Executive Search, Sales, Business Development

TERRY LEIGHTON

*** ********* ***** **, *******, AB T@X 4A8

403-***-**** / ***********@*****.***

SUMMARY AND SKILLS

Talent Acquisition - Sales - Business Development Executive

Transforming Businesses, Developing and Initiating Corporate Revenue & Profit Objectives via Strategic Planning and Engaging Employee Sales Teams Proactively

Senior sales and business development executive with over twenty-five years experience within the Alberta, Western Canadian and national marketplace in sales, business development, management and executive search/talent acquisition & recruitment within the oil & gas, engineering, energy, IT, healthcare, pharmaceutical and consumer products sectors that bring double and triple digit revenue growth in the $10M - $20M+ range.

Versatile talent acquisition/recruitment executive and strategic professional who deploys participative management style in fast-paced, diverse workforce. Proactive change agent who spends time in internal and external employee environments encouraging learning and promoting increased productivity that results in long term client relationships and revenue/profit objectives. Develops executable strategy that motivates teams individually and financially to exceed corporate objectives through various economic cycles.

Consultative Sales

High-Level Sales Proficiency

Strategic Planning/Analysis

Employee & Management Training

Domestic & International Recruitment

Talent Acquisition & Recruitment

Competitive Intelligence

New Client/Business Development

Integrity-Based Selling

Multi-Unit management

Operations management

Performance management

Financial Acumen

Tactful Closer

Sales/Forecast Management

People Management

Employee relations

Industry Networking

Career/Job Fairs

PROFESSIONAL EXPERIENCE

100K Executive Search & Recruitment, Calgary, AB

VP - Managing Partner - Business Development - North America

JAN 2011 – Current

Privately held Canadian Boutique Executive Search firm (retained, contingency, contract) with Projected revenues of $5m - $10m with 10-20 consultants in regional offices in Calgary, Vancouver, Edmonton, Regina, Winnipeg, Toronto and Halifax with client target focus on O&G, Energy, Engineering (EPC and Owner Operators), IT, Healthcare, finance, accounting, banking and general industry

Oversee Canadian operations (all Canadian provinces); Devise executive search & recruitment practices that allowed 100K to achieve 45% revenue growth via lead generation and consultative sales approach that delivered over 50 new clients in the first 12 months.

Manage P&L/financial reporting and directed budget controls up to $10 million as well as BD, Sales, Marketing, Personnel, etc.

Lead team for full cycle 360 recruitment utilizing ATS system in the following areas: Engineering, Supply Chain, Finance, IT, HR, Energy, Oil & Gas, Project Management, Sales and general industry sectors for Canada and USA clients.

Partner with executive management to grow the business through innovative strategic plans, annual business plans, sales forecasting and Recruitment & Talent Acquisition strategies and brand/business initiatives

Trillium Talent Resource, Calgary, AB

GENERAL MANAGER - Western Canada

MAY 2006 – JAN 2011

Privately held Toronto based recruitment company (retained, contingency, contract) with 2011 REVENUES of $20M with 20-35 employees across all provinces with target focus on permanent and contract staffing across healthcare, O&G, IT and general industry sectors

Recruited to head up and build Western Canadian operations (BC, AB, SK, MB Offices); target focus on engineering, oil and gas, energy, IT services and healthcare sectors which exceeded revenue projections within the first year of $5M+ in Calgary, Vancouver and SK offices

Handled all P&L, legal affairs, organizational development, personnel recruiting, executive search, training and development, coaching, budgets, sales forecasting of 20-35 employees

Pharma Brands Group, Calgary, AB

REGIONAL SALES MANAGER

FEB 2001 – MAY 2006

Privately held Canadian based pharmaceutical contract sales organization focused on promoting Rx and OTC related pharmaceuticals and dermatology cosmeceuticals to physicians, medical spas, food and drug retail trades via 20-25 contracted sales consultants with average annual revenues of $20+M

Recruited to manage Western Canadian sales and business development operations, focused on physician driven scripts and marketing/sales initiatives with direct report responsibilities of 15-25 sales consultants and part-time merchandisers.

Interviewed, hired, trained, and motivated representatives to maintain call levels, grow sales revenues and exceed territory and corporate objectives.

Increased sales by 82% and market share by 3% through methodical business planning and complementary marketing execution strategies

Solvay Pharma Inc., Calgary, AB (1 Year Contract)

MEDICAL SALES MANAGER

JAN 2000 – FEB 2001

Publicly traded Belgium based pharmaceutical manufacturer focused on R&D, with over 31 Brand Rx pharmaceuticals directed towards various therapeutics with over $3B in revenues and over 3000 employees

After buy out and acquisition of Spectropharm I was contracted for one year with Solvay to manage their Calgary and Southern Alberta $4M territory with target focus on gastroenterologists and cardiovascular physician and clinics promoting top tier Rx pharmaceuticals

Developed and reevaluated objectives and business plans for each product/market segment within territory and co-promoted drugs with sister Pharma Company and exceeded revenue quota by 36%

Conducted SWOT analyses, consulted with internal and external stakeholders, collaborated with marketing staff to set direction, identified market trends, and recommended actions to adjust costs and improve ROI.

Spectropharm Dermatology (Draxis), Calgary, AB

regional/district SALES MANAGER

APR 1997 – DEC 2000

Publicly held Quebec based pharmaceutical manufacturer focused on R&D, Brand Rx pharmaceuticals directed towards food & drug big box retailers, dermatologists and plastic surgeons with annual sales/revenues of over $100M and 300 employees

Headhunted to oversee and manage the Alberta and Saskatchewan markets/ territories within hospital, head office and key account food and drug chains, Physicians (Dermatologists, Plastic Surgeons) and medical spas and healthcare accounts and increased sales from $5M to $8M in 3 years

Developed and initiated new sales/BD model, which increased revenues by 37% and average product sales by 229% annually year over year

Analyzed monthly territory sales; set weekly goals; organized seminars, luncheons, and CME events with guest speakers; studied and performed preceptorship with leading dermatologist; prepared annual business plans and ensured products were on formulary

Technilab Inc., Calgary, AB

MEDICAL SALES MANAGER

JUN 1994 – APR 1997

privately held Mirabel, QC based Generic pharmaceutical manufacturer focused on R&D, Generic and OTC PHARMACEUTICALS within the retail food & drug trade with annual sales/revenues of over $53M and 400 employees

Hired to manage the Calgary and Southern Alberta and British Columbia regions within food and drug trades (Rx and OTC, Generic Pharmaceuticals) with head office key account responsibilities and met and exceeded revenue quotas by 34% and sales by $6M

Facilitated and participated in quarterly and annual budgeting process for business development, sales, advertising, marketing, travel, and corporate related objectives

Bristol-Myers Squibb Consumer products group, Calgary, AB

DISTRICT SALES MANAGER

MAY 1990 – JUN 1994

Bristol-Myers Squibb Consumer Products Group - Canada is a subsidiary of the New York based multi-national, a next generation Biopharma leader focused on the research and development of innovative treatments in five key therapeutic areas: cardiovascular, oncology, neuroscience, immunoscience and virology with sales/revenues exceeding $5B with over 300 employees

Hired to oversee and manage the Calgary and Southern Alberta territory within Rx/OTC/Pharmaceutical trades via Physician, retail food and OTC/Rx drug, and big box drugstore and head office key accounts and improved annual average revenue targets by 28% and sales in excess of $10M

Promoted to District Sales Manager when BMS bought out Clairol Canada and responsible for entire Alberta and SE BC region with direct reports of 12-20 sales/marketing reps and a budget of $10M

Conducted key account presentations ensuring budget spends and managed sales representatives and account executives to ensure alignment of promotion and plan-o-gram advertising efforts and target achievement.

EDUCATION AND OTHER

Mount Royal University, Calgary, AB - Business Administration - Associate Degree

Dale Carnegie Course - "Skills for Success" - 2017

Council for Continuing Pharmaceutical Education - (CCPE) Foundation Certification

Mount Royal University, Calgary, AB - (CMA/CPA) (10 courses to complete)

Next Level Solutions - Professional Management & Selling Skills

University of Calgary - Financial Accounting – Quick Books

SOLVAY Internal Training - Progressive Selling Skills 1 & 2

Achieve Global - Professional Selling Skills

Bristol-Myers Squibb - Sales & Personnel Management Strategies

University of Calgary - CIM, Canadian Institute of Management

Technical Expertise

MS Office MS Outlook MS Windows 7, 8, 10, NT, 2000 MS Explorer CRM Salesforce PowerPoint Various ATS: ACT, Apptrino, PC Recruitment, Bullhorn, BambooHR, Smart Recruiters, OpenHire, Kenexa, Taleo

Community Involvement

Volunteer, Calgary Flood Relief (Helping Hands Society), Calgary, AB, 2013

Volunteer, Calgary Food Bank, Calgary, AB, 2001 – Ongoing

Volunteer, Calgary Tennis Club & Alberta Tennis Centre, Calgary, AB, 2000 – Current

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