Vp Business Account Manager

Jeff Rae

** ***********, ** *** *** ********@******.*** 416-***-****

Business Management Professional with 25 years of successful Developed Experience in multiple Categories

I am a dynamic, successful and entrepreneurial sales professional with exceptional active listening / interpersonal skills and a consultative selling style. I utilize these skills in a focus on engaging customer loyalty and in positively impacting organizational performance. I offer demonstrated analytical and communication skills which leverage the development of pragmatic, creative and best in class solutions. My Scope of experience encompasses expertise in; New Business Development / Strategic Planning / New Product Launch / New Market Development. I offer experience managing sales teams in delivering on target performance.

Director of Sales

TruServe / Clintar - Markham, ON

2018 to Jan 2023

Hired to build New Business Development Structure and Strategy for this Category leading Outdoor Services Franchise Company

Grew organic top line sales 24% and New Business by 44% over three-year period surpassing revenue expectations by 14%

Developed profitable relationships with multiple new National Accounts resulting in +$3 million in new revenue

Forged strategic partnerships with key Partners (JLL / Pure Industrial / Enbridge / Costco / Sobeys / Firm Capital) through best in class customer service resulting in acquisition of new business via tender and add-on opportunities

Prioritized the approach of regional market segments in a high growth environment, and defined short and long-term objectives and strategy by segment resulting in 22% top line growth FY20

Successfully monitored performance against targets, proactively adjusting to support accomplishment of expectations utilizing Saleforce CRM and data analysis

Utilization of Category Analytics and Seamless AI in formulation of strategic plans and recommendations which enhanced the corporation’s sales goals

Implemented regulatory changes with Partner Group specific to Covid-19 in adapting Go To Market strategy while expanding market penetration in western Canada

Perform sales and product training for Partner & Franchise Network to promote advantages of TruServes innovative business solutions with focus on selling of our Value Proposition

Director of Sales

Medline Healthcare Canada

2016 to 2018

Responsible for both the direct and supportive market penetration strategies of the Canadian Medical Textile / JanSan Division.

Reporting to US VP Business Development grew top line sales 7% in 2017 by collaboratively developing long term and short-term strategy for Canadian Market

Managed multiple direct reports supporting the Acute and Long-Term Care Canadian channel growth efforts

Liaised extensively with Acute and Long-Term Care Sales Group as well as distributor base to drive sales objectives.Increased:

- Acute Top-line sales 7% in fiscal 2017.

-Grew the LTC category by 19% fiscal 2017

-Increased RFP capture by 15% during my tenure

Successfully lead Regional Sales Managers while meeting deadlines re: large-scale projects in a fast-paced environment.

Developed strategic programs to meet the ongoing needs of HealthPro, Medbuy and all Provincial SSO's

Directly managed Strategic Customer base (Health Care Laundry's) selling at the C Suite level to maximize productivity, suggest reorders while capitalizing on selling trends to re-establishing market share lead of Surgical Textiles.

Grew the LTC category by 19% through new business initiatives including the product inclusion with Chartwell / Revera / Sunrise product corollaries.

Penetrated the Quebec Market opening new accounts never before accomplished at Medline

Work directly with sales reps for in-market customer visits to strengthen relations and partnership at all levels of hospitals, SSO's and Long-Term Care facilities

Prepared proposals and presentations, bids and negotiated RFP agreements for improved margins through disciplined P&L practices

Director of Sales Timex Garments

2009 to 2016

Opened Domestic Office responsible forthe implementation and growth of Canada for this offshore OEM apparel manufacturer.

Managed operational team of five with core responsibility of New Business acquisition in Women's RTW category, grew top line sales from $0 to $6 million over three-year period

Opened 9 new National Accounts including: Target Canada / Holt Renfrew / Nordstrom's / BL Intimates / Lord & Taylor / Reitmans / Ross Stores / Winners.

Launched Branded Women's-wear collections in 2012.

Instrumental in forming Joint Venture Agreement with well-known design house.

Established and managed major account business plans and forecast model resulting in increased supply chain efficiency of 7% during my tenure

Persuaded retailers to participate in special promotions by developing profitable consumer friendly programs generating top line sales growth of 12% for FY11.

REGIONAL SALES MANAGER

Sony Pictures Entertainment

2005 to 2009

Reported to the Vice President Canada, was responsible for overall profitability of National Accounts HMV, Zellers, Blockbuster, E1 Entertainment and the acquisition of new accounts through Business Development practices.

Increased top-line sales by 12%, 2005 to 2007 achieved by negotiating favourable vendor and placement agreements, which lead to positive catalogue sales growth

Achieved 23% DVD catalogue growth 06 to 07 through development of many account-specific promotions in liaison with marketing department including award winning "Sony Month" HMV promotion.

DIRECTOR BUSINESS DEVELOPMENT

Tommy Hilfiger Canada Inc

1997 to 2005

Reported to Canada President with responsibility for the launch and overall profitability of the Hilfiger Athletics and Golf business units. Managed National Accounts while supervising a team of 4 reps and two agencies.

Increased (a) sales to $11M in three years by conceiving vision and strategy for new categories; (b) grew sales and profit for knits, woven apparel, and accessories 22% by direct development and sourcing of these lines (previously adopted from US counterparts).

Hired, trained, and managed in-house sales personnel and sales agencies.

Implemented trade spending for effective ROI while penetrating new arenas of distribution resulting in $1.2 million in incremental sales from 1998 to 2000.

NATIONAL ACCOUNT MANAGER

Nike Canada

1994 to 1997

Reported to the Director of Sales with responsibility for Department Store basethan promoted to top speciality accounts.

Increased sales $5M to $17M in 16 months (1994 to 1995) by consolidating department store account base and selling to US big-box retailers. Increased key account sales 97% in 1995.

Grew the Athlete's World business from 1995 to 1997 by 31% through instituting Nike Concept Stores while growing the women's category by 112%.

Instituted soft shop "store within a store" at National Department Stores to support 30% increase to top line.

MAJOR ACCOUNT MANAGER

Kraft General Foods

1990 to 1994

Started as Sales Representative, promoted to Regional Account Manager while ending as Major Account Manager.

Exceeded sales quotas each year. Grew sales to Knob Hill Farms 31%. Achieved and maintained 91% on-time ratios for receivables.

Developed profitable category mix, which satisfied both customer and corporate objectives.

Developed and delivered exciting exclusive promotions for Convenience Channel partners resulting in 26% incremental unit load in of Christmas 1992 Campaign while differentiating channel from the established Major Food retail channel.

Awarded distinction of Gold Standard for Sales in 1992. This award goes to top 3 Regional performers also won multiple Merchandising Awards for themed store displays in my time as Sales Rep

Education

Bachelor of Physical Education Business Diploma

University of New Brunswick 1988 Sanford Fleming College 1990

Contact this candidate