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Sales Manager

Location:
Toronto, ON, Canada
Posted:
July 03, 2016

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Resume:

*** ******** ** ********* ***. L*X*M*

Cell 416-***-****

Edward C. Collins

Experience

InteliSpend/Blackhawk April 2014 – Current

Vice President Sales/ Country Manager

Reporting to the North American General Manager out of St Louis Mo.

Recruited to rebuild the Canadian Sales team after the Blackhawk LLP acquisition.

Key focus is managing the sales group, supporting 350 B2B customers in Canada with national programs

Developing a go to market strategy and built a vertical marketing strategy going into 2015

Assess sales team and develop action plans to drive significant growth

Restructure the sales force from transactional card sales to solutions sales focus to drive new higher value customers and add business value

Responsible for the relationship and growth of the three largest clients in Canada TELUS, Bell and Rogers

Min 30% growth in revenue and profit for 2015 fiscal

Manage the Canadian launch of several new products and services

60 Million annual revenue target in Canada

INSCAPE Corporation Ltd July 2012 – April 2014

Vice President Canadian Sales Operations

Currently reporting directly to the chairman of the Board.

Key member of the North American Leadership team.

Brought into the Corporation to build a new direct sales force, add positive dealer distribution throughout Canada and motivate a group of independent representatives.

Control & Management of our three product lines, Filing, Systems & Walls.

Manage the Canadian Sales Strategy, Direct, Independent and Dealer distribution in each province and territory.

Tasked with a Revenue growth plan of 30% in 2012 and restructure of the team along with new compensation plans and metrics for the Direct Sales, Independent Sales agents and our Dealer partners.

Responsible for a 20 Million dollar new revenue budget annually.

Go to Market Strategy to increase distribution within Canada and grow profitable market share in our space.

Expense Management and National Budgeting for our key showroom spaces.

Creation of a new Sales Management Process and Governance within Canada.

Chief motivator and developer of local/National reward and recognition programs.

Neopost Canada Ltd Oct 2008 – July 2012

Vice President Neopost Canada Direct Sales Operations

Responsible for the strategy and implementation of key sales objectives for the Canadian operations.

Key member of the North American Leadership team.

P&L responsibilities for all product lines (hardware & Software)

Responsible for achieving National goals.

Directly oversee 3 Regional Sales Directors, Strategic Accounts Director, Director of Solutions and a team of 50 sales, sales support representatives and sales managers.

Create and oversee the direction of Neopost’s go to market including, sales compensation, budgets, marketing promotions and margin control.

Report directly to the President and CEO Canada.

Manage all sales reward and recognition activities

Develop and lead all quarterly reviews, annual kick offs and operations meetings

Create annual MBO and develop key KPIs for the sales force

Annual hard sales budget of 20 million with 5 times the recurring revenue and services.

HIGHLIGHTS

2008

- Direct sales 4.2% revenue growth

- Introduction of formalized Sales Progression Plan

2009

-3.6% revenue growth during a global recession

-Introduction of succession planning and talent management

-Partnership agreements with Xerox Global Services and Ricoh Canada

-Development of a new Learning and Development program for sales and sales support

2010

-16% revenue growth, no additional headcount through organic means

-Creation of the Canadian Solutions Group

-Creation of the Canadian National Accounts Group (5 new acquisitions)

-Introduction of new compensation plans focused on competitive acquisition

-Formalize a National Sales Management Process

2011

-Reorganization of sales force to direct more resources to competitive acquisition

-8% revenue growth year over year through increased cross selling

-Expansion of Solution Group to focus on new business lines

Xerox Canada Ltd. Jan 2008 – Oct 2008

National Marketing Director – Production Color & IGEN/ Fuji Alliance Lead for Canada

P & L responsibilities for the key product platforms within Xerox Corporation.

Manage all aspects of the national marketing plan.

Managing 38 Senior Sales Executives, who cover all aspects of the business in Canada.

Manage 12 of our most Senior Sales Support Specialists (IGEN Tigers).

Responsible for an annual budget of over 230 million.

Report directly Vice President of Marketing Canada.

Support the field with high level reviews, C level customer engagements.

Responsible to grow the most high profile business for Xerox year over year.

Manage all Production color product launches.

Maintain a very close relationship with Xerox North American operations and deliver bi weekly report to World Wide CEO.

Tasked to manage the relationship with our largest most strategic reseller (Fuji Canada).

Develop and implement programs to grow Fuji’s Digital business within both the graphics and photo operations.

Set a 5 year strategy for growth and success planning within the Fuji/Xerox framework, while planning the Go to Market Strategy.

Xerox Canada Ltd. Jan 2007 – Jan 2008

National Marketing Manager – Production Color & IGEN

P & L responsibilities for the key product platforms within Xerox Corporation.

Manage all aspects of the national marketing plan.

Managing 38 Senior Sales Executives, who cover all aspects of the Canadian business unit.

Responsible for an annual budget of over 230 million.

Report directly Vice President of Marketing Canada.

Support the field with high level reviews, C level customer engagements.

Responsible to grow the most high profile business for Xerox year over year.

Manage all Production color product launches.

Maintain a very close relationship with Xerox North American operations and deliver bi weekly report to World Wide CEO.

Asked to lead several go to market strategies over the course of the calendar year.

Xerox Canada Ltd. June 2006 – Jan 2007

Director/ Senior Manager of Sales – Graphic Communications Division

P & L responsibilities for the largest sales sector within Xerox Canada.

Manage bad debt and margin profitability.

Managing 10 Senior Sales Executives, who assist the largest commercial printers in Canada.

Responsible for an annual budget of over 30 million.

Report directly Vice President of Graphic Communications Canada.

Manage the day-to-day operations of the Sales organization, including Human Resources, Finance, Sales and Reward and recognition.

Responsible to grow the most high profile business for Xerox year over year.

Manage senior support people (OSS, PSE and CNSE) all achieved over plan results.

Responsible for the hiring, developing and the promotion of people within my organization.

Dotted line Call Center Support (Virtual Sales Executive)

Xerox Canada Ltd. Toronto, On April 2005 – June 2006

General Manager Sales– Graphic Communications Division

Managed 10 Senior Sales Executives, Managing the largest commercial printers in Canada.

Responsible for an annual budget of over 30 million.

Report directly Vice President of Central Canada.

Manage the day-to-day operations of the Graphic Arts organization, including Human Resources, Finance, Sales and Reward and recognition.

Responsible to grow the most high profile business for Xerox year over year.

Manage senior support people (OSS, PSE and CNSE) all achieved over plan results.

Responsible for the hiring, developing and the promotion of people within my organization.

Dotted line Call Center Support (Virtual Sales Executive)

AWARDS

Manager of Quarter Q1 & Q2. Q1 2006

Presidents Club 2005 Ireland

Xerox Canada Ltd. Toronto, On Jan 2005 – April 2005

General Manager Sales– Public Sector Organization

Managed 10 public sector reps within government (municipal, provincial and federal), education, healthcare, hydro and Nonprofit organizations.

Responsible for an annual budget of over 13 million.

Report directly Vice President of Central Canada.

Manage the day-to-day operations of the Public Sector organization, including Human Resources, Finance, Sales and Reward and recognition.

Responsible to grow the Public Sector business year over year.

Manage support people (OSS and CNSE) both achieved over plan results.

Responsible for the hiring, developing and the promotion of people within my organization.

AWARDS

Q1 2005 Manager of the quarter, first, second and third Quarters

- Presidents Club 2004

Xerox Canada Ltd. Toronto, On Jan 2004 – Jan 2005

Sales Manager – Public Sector Organization

Managed 9 public sector reps within government (municipal, provincial and federal), education, healthcare and hydro.

Responsible for an annual budget of over 10 million, (achieved 110% of plan and became one of only two managers in central Canada to over achieve. Presidents club winner

Reports directly Vice President of Central Canada.

Managed the day-to-day operations of the Public Sector organization, including Human Resources, Finance, Sales and Reward and recognition.

Grew the Public Sector business 27% year over year and had 6 of 9 reps over plan.

Managed support people (OSS and CNSE) both achieved over plan results

AWARDS

Q3 2004 Manager of the quarter

First half 2004 Manager of the half

Q1 2004 Manager of the quarter

Presidents Club – Key West

Xerox Canada Ltd. Toronto, On Jan 2002 – Jan 2004

Office Solutions Manager – Public Sector

Supported 8 public sector reps within government, education, healthcare and hydro.

Responsible Program management and sales coaching supporting Xerox’s most important hardware and software business.

Reports directly to the General Manager of the Public Sector Organization and backfilled on a monthly basis.

Ran team meeting and sat in on all account reviews and monthly one on ones.

Successfully achieved a budget of 4.4 million 156% of plan.

AWARDS

2003 OSS top of the Year

Q3 2003 OSS of the quarter

Q2 2003 OSS of the quarter

Q1 2003 OSS of the quarter

Presidents club – Scottsdale Arizona

Xerox Canada Ltd. Toronto, On Jan 1999 – Jan 2002

National Business Development Manager

Responsible for the national account management of Xerox’s largest graphic Arts client (mailboxes Etc)

Create and implement the strategic relationship between the two organizations.

Reports directly to the President and CEO of Mailboxes and Global Account executive at Xerox, physically reside in MBEC corporate Head Office.

Approve all business transactions between Xerox and MBEC. Oversee 4 national territory managers.

Travels to US monthly to develop Southwest MBE and Xerox relationship and deliver value add training.

Grew the Xerox/MBEC business from 78% to 97% market share in 36 months.

Responsible for connecting the network and enhancing digital services to my customers, customers.

Xerox Canada Ltd. London, On Jan 1996 – Jan 1998

Senior Sales Representative

Major Accounts representative for the London Ontario market

Responsible for the Legal, Financial and Education Markets

Budgeted 850k attained 1,150k in a very competitive market

AWARDS

Presidents Club winner Bangkok

Presidents Club winner Hawaii

Direct Sales Rep of the Year 1998

Xerox Canada Ltd. Windsor, On April 1995 - Jan 1996

Sales Representative

Direct Sales to the Chatham Ontario market place. Represent Xerox in Chatham Ontario, responsible for all sales and post sale solutions into a geographical territory

Budget of 500,000 – actual 745,000

AWARDS

President’s club winner – Bermuda

Rookie sales rep of the year.

Document Centre rep of the year.

Runner up rep of the year.

Education

2004-2007 Athabasca University St Albert, AB

MBA – focus on strategic Management

Awarded Full scholarship by Xerox Canada

2003-2004 Athabasca University

Graduate Diploma in Management St Albert, AB

1990-1994 University of Windsor Windsor, On

B.A., Business Administration and Economics.

Minor in Foreign Policy.

President of Sir John A. Macdonald Hall Residence



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