Sales Manager

Michael J. Canfor

Phone: 905-***-**** ~ Email: ****.******@*******.***

CAREER PROFILE

An accomplished Territory Manager with over 20 years of experience in business development and account management. Adept at gaining the competitive edge by identifying opportunities, building a strong product knowledge base, and providing personalized, value-added solutions. Excellent track record of surpassing sales goals while increasing market share and exceeding customer expectations. Core competencies include:

Lead Generation, Client Needs Assessment & Upselling

Marketing, Trade Shows & Brand Awareness

Market Research, Trend Analysis & Product Launches

Strategic Planning, Forecasting, & Target Development

Proactive Technology & Process Improvements

Relationship Building & Strategic Partnerships

Quoting, Contract Negotiations & Service Level Agreements

Collaborative Role Model, Trainer & Mentor

Proficient in MS Office Suite, ACT & Salesforce.com

SUMMARY OF ACHIEVEMENTS

SUPERIOR SALES PERFORMANCE

Increased sales from zero to $2.5 million in the first two years at Poly-Plus, Inc. Entered the province with no leads or book of business to help build a viable, profitable enterprise.

Independently opened 45 new accounts within eighteen months at Regency Plastics, Ltd.

MARKETING MATERIALS

Spearheaded and created the Regency Blue Binder, a comprehensive packet that served both the Canadian Food Inspection Agency and Regency Plastics food grade clients. Used the binder as a means to increase sales calls by providing periodic updates and additional information.

PRODUCT DEVELOPMENT

Collaborated with the Pretium Packaging engineering team to design and implement several new bottle designs, including the Brand Fusion popcorn shaker. Partnered with a co-packer in Toronto to decorate the bottles and then ship them to Quebec for filling.

PROCESS IMPROVEMENTS

Worked with the Regency Plastics Information Technology team to design a new sales reporting system. The tool enabled the head office to better track and analyze personal sales activities.

Proposed changes to Regency’s customized quote system that improved efficiency and accuracy.

Covertech Flexible Packaging Inc. Territory: Southern Ontario June 14 2015- Present

Account Manager

Utilized expertise in flexible packaging for the food industry as well as chemical manufacturing, pet food suppliers and bakeries.

Developed business leads and territory through cold calling, knowledge of industries and extensive research.

Worked with inside sales and production to finalise packaging design.

Tracked orders from point of sale to delivery and followed up with clients to ensure expected results.

Collected payment of late and delinquent accounts.

Pretium Packaging Inc., Territory: Ontario& Manitoba

January 1 2013 -May 31 2015

Strategic Accounts Manager

As a Plastics Products (PET) and High-Density Polyethylene (HDPE) professional, marketed and sold plastic bottles to food, chemical and pharmaceutical manufacturers throughout Ontario and Manitoba. Attended sales meetings, engaged in strategic planning, and developed ongoing client relationships.

Utilized the Scott’s Directory and other online tools to identify prospects and engage in cold calling.

Made sales appointments and called on customers to perform a detailed needs analysis.

Returned to the site of potential customers with viable solutions and samples and developed quotes.

Used Salesforce software to record contact information for existing and potential clients.

Collaborated with the Engineering Department to design new products according to client specifications.

Evaluated how new product launches worked in the marketplace and analyzed feedback.

Developed 3-year service level agreements and promptly addressed all customer concerns.

Coached and mentored reseller representatives on product knowledge, selling and closing techniques.

Regency Plastics Ltd., Territory Southern Ontario

2009 - 2013

Territory Manager

Managed current accounts and developed new leads for a firm that produces blown film for plastic bags, tubing, bubble wrap, tape and other items for the food industry. Reviewed customer product usage with an eye for upselling services and expanding product lines while continually meeting evolving client needs.

Consistently met sales thresholds to achieve successful earnings in a commissions-based position.

Liaised with a partner and distributors to ensure timely product delivery and customer satisfaction.

Accompanied new representatives on sales calls to share product knowledge and best practices.

Poly-Plus Inc., Territory Ontario

2001 - 2009

Territory Manager

Managed accounts in Quebec and established a foothold in Ontario for an independent polyurethane film manufacturer. Developed business leads and grew the new territory through extensive research of the diverse market base. Target markets included manufacturing, food production, pharmaceuticals, bar-code technologies, packaging and agriculture.

Researched packaging compatible with various manufacturing facilities to expand product offerings and increase market share.

Negotiated pricing with clients and obtained management approval to close business deals.

Spoke at annual sales meetings to share success stories and effective sales techniques.

Notable: Named the 2004 Sales Representative of the Year for significantly increasing sales and exceeding all targets.

Multi-Plastics Ltd., Territory Ontario & Quebec

1994 - 2001

Territory Manager

Managed a large sales territory in Ontario and Quebec, selling thin gauge plastic films to the envelope, print, label and food industries. Increased sales from $3.2 to $7.3 million in first three years.

Utilized the ACT software program for reporting sales activity and entering client information.

Notable: Became the first sales associate to introduce polycarbonate in the North American market.

EDUCATION

Certificate in Supervisory Studies, Mohawk College, Hamilton, ON

Bachelor of Arts – English, University of Western Ontario, London, ON

Miller-Heiman-Strategic Selling & Conceptual Selling,Mississauga,ON

VOLUNTEER

Soccer Coach – Three Rivers Soccer Club, St. George, ON

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