Sales Manager

Account Management – Business Development – Channel Management

Over 15 years of inside and outside sales experience combined. Most of the last 12 years have been targeted towards building solid relationships with client end-users, senior executives in the public and private sectors and value-added resellers to obtain trust and loyalty. I am an assertive, goal-oriented and award-winning professional with a career that reflects continual advancement and achievements in delivering exceptional sales results, with In-depth knowledge of the products, services, customers, and players in the industry.

I use a consultative sales approach allowing me to present the correct value proposition to a customer, along with having excellent negotiating, organizational and communication skills including the ability to interact the clients on all levels. These strategies and strengths have allowed me to introduce visionary concepts and technologies which in turn have increased the productivity and growth of my client’s business strategies while increasing the revenues, profitability and market awareness of our products and services. I am very adept at creating key relationships with key decision makers as well as lobbying various government agencies. Some areas of expertise are as follows

• Account Management and retention strategies • New business development, negotiating and closing

• Networking, public speaking and presentations • Selling to multi-layer organisations and identifying key stakeholders

• Relationship development • Process improvement

• Needs assessment and creating needs with clients • Technology integration, implementation and support

• Training, coaching and knowledge transfer • Fluently bilingual in English and French

Significant Professional Accomplishments

• Launching of first business internet service in Eastern Canada with NBTel

• Meeting sales objectives of 100% or more in a highly competitive Telecom market while at NBTel

• Acquiring a three year $2,000,000 contract with Allstream growing revenue base by 25%

• Consistently achieving sales objectives while at Phonic Ear/Frontrow Canada

• Invited to present at numerous national and provincial professional association conferences

• Signing 6 year sole source contract with the New Brunswick Dept. of Education valued at $3,500,000

• Grew sales of an introductory niche product 300% in three years

• Part of the Frontrow Canada and United States Presidents club twice in four years

• Top Canadian Territory Manager in 2008 and 2009

• Ability to meet with Deputy Ministers of Education in two provinces and influence education strategies

• Successful in having Frontrow products as the approved standard in three provinces

• Invited to discuss public education strategies with the then Premier of the New Brunswick

• Spearheaded two successful customer training and support initiatives

Work Experience

March 2012 to present – eInstruction. Currently I am working as a self-employed education technology sales consultant, having acquired exclusivity to eInstructions product line in Canada, and selling to the K-12 and Higher education segments. In this role I consult with CEO level management, IT Directors and Curriculum Directors on the benefits of using eInstruction mobile interactive whiteboards, the software and the applications for real-time student assessment and evaluation. As the eInstruction brand and products are unknown in the Canadian education segment I am meeting with high level decision makers to assess their needs, present key concepts tying into their education requirements, providing demos and demo equipment as well as upselling on product attachments and professional development training.

2004 to January 2012- Frontrow Canada www.gofrontrow.com a division of Oticon Canada. Oticon Canada is a world known Hearing Aid Manufacturer and Frontrow is a division that has developed products designed for the paediatric hearing impaired segment to be used in the everyday pedagogical and technology strategies of public, private and post secondary education. As Regional Sales Manager for Eastern Canada I was responsible for business development and channel management of value added resellers in six provinces plus Eastern Nunavut. In this role I was responsible for consulting and developing relationships with key healthcare professionals, CEO’s of Canadian School Districts, Education Professionals, Bureaucrats and Ministers. This was done to identify current and future needs, develop solutions, promote awareness and develop company processes to increase market share, revenues plus profitability. Other key responsibilities were strategic awareness and execution, market analysis and strategy development, competitive analysis, creating RFP`s and responding to tenders, professional development and training, coaching and developing sales channel business development managers, presenting and speaking at conferences and lobbying government. Average revenue for territory $1.2million.

Achievements:

• Consistently achieved quarterly forecast objectives and exceeded yearly forecasts 5 of the last 8 years while hitting 105% and 112% of forecast in 2008 and 2009

• Growing revenues with a new niche product by 300% , $300,000 to $1million in a segment that had no known or anticipated needs

• Selected to International Presidents Club two of last four years

• Top Canadian Sales Manager in 2008 and 2009

• Selected as sole source provider for the NB Department of Education

2003 to 2004-MTS Allstream (Formerly AT&T Canada) Business Development Manager responsible for selling telecommunications and IT related solutions. Key responsibilities were to develop, maintain, and manage executive and senior leadership relationships with customers within assigned account base, lead a multi-functional team, leverage the core competencies & assets of the organization and engage key resources & company executives to create and deliver maximum value for enterprise customers, develop and execute strategic account plans based on customer business drivers in order to assist the customer attain its corporate objectives, develop sales plans and lead sales strategies & tactics in a complex and highly competitive environment, develop strategic partnerships and identify mutually beneficial collaboration opportunities that will deliver maximum value to customers.

Achievements:

Although only in the position for a short time I was able to identify an opportunity to present a solution to a client unaware of our product and service mix. Given the chance to submit a proposal for an RFP I lead a multi-functional team consisting of internal resources and partnerships with 3rd party suppliers and integrators to win a three year $2million contract.

1996 to 2003 Bell Aliant Telecom Inc www.aliant.ca Account Manager position held for four years. I was responsible for providing custom telecommunications and IT sales/consulting solutions. My responsibilities were to manage key accounts and their traditional telecommunication needs while growing revenues within those accounts by selling cloud computing services, high speed internet, web hosting and collocated services, outsourced IT management and a host of other products and solutions such as mobility that at the time were unknown to most business clients. Previous to my position as Account Manager, 1996 to 1999, I was also a product development specialist for the Internet services department successfully launching internet solutions for business.

Achievements:

• Customer base of $4,000,000

• Consistently exceeded revenue forecasts

• Closing several $400K plus RFPs

• Surpassing all company account managers in selling internet and IT related products and services

Education and Training

1995 BACHELOR DEGREE IN KINEISIOLOGY SPORT SCIENCE University of New Brunswick, Fredericton NB

1999 Executive MBA Masters Business Administration Université de Moncton, Moncton NB. Partial completion. Two courses left to finish (unable to complete due to relocation to Montreal)

2010 Project Management Seminar

2007 High Output Sales training seminar

2006 KARASS Negotiating seminar

2005 SPIN selling seminar

2003 Power Base Selling Seminar

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