Sales Management

ROB SECCASPINA

Toronto, Area Cell: 416-***-****

***********@******.**

BUSINESS LEADER AND STRATEGIST

A highly motivated and experienced technology professional with skills in sales, management,

business development, IT consulting, relationship-building, partnerships, cloud technology and

startups.

AREAS OF EXPERTISE

Creative Selling • Business & Strategic Planning • Developing Relationships • Communicating

& Presenting • Market Analysis • Leadership • Employee Development • Contract Negotiations

• Partnering • Analytics • Consultative Selling • P&L Management • Project Management •

Proposal Preparation • Process Improvement • Forecast Management • Training / Mentoring

PROFESSIONAL EXPERIENCE

Oraclepoll Research Limited, Toronto, ON (Contract Position) 2014 - Present

Oraclepoll is a leading survey-based marketing intelligence research firm. We know brands, how to develop them

and how to build them. We assess market potential and interpret market trends. We help our clients build long -term

relationships with their customers and employees offering custom solutions across key sectors of the Canadian

economy such as -- consumer-packaged goods, financial services, automotive, retail, government, health and

technology & telecommunications.

VP Marketing and Business Development

Lead a team of analysts, responsible for concept testing, volumetric testing, forecasting and simulated

test markets. Manage 3rd party vendors, scheduling and development timelines.

Lead projects in the areas of concept and product development, shopper understanding, pricing

research, market understanding, customer satisfaction and loyalty research. Created new revenue

streams for the organization, leading to over $1,200K in new business.

Translated complex data into actionable insights, providing decision-making support to clients.

Successfully designed and deployed question types (including the web survey experience) for a

variety of businesses. Retained existing clients generating $600K in incremental revenue

W rote and presented reports to management including strategic recommendations. Gathered data to

develop comprehensive business plans and marketing reports, addressing all marketing research

needs. Identified opportunities with potential of $1.5M in new business.

BrainsII, Markham, ON (Contract Position) 2014

Brains II Canada, Inc. is a leading provider of manufacturer -independent IT maintenance services to North America’s

largest companies. Customers rely on our multi-vendor, multi-platform approach to help them consolidate the

Services and Support of their IT infrastructures, for improved efficiency, flexibility, security and cost control.

Sales Consultant (Business Development)

I marketed maintenance services to the North American market focusing on fortune 1000 accounts.

Prospected and created relationships generating revenue from new accounts.

I expanded market reach by working with and managing strategic partners. Improved my territory

coverage and expanded my reach. Generated an incremental $500K in my assigned territory.

W ithin my existing client base I expanded our criteria, creating a sense of urgency. This strategy

achieved drove revenue of $600K

Utilizing my existing rolodex I was able to open several new Fortune 500 type accounts, such as

Province of Ontario, Bell Canada, Shoppers Drug Mart, TD Securities and Hydro One.

Rubicon Consulting 2013 - 2014

Rubicon helps our clients solve challenges from creating and implementing high -level, enterprise-wide strategies to

specific operational issues. Rubicon offers full life cycle approach to consulting through: assessment practice,

consulting practice and a compliance practice

Management Consultant – Partner, Business Development

Key responsibilities included campaigns to drive new business. Campaigns involved social media,

email blitzes, cold calling blitzes, presentations and working with third party partners. Generated

revenue of $800K in new accounts.

I presented IT solutions that addressed business issues. Made recommendations on specific

technology to clients that led to referrals, achieving $500K in additional revenue.

Delivered $1.6M in annual revenue on quota of $1.5M. Successful wins included McKesson, Eli Lilly,

Organon, Rogers, 3M Canada and Linde Canada Ltd.

Bob Seccaspina ***********@******.** Page 2

Oraclepoll Research, Toronto, ON 2006 - 2012

Market Research Company. Promoted and sold enterprise SaaS based Market Research software, Business

Process Management and Analytic Software and Professional Services. A Gold level Microsoft and SAS value

added reseller.

Director of Sales and Marketing

Lead a 14 person sales team selling a Software as a Service solution, BPM and Analytic software as well

as associated professional services to enterprise customers.

Key responsibilities included managing complex sales, interacting with C-level executives, training

and developing sales personnel. Also responsible for online advertising and promotional activities.

Planned and managed all levels of sales and marketing activities at both strategic and operational

level. Also managed 3rd party alliances and partnerships.

I implemented proven sales methodologies and sales plans. Strategically made use of assessments

to create new opportunities. This allowed us 45% year over year growth f rom fiscal 2006 to 2011.

Key wins included Bell Canada $1.3M, CIBC $1.0M, Pfizer $730K, Emergis and Shoppers Drug Mart.

Year Quota Performance % of Quota

2006 $ 3M $3.8M 127%

2007 $ 4M $5,7M 143%

2008 $ 6M $9.2M 153%

2009 $10M $14.4M 144%

2010 $15M $18.4M 123%

2011 $19M $19.5M 103%

2012 $21M $22.5M 107%

2002 – 2006

GEAC Computer Corporation (Acquired by Infor), Markham, ON

A premium supplier of enterprise resource planning and performance management software. The company provided

ERP applications for financial administration, human resources, manufacturing, distribution, CRM, and SCM.

Senior Sales Executive

Earned 100% Club as senior sales executive from 2002 to 2005 and the Golden Circle (highest sales

honours) in 2004 and 2005.

Demonstrated, presented and sold ERP, HRM and Performance management solutions such as

SmartStream, MPC, Systems21 and Anael HCM. Successfully presented integrated offering s for

large enterprise customers.

Major successes, included Hydro One $1,300K, Green Shields $1,100K, BMO $800K, Fidelity

Investments $860K and TD Securities $750K.

Year Quota Performance % of Quota

2002 $3M $3.5M 118%

2003 $4M $4.8M 119%

2004 $4.5M $5.6M 125%

2005 $5M $6.4M 127%

EDUCATION / PROFESSIONAL TRAINING

B.A., Political Science, Laurentian University, Sudbury, ON

Special Courses / Accreditations

Learning International – Professional Selling Skills II & III

Miller Heiman – Strategic Selling

Informix Software – Intro to SQL & I 4GL

Mok Bledsoe International – Winning Sales Techniques

Cisco Sales Certification

Microsoft Office Suite (Certified)

Project Management - Lean Process Certified (Management and Strategy Institute)

TAS – Target Account Selling (Certified)

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