Sales Manager

**** ****** ****** *****, ****** Ontario L*H *L* • 416-***-**** • **************@*******.***

Summary of Qualifications

Exceptional Business Development and Sales leader, experienced in successfully growing brand awareness, increasing market penetration and new market development

Top-performing sales professional skilled at directing multiple initiatives, and delivering innovative tactical solutions to achieve company objectives

Entrepreneurial professional skilled at client relationship management, account penetration, client retention and strategic account development

Professional Experience

Golder Associates Ltd. 06/2007 to 06/2014

A global employee owned engineering firm providing independent consulting, design and construction services in the specialist areas of earth, environment and energy consisting of 10,000 employees doing $1BN yearly

Senior Business Development Manager

Identified new business opportunities, and developed cross functional, multi regional teams in support of scoping project deliverables, and budget/timeline definition

Principle member of national client satisfaction program (CSAT). Responsible for conducting formal interviews with key clients to address service provision in the areas of communication, budgeting, personnel, quality and billing/receivables. Utilizing a formalized process, I developed methodologies to implement corrective actions on all client identified improvement opportunities (IO’s)

Key participant in all industry and technical association trade shows. Developed new business opportunities by creating global/national/regional connections with clients and organizing face to face, or multi member conference calls to scope project work for fees

Member of Global Manufacturing Sector Team. Strategic planning and budget development for Canadian Team. Prepared and monitored client development plans for the Manufacturing Sector, Domtar and Nova Chemicals

Key member of global “Solutions” team to respond to client service inquiries on every continent

Organized several (10+) regional, national and international trade shows and conventions for multiple engineering disciplines.

Worked on client event teams to organize and liaise with major key clients at annual hockey hall of fame, annual golf tournament, as well as several internal client and staff events.

Achievements

Grew Manufacturing sector business 10% compounded annually, to $16M, while manufacturing sector decline in Canada was averaging 10% annually

President’s award recipient 2 consecutive years for 2009 and 2010, first non-engineer recipient in 50 year corporate history, for client development achievements

Organized global American Industrial Hygiene Conference and Exhibition (AIHce) in Toronto 2010. Assembled client service team from Italy, England, Australia, China, USA and Canada. Created connection with PepsiCo that led to $2M North American – 3 year compliance auditing program

Achieved a 50% close rate from face to face meetings, negating the need for proposal team response to RFP’s, RFQ’s and RFI’s (major cost saving)

Perfect – 100 % response rate to all client inquiries

Obtained $1.3M site remediation contract for Domtar (Quebec)

Global Health Safety & Environment (HSE) commendation award recipient – for first aid response

Secured Master Services Agreements with Nova Chemicals (Ontario – 4 plants) and Domtar North America (14 Pulp & Paper Mills)

Sold a Tunnel – to Lafarge North America under twin CN Rail lines

SME team member for CRM (Microsoft Dynamics) implementation

FDM Inc.

Factory Direct Marketing Inc. 01/1996 to 01/2007

A hard-lines manufacturing agency, representing the sales and marketing functions of North American manufacturers into the mass market channel

President / Owner

Managed and developed retail vertical market of National Accounts – $12+ million

Negotiated Vendor Buying Agreements (VBA’s) and Service Contracts (SC’s) on behalf of manufacturers represented to Home Depot, Costco, Canadian Tire, Rona/Reno Depot and the Bay.

Directed FDM sales force in Western Canada, and trained staff and store personnel on Product Knowledge (PK) seminars

Negotiated volume agreements and contract renewals with a focus on profitability and departmental category penetration

Calculated Return on Investment (ROI), Profit per Square Foot (PPSQ), recommended SKU rationalizations, developed plan-o-grams and Category Management Plans (CMP’s)

Developed departmental merchandising programs in the seasonal, millwork, tool corral, lighting and kitchen & bath departments

Mr. Goodbar – grew sales at 100% compounded for 3 consecutive years. Led to building new manufacturing plant with state of the art robotic welding and powder coating. Promoted to National Sales Manager after 12 months

Kuny’s Leather – Increased SKU count by 100% and developed merchandising strategies that led to 82% Canadian market share

Belanger Laminates – Opened new retail accounts which doubled regional sales. Negotiated several regional contracts to open cut shops, which pioneered the kitchen and bath installation program for Home Depot

Spindaleer – Developed new merchandising plan-o-grams, introduced wood stair stringers and pre-finished spindles into Millwork category. Sales increases averaged 25% over 4 years

Consulted to Home Depot on the National Seasonal Laydown Program (BBQ’s, gazebos and lawn mowers) Secured National $1M contract to organize and manage program implementation

Represented several manufacturers (above) at regional, national and global trade shows

Organized and managed in-store promotional events regionally and nationally for several retailers

Calgary Stampeders Football Club 02/1996 to 11/2000

The Calgary Stampeders are a professional football team based in Calgary, Alberta, competing in the West division of the Canadian Football League (CFL)

On-Field Events Manager

Supervised and directed all on-field activities with staff of 20 volunteers.

Organized 2 Grey Cup road trips for over 100 fans to Vancouver and Winnipeg.

Key point of contact for Dallas Cowboy Cheerleaders 7 day promotional tour

Instituted new promotional programs for game day activities (tee-shirt cannon)

Worked with players at several community outreach programs

Affiliations

National Association of Environmental Managers - NAEM

Ontario Stone Sand and Gravel Association – OSSGA

Cement Association of Canada – CAC

Food and Consumer Products Canada – FCPC

Forest Products Association of Canada – FPAC

National Council for Air and Stream Improvement – NCASI

Durham Strategic Energy Alliance – DSEA

Ontario Aerospace Council – OAC

Federation of Canadian Municipalities – FCM

Sarnia Lambton Environmental Association – SLEA

Building Owners and Managers Association - BOMA

Education

Mount Royal University Marketing/Commerce 1996

Elected student official – Vice-President Activities (2 term re-elected official)

Board of Governors Member. Chaired 4 college committees and sat on 12 other technical and operational committees

Key site volunteer for 1988 Winter Olympics

Charles S. Nobel award for student leadership

Thomas Wood Bursary recipient

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