Sales Manager/Sr. Executive TERRY ROBERTS 403-***-****
*** ******** ******, ***********, *******. (Calgary) email@example.com
A consultative sales approach combined with strong IT knowledge and a solution sales driven philosophy has earned the trust and loyalty of my sales team members and clients over the years. I am a proven hunter, who habitually increases sales year over year. I am a believer that quotas are meant to be surpassed, as evidenced in my results and the results of my team members.
Nov. 2009 - Present The Security Doctor IT Sales Manager-New Business Development
In today’s environment, understanding IT and Selling IT are 2 different items; I can transition the IT understanding to a more comprehensive Sales understanding & delivery. Working with great organizations; I have grown their IT Sales and Sales teams to new levels and successes.
I teach and mentor:
The Sales Process and the Sales Cycle
Business Time Management
Effective Cold Calling
Using a CRM, and the reasons behind it’s usefulness
Industry Leader in UL 2572 Standard
for Mass Notification Systems.
I specialize in helping sales teams to Grow their Business & I enjoy teaching the necessary basics of Successful Sales.
Contracts I fulfilled successfully:
From 2009 – 2013: Glentel, Graybar, Found Pages & Andries Electrical
From 2017 – 2019: Loring TarCore Labs Group, Signarama, PCC Group, Reliable IS, Concept Group. When I am contracted; I work only for that employer.
2018 – Present Loring TarCore Labs. Corporate Sales Manager
Responsible for the 3 companies’ sales operation
Responsibilities include managing daily business, sales and customer account management.
Schedule daily sales activities
Plan and execute selling strategies to grow the revenue base and to form strong relationships with customers
Coach sales staff as needed to build effective sales teams for the group of companies
Arrange and attend regularly client meetings at different levels
Plan and run sales trade shows and promotions, and provide guidance on business planning on an ongoing basis.
Make sales calls by phone, electronically or in person
Utilize CRM for sales activity records maintenance and update it weekly
Discuss clients’ new needs with our development team for improving our products
Set and monitor sales targets
Reason for Leaving: The owner has returned from extended travel.
2013 – Dec 2016 Honeywell Building Automation; Senior Account Manager for Alberta
I managed Honeywell’s GEM Accounts; Government, Education, Medical & 250 ATB branches.
I brought a Sales approach to an organization of engineers; showing how to integrate through Relationship Building and Progressive Account analysis and Opportunity Assessment.
I worked with various HBS Channel partners to train staff and help grow their business.
I mentored how to further the relationship and how to grow the business in a Team atmosphere.
I demonstrated long and short term obtainable goals.
Intelligent Buildings & Smart Grid Solutions • SaaS to operate and manage systems
• Energy Analysis and Optimization. • IP CCTV Integrated Security; facial recognition
• Fire & Life Safety Alert • HVAC & Building Management Systems
Networking Independent IP Devices; Niagara • Multi-Use ID Carding
Working with the GEM accounts, I won several large opportunities;
MRU for all Access Control, CCTV, ID Cards and systems; Hardware and SaaS. (RFP)
oSystems monitoring, SaaS, through to a Dashboard (EBI).
o+10 Years’ Service Maintenance
U of Lethbridge & Lethbridge College
oAccess Control & Paging; Access Control.
2011- Oct. 2013 Andres Electric – Graybar Canada Technology & Security Specialist
Working with various Distributors and Channel’s Groups through to End Users; I managed and supported the Prairies in the distributed sales of technology and various types of security hardware and software.
Integrated Security • IP CCTV & VMS
HVAC & Building Management Systems • Networking IP Devices
Perimeter Security • Cable Management systems
VoIP • Access Control
ID Cards; RFID & Access • Paging systems
SaaS for security • Complete Systems Monitoring.
Fire & Life Safety Alert • Multiple Large RFP Wins
CCTV & Integrated Security devices: Pelco, Axis and Mobotix and multiple VMS systems; Software and SaaS.
Access Control: HID, Kantech, Keyscan, Mircom, multiple use ID badges, access control cards, proximity cards, RFID Tech. Included are proprietary and open source software monitoring; SaaS.
Meeting with industry Level C; helping to set corporate direction; selecting the best technology for their corporate vision, budget requirements.
I would source, select, negotiate price and recommend the best of breed, for the client.
I would meet with vendors to negotiate price and coordinate work with end-users.
I searched out new channels partners and provided a program of training and support. Teaching ‘train the trainer’.
With a 85% win ratio; I have grown this program 150% in 1.5 years.
I signed up 6 strong new channels partners; security dealers.
I won major City Municipal RFPs.
Won CNRL Ft McMurray Main Camp; Automation; Doors, CCTV, Audio, Intercoms, etc.
2007- 2011 Glentel Wireless Sales Manager/Sr. Sales Consultant
Sales Manager/Trainer to a team of engineers who were converted to sales reps, to help them leverage their business for customer growth (NBD).
To educate the staff in the fundamentals of sales and the importance of using a CRM.
Educating on the Sales Cycles, Solution Sales, SWOT Analysis and ROI.
We changed my contract to allow me to close funneled business; starting The Security Doctor; for GoC taxes.
I put $650k in the funnel in the first 6 months, with $320k GP billed.
I installed 3 aerial towers and sent a broadband shot to native land; worth over $450k.
2004-2007 Neopost Canada Corporate Account Sales Manager
A Government of Canada 5 year mandated program; to change all postal equipment from analogue to digital, over a 5 year term. Year 3 when I started. The Government program endeded upon completion. The process was: database, phone, explain the options, close and sign them up; next. Successful but a box sell.
I exceeded Budget Quotas (105%) Difficult as all large accounts were long renewed.
2003-2004 Pitney Bowes Program VP and National Sr. Corporate Account Executive,
I replaced the VP for Fax/MFP as a product manager. I had 15 reps working under me in Alberta.
I worked in a Channels and Direct PB distribution program Hardware and Saas.
I managed PB’s largest National Accounts and ‘C’ level cliental; Shell Canada, Petro-Canada, the Calgary Health Region as well as the Education and Government verticals.
PB merged with Danka Business Solutions & I went to the competition; Neopost.
With a desire to return to Xerox; I took a 1 year contract with a Xerox Channel Program.
Achievements I Finished at 121% YTD 2004 and our Canon’s Product Presenter of the Year
1996-2003 Xerox Canada W. Canada Product Manager and Program Specialist
I successfully managed/supported up to 15 teams and 350 sales reps from Ontario to BC and the 2 Territories. This was split between Xerox Direct and Xerox Channels lines of business.
Solution Sales & SaaS Set and monitor sales targets
Flexible Leasing Options. Document Flow and tracking,
Sales Program Design Sales Training and Train the Trainer
Product Design in Silicon Valley Multiple RFP wins.
I taught various types of leasing and other creative financial alternatives.
I designed sales programs I Coached the sales staff to build effective sales teams
Planned and executed selling strategies to grow the revenue base and to form strong relationships with customers
Arrange and attend regularly client meetings at different levels; <C Level.
I grew the market share nationally by 17% in 2 years.
Winner of 3 out of 4 possible Presidents Club Awards. (150% of Budgets up to $14.2m)
Winner of 5 out of 6 possible Par Club Awards (>105% of Budgets up to $14.2m).
Canadian Winner of the ‘National Empowered Person’s Award.
I managed the #1 program in the Xerox World for 4 consecutive years; with 350 reporting in.
Award by the company President for problem solving situation ‘above & beyond’.
Mount Royal University: Business Administration/Managment Program
Business Management and Marketing ● Minored in Psychology ● Faculty Leader
2017 – PCC Integrate
- Mass Notification Systems in Canada; ULC 2572
- CRESTRON, Extron, Lencore, RapidNet, IP AV
2013 – Honeywell Canada
Multiple Honeywell HR Courses such as:
- Six Sigma - Sales Ethics - Multiple Sales courses
2012 Multiple Vendor Courses
Graybar Vendor Requirement
A National Distributor for Multiple Vendors I was required to take many vendors’ extensive product training.
2009 - Alta. Construction Safety Association
Construction Safety Training System (CSTS)
2009 - Motorola University: EXPERT Level
Sales Academy 'C' Level Series
- Selling to the ‘C’ Level
- Customer retention, Negotiating to win.
- Selling broadband systems
- 223 courses on Motorola product.
Working in Groups
Document management lifecycle
PitneyBowes Sales School
The Various Basic Sales Cycles
Client Development and Account Penetration
Large Account Partnering (LAP)
ROTI; Return on Time Invested
Large Account Targeting Analysis
Customer Profiling/Client Value
Novell Sales School Novell Sales Certified-SN#519501
Telephony Professional Sales NEC IP/VoIP Sales Training, Telecom Sales Pro by Bill Van Sickle
Dale Carnegie Communication Communications and Public Speaking
PC Literacy: 5/5,
CRM Proficiency: 5/5 Salesforce expert,
Sales Process: 5/5,
Technical Knowledge: 5/5,
New Business Development: 5/5
Sales Integrity: 5/5,
Solution Sales: 5/5, Presentations: 5/5
MS Office: 5/5/, Word, Excel & PP Expert
Active in all sports; skiing, running, roller-skating; national speed skating member.
I am a PC volunteer; donating PC time, equipment, repair and services to those who cannot afford it.
I believe strongly in community service and involvement.
A success driven over-achiever: continuously meeting and over exceeding all targets & quotas
A recognized and awarded Sales Manager / Sales Executive / National Product Specialist
Major strengths: Sales through knowledge, ‘C’ Level interactions, New Business Development, Intelligent
Integrated Building Automation Solutions and knowledge of various SAAS/iPaaS
Industry Leader in UL 2572 Standard for Mass Notification Systems.
Identifying and selling complex integrated service solutions to address strategic business needs;
Team Sales Leadership; Working in a Team Environment, mentoring and teaching the Sales Process and
Solution Sales understanding to ensure successful Sales Team members
Up-to-date Calgary area data-bases; ‘C’ Level, verticals: IT, Oil & Gas, Education and Medical
Successful Sales Team Leader for <350 sales reps who grew the business 17% nationally in less than 2 years.