Having top performers working for your business leads to overall profitability.

I gladly bring a wealth of experience in this field.

In today’s environment, understanding the client and/or end user’s pain-points is paramount in helping provide a more comprehensive process for a product understanding & delivery. With

Whether challenged with a complex issues or the need to manage multiple initiatives; my ability to quickly access, analyze, design and implement solutions, will provide the initial and long term savings while acquiring the loyalty and confidence required in a 2 way partnership.

• I am a Pre-sales technical sales engineer; working to meet and qualify prospects. I work off of a

‘solution sales’ based platform utilizing a SWOT approach.

• Up-to-date Data-Bases; Calgary and area; ‘C’ Level, verticals, Specializing in IT, Oil & Gas, G.E.M.

(Government, Education & Medical).

• Industry Leader in UL 2572 Standard for Mass Notification Systems.

• Working with Digital systems; SD-WAN for Cloud Based Architecture, Audio and web conferencing, etc.

I am a Sales Manager who thrives in a competitive environment. I focus on achievements of individual sales representatives and the team's goals are the benchmarks that I use to judge my successes.

I will provide you New Business Development or I can mentor and I teach and mentor:

The Sales Process and the Sales Cycle; Presales SWOT analysis & customer qualifying

Effective Cold Calling Using a CRM, and the reasons behind its usefulness

Business Time Management Understanding customer ‘pain points’

I specialize in helping sales teams to Grow the Business and I enjoy teaching the basics of Successful Sales. Understanding Business Organizational strategies in performing daily duties effectively while balancing the long term and short term goals while progressively monitoring the customer profiles for movement and opportunity will see fruitful results.

We all need to feed today, but we also need to plant the seeds for long-term growth.

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; In today’s Digital Cloud Based Architecture, 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 am a Hunter with a great deal of New Business Development experience. I teach and mentor:

The Sales Process and the Sales Cycle (SWOT) Business Time Management

Effective Cold Calling Using a CRM, and the reasons behind its usefulness 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 A Mining and Oil Core Testing Facility

Responsible for the 3 companies’ sales operation include managing daily business, sales and customer account management.

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.

A success driven over-achiever: continuously meeting and over exceeding all targets & quotas

A recognized and awarded Sales Manager,

A Pre-sales technical sales engineer; working to meet and qualify prospects.

I work off of a ‘solution sales’ based platform utilizing a SWOT approach

Major strengths: Sales through knowledge, ‘C’ Level interactions, New Business Development, Intelligent Integrated Building Automation Solutions and knowledge of various SAAS.

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.

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 taught how to further the relationship and how to grow the business. I demonstrated long and short term obtainable goals.

Integrated Security • IP CCTV & Smart Grid Solutions

• SaaS to operate and manage systems • Intelligent Buildings Integration

• Fire & Life Safety Alert • HVAC & Building Management Systems

• Networking IP Devices • Energy Analysis and Optimization.

• Complete Systems Monitoring. • Multiple Large RFP Wins Working with the GEM accounts, I won several large opportunities. Honeywell Closed their Calgary Manufacturing Office to Mexico. 2011- Oct. 2013 Andres Electric – Graybar Canada Tech & Security Project Consultant 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 Achievements:

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.

With Andre’s Electric, I won CNRL Ft McMurray’s Main Oil Camp; Full Automation; All Cabling from the Head-end (fiber), Access Control; Doors, CCTV, Full Theatre Audio, Full Facility Intercoms/Digital Multimedia, Interactive Displays etc; all networked (SD-WAN). Branding:

CCTV & Integrated Security devices:

Cisco, Pelco, Axis, Panasonic, Honeywell, HikVision, ACTi and Mobotix and multiple VMS systems (Cloud Based Architecture); Software and SaaS, including various platforms and dashboards. 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. 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.

This was during the Analogue to Digital transition. Broadband networking and Mesh systems.

My contract converted to allow me to close funneled business; starting The Security Doctor. (Tax Can) Achievements

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 Government of Canada 5 year mandated program to change all postal equipment from analogue to digital, over the 5 year term. This was year 3 when I started. This Government program closed upon completion. The process was: database, phone, explain the options, close and sign them up; next. Successful but a boring box sell.

Achievements

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 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. Achievements

Successes for Large Account Management; organizing, saving and new large multiple re-sales.

I finished at 121% YTD 2004

Replaced a whole Fleet of 2700 pieces; with maintenance services for 5 years; due to Outside the Box, saving a doomed account.

I duplicated the process to close with another large company for: 2000 pieces of equipment and 3 year’s maintenance.

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 divisions.

Tracking Document Flow, SaaS

Solution sales Flexible Leasing Options.

Multiple RFP wins. Sales Training and Train the Trainer

I taught various types of leasing and other creative financial alternatives. Achievements

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.

Won an RFP for a national Top 50 Company for: $5 million and $10 million, 5 year’s maintenance.

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’. EDUCATION

Mount Royal University: BBA - Business Administration Program Concentrations: Business Management and Marketing ● Minored in Psychology and a Faculty Leader EDUCATIONAL UPDATES

2017 – PCC Integrate Mass Notification Systems in Canada. UL2572 2013 – Honeywell Canada

Multiple Honeywell HR Courses such as:

- Six Sigma.

- Sales Ethics

- Multiple Sales courses

2012 Multiple Vendor Courses

Graybar Vendor Requirement

As 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 broadband systems, 223 courses on Motorola product.

-Selling to the ‘C’ Level, Customer retention,

Negotiating to win.

Xerox Education

Solution Sales Working in Groups

Gender Awareness Document management lifecycle

PitneyBowes Sales Academy

The Various Basic Sales Cycles Client Development and Account Penetration Large Account Partnering (LAP) ROTI; Return on Time Invested SWOT Analysis Large Account Targeting Analysis

Customer Profiling/Client Value Networking Hardware Novell Sales School 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 Skills:

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

Languages: English – Primary, French – functional Personal Achievements

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;

LINKEDIN: https://www.linkedin.com/in/terry-roberts-b2805112 REFERENCES

1. MARTY BROUWERS ANDRIES ELECTRICAL SYSTEMS LTD.

OWNER/PARTNER (CUSTOMER BUSINESS RELATIONSHIP - CNRL)

(403)

219-3455 ademha@r.postjobfree.com

2. DAVE WHYTE WHYTLINE CONSULTING,

OWNER (BUSINESS RELATIONSHIP)

(403)

828-4109 ademha@r.postjobfree.com

3. HONGSUI (HUDSON) SUN LORING TARCORE LABS GROUP

SR. MANAGER (BUSINESS RELATIONSHIP)

(403)

874-1916 ademha@r.postjobfree.com

Sales Successes

The Security Doctor

YoY growth showed a 178% increase.

Loring TarCore Labs Group

Successfully Integrated 3 separate sales divisions; Mining, Oil and Software.

Successfully Integrated various social diverse geographies

I learned some Geology and Mandarin.

Honeywell Canada

I manage most of HBS’s Senior Regional Accounts; G.E.M. and 250 Banking branches

I have successfully realigned and resigned all troubled accounts

Multiple large RFP wins.

I finished the 2015 year in the top 3 in Alberta closing multiple large opportunities and RFPs. Graybar Canada

In 7 months with a 90% win ratio; I have grown this program 150% in 1.4 years.

I setup 6 strong security dealers,

I have funneled $5.6 Million in 8 months; Multiple large RFP wins

I won the City of Medicine-Hat RFP for IP CCTV Security, Software and Maintenance services.

I signed the Calgary Separate School Division to implement a whole new series of IP Security/CCTV.

My 2011 budget was $11.3 million and was closed at $13.9 million. Glentel Wireless Inc.

I put $650k in the funnel in the first 6 months, with $320k net billed. Neopost Canada

I exceeded Budget Quota (105%) on a ‘box sell’ environment. Pitneybowes/Danka

I Finished at 121% YTD

I managed the largest National Accounts; G.E.M., Shell & PetroCanada.

I was Danka's Canon Product Presenter of the Year Xerox Canada

I grew the market share nationally by 7% in 2 years.

Winner of 3 out of 4 possible Presidents Club Awards.

Winner of 5 out of 6 possible Par Club Awards (>105% of Budget; up to $10m).

Award recognition by the company President for problem solving situation ‘above & beyond’

Multiple large National RFP wins and Major product Dealer Chain growth

Contact this candidate