptional sales results for 2007 and 2008.

Canon’s Top Sales Manager in the country – 2007

Canon’s Top Sales Manager in the GTA Region – 2008

IBM President’s Club award in 2002 for outstanding results and performance.

POI President’s club Winner for over achievement and sales organization development

Xerox Presidents Club Winner from 1985 – 1998 (8) for outstanding sales results.

1984, recipient of the Hec Crieghton Award for Most Outstanding University Football Player in Canada

Youth Sports Coaching certification, Level 1,2 & 3

Numerous MVP and scoring Championships in Senior and Junior Lacrosse


Bachelor of Arts (Sociology) McMaster University

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