Sales Manager Business Development

THOMAS REYNOLDS

PROFILE

A Senior Sales Management Professional with a proven history of exceeding targets. Exceptional business, sales/marketing, strategic planning, development and execution of performance enhancing and revenue growth initiatives. Strong presentation, negotiation and communication skills; expert in building top-yielding relationships with customers. Recognized for the ability to recruit and build, guide and sustain successful sales teams.

Specialized Expertise;

• KPI’s & Productivity Improvement

• Customer Relationship Management

• Innovative Sales & Media/Marketing Campaigns

• New Market Identification & Penetration

• Revenue, Profit, & Market Share Growth

• Analytical & Conceptual Problem Solving

PROFESSIONAL EXPERIENCE

Custom Creations Group, Toronto ON

Promotional Products / Specialty Products

Director of Sales (2009 – 2010 December)

New business development role.

Identifying and qualifying potential new customers. Responsible for cold calling, presenting, acquiring and closing key new business accounts.

Highlights:

• Doubled account base of customers. Increased revenues 100% over a one year period.

• Acquired quality new customer base developing high volume repeat business customers.

• Achieved target of business growth and profitability for a sustainable future.

YELLOW PAGES GROUP, Toronto ON

Canada’s largest B2B media company, with over 2300 employees with annual revenues in excess of $7.9 billion. Distributors of 30 million print directories and Canada’s most visited website. Owner of Trader Corporation; encompassing all print and on-line media.

Senior Sales Manager, GTA (2008 – November 2009)

Direct sales and team leader for $20-24 million in print and on-line advertising in Toronto and surrounding GTA. In addition to campaign management, strategic planning, new market development, provided creative sales strategies including comprehensive research, planning and development of effective solutions for overcoming barriers to revenue retention and growth.

Highlights:

• Managed the top performing team of 8-12 consultants in Toronto/GTA marketplace; servicing the highest value customers in its most critical marketplace.

• Exceeded target of 20% in on-line revenue ($3.3M) growth by an additional 5% representing $825K in new business development.

• Outperformed overall corporate channel performance by +3% on $22M revenue for print advertising in a steadily declining market.

• Earned highest unit and $ in total specialty sales exceeding $540K with 18 sales for 2008-2009.

• Created reports to share success, anticipate barriers, projection forecasting and team performance.

• Developed individual and team business plans to support achievement of revenue targets.

• Designed/implemented target tool for sales teams and managers to clarify/monitor progress on achieving overall targets.

• Awarded Top Team-Show Case Bundles – target of 180 units, exceeded target at 260 units.

Yellow Pages Group

Senior Sales Manager, Auto Trader Editions (2007 – 2008)

Appointed to a newly created position by President/CEO Marc Tellier, develop and implement a cross-branding relationship between Yellow Pages advertisers and Trader Corporation publications. A team leader with full span of control including complete start-up and operations of a key corporate initiative.

Highlights:

• Exceeded revenue targets in both publications generating a forecasted $352K in new business; outperformed eastern region sales team by a factor of 6X.

• Secured 100% of available speciality cover inventory, exceeding unit and revenue target by 50%.

• Implemented and continually revised offers & sales strategies, focused on achieving target.

• Coordinating multiple departmental efforts including senior executive, marketing, sales and support staff.

• Developed business plan with key indicators and contingency plans, created gap initiative.

• Communicated responsibilities, expectations, developed reporting process and sharing of results to all key players.

Yellow Pages Group

Senior Sales Manager, Neighbourhood Directories (2003 – 2007)

A newly created position by the Board of Directors (KKR), to organize and lead a dedicated outside sales team of 15 consultants responsible for a niche directory and online product.

Highlights:

• Championed the lowest performing channel with existing revenues of $2.1 million, declining at -20% annually. Achieved 33.5% growth in first year on a 25% target. Within 4 years doubled revenues to over $4.3 million.

• Outperformed on transforming Specialty Product revenues to become the leading channel with over a 75% price realization, previously running at a loss.

• A channel previously administered by several levels of management, running consecutively at a loss. Key role was to condense responsibilities and achieve profitability.

• Awarded Top Manager, ECO Guide in units and $ sold.

BELL ACTIMEDIA, Toronto ON

Sales Manager, Inside Sales (2001 – 2003)

A Team Leader responsible for 10-12 sales consultants handling in excess of $6.0 million of print & online advertising revenue for all markets throughout Ontario.

Highlights:

• Advanced last place sales team to top performing by increasing net gain from 16.5% to 23.5% (70% increase) in print sales in less than one year.

• Transformed the lowest performing team in convergent products to first place by a net increase of 25% overall in one year.

• Special projects include

- Automation of sales force - Siebel Coordinator, S.A.M. Team Leader

- Lead Manager on New Connects performance exceeding target of $500K to selling $1.157M

TELE-DIRECT INC., Toronto ON

Business Solutions Consultant (1988 – 2001)

High-volume outbound inside sales position, servicing potential and existing customers with a revenue base of $500 – 850K annually.

Highlights:

• Multiple Award Winner including – Top Sales Rep, Customer Service, Revenue Retention and Sales Trip Winner – Outside Sales Opportunities

• Servicing new and existing clients achieving in excess of 40% annual increases.

• Promotion and servicing of directory and internet advertising solutions.

BOB STEPHEN’S AGINCOURT NISSAN, Toronto ON

Sales/Leasing Representative (1987 – 1988)

Highlights:

• Achieved “Top Sales “status for the year.

• New and used automobile sales and leasing representative.

Computer Software:

Google Adwords Certified MS Office

S.F.A. Software Lotus Note Siebel Software / Customer First

Education:

University of Toronto

Business Management

Centennial College

Business Management

Continuing Education/Training:

Persuasion Factor Training

Effective Management Training

Coaching Excellence for Front Line Sales Managers

Business as Unusual

Presentations - Clear Memorable Compelling

Excel Intermediate

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