Sales Manager Business Development

SEAN OGSTON, MBA

Brockville Ontario

***********@*******.*** 613-***-****

PROFILE

Dedicated and energetic, a seasoned leader and top-rated sales associate with over 23 years of experience spearheading dynamic sales teams. In the last two years alone, achieved an impressive 66% followed by 27% year-over-year growth, showcasing an unwavering commitment to results. A focus on coaching, mentoring, and strategic development of sales professionals and distribution channels has been instrumental in driving success across diverse accounts within various market segments on a global scale. With a proven track record of delivering exceptional growth and a passion for cultivating talent, I bring a wealth of experience and leadership to any sales and distribution-oriented role.

SKILLS

National and International Business Development

Sales Management

Global Distribution Sales

Consultative Selling

Negotiation Skills

Customer Service

Marketing Strategy

Compelling Leadership

Excellent Communication

Exceptional Multi-Tasker

Action and Results-Oriented

Presentation Skills

Coaching and Training

B2B Sales

CRM experience

EXPERIENCE

Head of Sales & Marketing / Tornado Spectral Systems - Toronto, ON 09/2020 - 10/2023

Directed the startup company's direct sales efforts, developed strategic sales plans, spearheading global distribution initiatives, cultivating strategic partnerships, and executing comprehensive global business development strategies.

Headed all marketing efforts, leveraging industrial-specific expertise to generate a platform for North American marketing strategy, ensuring a cohesive and impactful market presence.

Expanded the company's global coverage by adding 10 new distributors, strategically growing our presence to 38 countries and enhancing market reach.

Successfully integrated the Customer Success Group under my leadership within one month, fostering seamless collaboration and alignment between sales, marketing, and customer success functions.

Designed and implemented a comprehensive 4-phase training program for distributors, enhancing their capabilities and ensuring alignment with the company's goals.

Implemented CRM system to improve sales performance, monitor progress through sales dashboards and associated KPI’s

Business Development Manager / Chromatographic Specialties Inc. - Brockville, ON 08/2016 - 09/2020

Managed international accounts worldwide with 10% growth after three months

Identified and won 9 new accounts in first three months

Developed, negotiated and cultivated partnerships with 11 National accounts with million dollar revenues, including Pharmaceutical, Industrial, Environmental and Testing customers

Territory sales responsibility for the Atlantic Provinces; 15% growth after 4 months

Created and directed professional development and support of sales personnel

Evaluated and revised internal processes to improve efficiencies and productivity of sales team and company EBITA

After 9 months; reporting structure changed, acting as Director of Sales and Business Development with entire sales team and customer service as direct reports

Expanded commercial team with a new approach incorporating Direct Sales representation

Assigned as Company Security Officer (CSO) regarding public services and procurement Canada with Federal Government accounts

2017 fiscal year plan achieved with 3 months remaining in year

Negotiated and won two national account contracts.

Regional Manager / Thermo Fisher Scientific - Ottawa, ON 11/2008 - 08/2016

Orchestrated the management of a thriving +$30M region, overseeing 11 team members and strategically covering Eastern Ontario and the Atlantic Provinces.

Successfully negotiated and closed contracts with prestigious multi-million dollar accounts, including key entities such as the Ottawa Hospital/OHRI, Irving Oil, Canadian Nuclear Labs, and various Universities.

Spearheaded impactful sales calls, collaborating with team members to establish robust sales and customer retention goals, fostering a cohesive and high-performing sales team.

Achieved exceptional monthly forecasting targets for the region, consistently maintaining a 95% accuracy rate, demonstrating a keen understanding of market dynamics and trends.

Generated detailed monthly and yearly sales reports, providing critical insights into performance metrics and facilitating data-driven decision-making processes.

Pioneered the creation, direction, and implementation of comprehensive sales team training and development programs, focusing on honing negotiation skills, time management, and consultative selling approaches.

National Sales Manager / Chromatographic Specialties Inc. - Brockville, ON 12/1999 - 11/2008

Managed a $25M sales portfolio for all of Canada, optimizing revenue streams through strategic account management and market penetration in the industrial sector.

Led a high-performing chromatography sales team of six, implementing industry-specific sales strategies to capture market share and exceed sales targets across the Canadian territory.

Maintained sales responsibilities for Eastern Ontario, overseeing regional operations and ensuring consistent growth in industrial sales within the designated geographic area.

Initiated the creation and direction of a life science division within the commercial team, resulting in a $10M increase in business and expanding the company's footprint in the industrial and scientific sectors.

Successfully negotiated and secured multi-million dollar contracts with two key accounts, delivering a 10% nationwide sales increase and solidifying long-term partnerships in the industrial market.

Developed and implemented a comprehensive hiring structure, onboarding, and training procedures for the entire commercial team, enhancing staff capabilities and ensuring alignment with industry best practices.

Technical Sales Representative / Chromatographic Specialties Inc. - Ottawa, ON 12/1993 - 12/1999

Achieved an outstanding 106% of sales plan within the initial year as a Senior Sales Representative, demonstrating exceptional proficiency in meeting and surpassing revenue goals.

Produced a remarkable 17% increase in market share over a three-year period, consistently surpassing annual growth expectations by more than 5%. Implemented strategic initiatives to drive market penetration and secure a strong foothold in the industrial sector.

Specialized in offering cutting-edge workflow solutions, particularly in the sales of chromatography equipment and consumables, catering to the unique needs of the scientific community. Demonstrated a deep understanding of technical specifications and the value proposition of products.

Managed a diverse territory encompassing Eastern and Northern Ontario, West Island Montreal, Manitoba, and the Atlantic Provinces. Applied a targeted approach to understand regional nuances and capitalize on specific industrial requirements, resulting in increased sales and customer satisfaction.

Cultivated strong, long-lasting relationships with key clients in the scientific sector. Engaged in consultative selling, understanding customer workflows, and providing tailored solutions that addressed their unique challenges, thereby enhancing customer loyalty and retention.

Stayed abreast of industry trends, technological advancements, and competitive landscape dynamics. Applied a proactive approach to adapt strategies, ensuring alignment with evolving market demands and maintaining a competitive edge in the technical sales landscape.

EDUCATION AND TRAINING

MBA - Global

University of Valencia / Rome Business School, Italy

MLT - Medical Laboratory Technology

St. Lawrence College, Kingston, ON

Biochemistry

Queen’s University, Kingston, ON

ACTIVITIES AND HONORS

Canadian Professional Sales Association (CPSA), achieved Certified Sales Professional (CSP) accreditation

Medical Laboratory Technologist Association (MLTA)

American Laboratory Association (ALA)

Practical Process Improvement (PPI) Steering Committee (Thermo Fisher)

Government Steering Committee (Thermo Fisher)

Canadian Hockey Association Level V Official

WEBSITES, PORTFOLIOS, PROFILES

https://ca.linkedin.com/in/sean-ogston-67402262

ACCOMPLISHMENTS

Grew the Tornado business by 416% since from Q4 2020 to 2022

As BDM, after only 8 months of the year, achieved 126% growth of International business despite Covid-19 impact on business

Managed successful sales teams who consistently achieved growth over prior year sales targets

Won several long term multi-million dollar contracts and partnerships across different markets as a Regional Manager and National Sales Manager#HRJ#d9d2aa17-39aa-4e37-b0d1-01004abb4047#

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