New Business Development Officer

Gary Panchoo c: 647-***-**** e: ********@*******.***;

linkedin.com/in/garypanchoo

An accomplished, results-driven sales professional with over 18 years of

sales experience with knowledge of SalesForce.com and Microsoft CRM.

Focused on small companies to large corporations spread across a wide

variety of industry verticals, as well as all levels of Government. A

consultative sales approach, detailed solution selling, strong negotiating

skills, exceptional problem solving abilities, and a keen aptitude of

client needs. Aggressively identifies opportunities and provides tactical

business solutions. An exceptional communicator with demonstrated success

building relationships within all areas of fortune 500 accounts. Resulting

in consistently exceeded sales targets.

WORK EXPERIENCE

CUSTOMER ENGAGEMENT TEAM (CET) - CNW/PR Newswire/UBM PLC

2012-2014

$50 million Canadian based media relations company. Global leader in

innovative communications and marketing services (SaaS), enabling

organizations to connect and engage with their target audiences worldwide

. Represent subject matter expertise within PR Newswire/CNW around

several technical, subscription products sold by PR Newswire/CNW such

as MediaVantage (SaaS), Agility (SaaS), MediaRoom (SaaS) an Investor

Relations Room (SaaS);

. Available to sales staff for internal pre-sales meetings and calls,

such as building green sheets, answering RFPs that include their

product, etc;

. Involved in post-sale customer retention activities around

subscription based products;

. Available for client meetings and calls where their product or their

expertise has been introduced to the client by the relationship

manager;

. Manage one-on-one discovery calls or demo calls to the customer at the

request of the relationship manager;

. Involved in building sales training content around value proposition

and market context;

. Involved in ongoing training activities that raise the level of acumen

of peer internal staff such as product advocates, customer advocates,

and editors when relevant or upon request;

. All information logged through SalesForce.

ACCOUNT MANAGER - Cision Canada

2007 - 2012

Global leader in media intelligence analytics solutions (SaaS) targeted at

PR and Advertisers

. Responsible for offering Cisionpoint (SaaS) as solution for

Communication Specialists;

. Primary focus is on driving new and recurring business on major

accounts within an assigned territory;

. Main tasks and responsibilities included cold calling, cross selling

and up selling;

. Setting up and conducting client meetings/webinars presenting all

service offerings;

Meeting monthly, quarterly and annual sales objectives while

maintaining a high level of client satisfaction;

Maintain and provide a forecast/pipeline and activity report;

Work closely with other department heads to ensure that the client

experience is of high standard;

. Worked on RFP's and RFQ's;

An ability to manage time, multitask and work from home;

. Knowledge with advertising, media and social media (Radian 6 software

SaaS);

. Microsoft CRM is used to track activity

. Performed other tasks assigned by the VP, Sales.

BUSINESS DEVELOPMENT OFFICER- Spearhead Management Canada Ltd.

2006-2006

$20 million Corporation providing a full spectrum of consulting services

for government bodies and corporations

Working with recruiters who specialize in placing technology consultants

in an extremely competitive environment;

Cold-calling government agencies introducing a comprehensive line of

leading-edge consulting and technology solutions, including a full-

spectrum of consulting; Information Management, Information

Technology, Knowledge Management and Audit Services;

. Responsible for setting up meetings with key government officials in

order to assess their requirements professionally;

Working with ACT database in order to track productivity.

ACCOUNT EXECUTIVE- Honeycomb Worldwide Inc.

2004 - 2006

$15 million organization that provides senior level executive peer to peer

networking opportunities to improve operational efficiencies using three

communication channels.

Worked as part of an industry focused team in a fast paced high

energy environment;

Cold-calling fortune 10,000 companies as well as small to medium

size organizations spread across various sectors, introducing them

to web meeting content in small focus groups of like-minded senior-

level executives;

. Established relationships with senior-level executives selling

membership packages along with sponsorship opportunities;

. Able to identify market-driven opportunities and convey specific

business requirements to corporations;

Responsible for tracking daily calls and weekly sales reports;

. Prepared documentation and marketing materials for sales

presentations.

ACCOUNT EXECUTIVE- Advantage Global Communications

2002-2004

$1 million organization providing industry focused conferences to senior

level executives

Cold-calling fortune 10,000 companies across a full spectrum of

industries, briefing them on specialized events, and booking delegates

to attend various conferences within Canada and United States;

. Used strong communication skills and well developed sales abilities to

promote progressive educational opportunities to senior-level

executives.

ACCOUNT EXECUTIVE- IQPC Canada 2000 to 2002

ACCOUNT MANAGER - The Faneiul Group 1997

to 1999

EDUCATION

BACHELOR OF ADMINISTRATIVE STUDIES (B.A.S), York University, Business

Degree-1997

OTHER INTERESTS: Gym, soccer, coaching my youngest son in Hockey (Goalie

Dad)

Account Manager, Account Executive

Hands-on leader that delivers results, growth, change & operational

management

Endorsement: "Gary is highly skilled in both business and sales

development. He is detailed oriented, an excellent presenter and very good

at closing deals. I always found Gary at his best when working on larger

accounts. He is driven and goals oriented skills you want in a business and

sales environment". Phil Crompton- General Manager-Cision Canada

RESULTS:

Hired as a MediaVantage sales specialist and promoted to Customer

Engagement Team

Closed and assisted in approximately $2 million in subscription services

which resulted in $8 million in revenue

Used my previous experience in the industry to bring up to speed other CET

members which increased revenue from 2012-2013 by over 100%

RESULTS:

Closed close to $1 million in subscription services which lead to

approximately $5 million in revenue

Hit a company best 230% and 265% of target

RESULTS:

Using ACT, established over 150 qualified contacts, 10% of those resulted

in meetings

Over 40% of qualified contacts were in the top 15 government agencies;

PWGSC, FINTRAC, CFIA, CBSA, IC

RESULTS:

Started in membership sales; promoted to Sponsorship sales after six months

Closed $320,000 which was 20% of total revenue

RESULTS:

Closed over $200,000 or 30% of total delegates sales while at Advantage

Global Communications

RESULTS:

Top performer at IQPC in 2001

Won Rookie of the month at The Faneiul Group

Consistent top 5 performers

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