Regional Manager

PROFESSIONAL OVERVIEW

An Executive Level Sales and Operations Manager focused on “Building Teams That Drive Revenue”

* Regional Sales Director B2B- overseeing 3 Managers and 30 Sales Executives – 40M in sales

* National Sales Management of inside software sales team for North America 10M in sales

* Executed sales and marketing plans both by region and by territory- through weekly “One on One” coaching and field ride days

* Formalized sales processes and built both regional and individual sales plans through active tracking, data gathering and analyzing of CRM to trace details of workflow through the various sales stages –improving overall accuracy of sales funnel

* Worked closely with sales teams to lead innovation, design, roll-out and ongoing operation CRM (Salesforce.com and Siebel)

* Sales and Marketing Metrics to proactively manage and link strategy, marketing and sales

* Operations Management - structuring problems, analyzing data, making recommendations and driving implementation/operations

* Developed large wholesale/resellers for Telecommunications, Engineering Software, Consumer Packaged Goods and Healthcare

* Developed and managed short and long-term business plans

* Created National Sales training and facilitation same

* Corporate Sponsorships and Event Management

* Created Sales collateral and POP -direct mail pieces

* Budget allocations and P&L responsibility

LEADERSHIP SKILLS

* Initiative- can create opportunity that will achieve results

* Persuasive- can construct a convincing case, express it clearly and gain consensus around decisions, plans and actions

* Meeting Skills- can organize and manage effective meetings, which achieve defined objectives

* Objective Management-can translate objectives into actions, which are specific, measurable and achievable with realistic timescales

* Communication-acknowledgement of need, clarity in conveyance of message

* Flexible, creative, takes the initiative, personal drive

* Analytical, ability to visualize, articulate, and solve complex problems and concepts, and make decisions that make sense based on available information

* Disciplined work approach- adopts a plan, executes efficiently, under budget

EXPERIENCE

2009-Present

Consultmefirst– this is my own consulting company I am currently working with a start-up

* Company Name Confidential

o Start-up of a manufacturing/sales company

o Assisting in developing a Business Plan

o Conducting Market Analysis working to develop a Strategic Marketing Plan

o Developing a detailed plan for a manufacturing startup - for sales strategy, pricing plan, proposed advertising promotions and web content

2005-2009

Neopost Canada– Regional Sales Director

* Regional Director level position responsible for planning, budgeting, marketing and team leadership of 50 employees to ensure that 6M sales and retention goals are met

* "Hands-on" coaching - using structured “One on Ones” with Sales Managers and Account Managers to develop strategic and robust sales plans

o First Year increased market share by 14%

o Third Year 2 Regions exceeded Sales Plan by 120%

* Using input from Sales Managers and their respective team, CRM analysis, reporting and predictive modeling, develop and review annual/quarterly regional sales plans with team members and revise as necessary.

* Rollout of Siebel CRM enabled optimization of sales to simplify the information and make it actionable

o Increased overall new business opportunities by 200% in 8 months

o Increased cross-selling closed sales by 30% in first 6 months

* Synchronized the development of the business strategies and the execution of these strategies by ensuring that we have the right processes, reporting, resources and skills in place

* Utilized strong analytical skills combined with an ability to derive insight from complex data, to support the development of robust strategic sales plans

* Deep knowledge, experience and demonstrated competency in sales force management

o Resulted in less than 3% churn year over year (down from 25% previous management)

2005-2005

Drake International-Branch Manager Head Office (6 months elected to accept position Neopost)

* Responsible for all sales and P&L for largest branch

* Rollout of Salesforce.com CRM enabled optimization of sales to simplify the information and make it actionable

* Used CRM across the board to manage accounts, collaborate on sales opportunities, and accurately forecast sales

o Was offered position of VP Sales - declined to accept position with Neopost

2003-2005

National Instruments-Electronics Workbench - North American Sales Manager

* Electronics Workbench is a world leader in the EDA software market - Design software focused on Post Secondary Academics - Electronics Engineering Schools USA/Canada

* Led the North American Inside Software Sales Team selling Electrical Engineering Software: MultiSIM, schematic, capture, Ultiboard, UltiRoute and CommSIM into USA and Canada

o Increased sales by 34% year over year

2001-2003

Consultmefirst: This was my own consulting company; I had extensive assignments with two companies:

Integrated Brands: Director of Sales

* Start-up of a National B2C Call-Centre, responsible for developing business plan and rollout

Promotion Personnel -Direct Sales National Sales Manager

* Evaluated all national/territory assignments, set quotas, forecast revenues, determine price and discount schedules

2000 - 2001

Telus: Sales Director (major national downsizing)

* Built new start up sales division for full telecom rollout, including E-Commerce, LAN I LAN E, VPN, Point to Point, Local and Toll services

* Ensured that secure profitable data, IP and wireless revenues for TELUS were in line with business unit objectives and Team targets

* Recruited and managed an acquisition sales team responsible for 16M in sales first year.

* Using weekly “One on One” coaching and shadow sales calls – provided direct and meaningful observation and analysis to assist reps in building their individual business plans

* Helped produce and manage the requirements for the new Siebel database. Was Corporate Lead to work with Siebel Trainer for creation of training materials, sales funnel, and management reports

* Developed new vertical database and created sales territories for the Major Account Sales Teams

* Worked closely with the Sales Managers to ensure quality leads were provided to their Account Managers.

* Identified areas of opportunity, assessing the Siebel database to ensure timeliness of the hand-offs of opportunities - from Telesales out west-to Ontario Field Sales - to closed revenue

* Managed the business to OPEX targets

* Drove business improvements and organizational efficiencies by sharing information with various business units, and leveraged information/tools to ensure the continuity of business practices

* Ensured margin attainment for the sales team was kept high

* Approved special pricing, and worked closely with Marketing, Engineering, Customer Service, Operations and Sales Management Teams to ensure the business alignment was on track

* Assisted in the development and implementation of new sales compensation packages, as well as quota setting

o Finished year 115% of plan

1999-2000

Norigen - Manager Sales Ontario (company filed bankruptcy)

* Spearheaded new sales division for full telecom rollout, including High Speed Internet, Data, Mobile, Local and Toll Services

* Responsible for hiring and full training of 10 Account Executives - Organized team to focus on highest opportunities and utilize skill sets to exceed quota and insure client satisfaction.

* Developed an in depth sales training course for national implementation

* Develop and delivered presentations to clients, industry groups and internal management teams

* Responsible for project management, development and implementation of contracts, and helped develop and Implement Pilot Testing for customer records and billing systems phase.

* Under special assignment, worked in tandem with Operations to create plans for standardization of tools, processes, procedures and training

1992 - 1999

Sprint Canada – Ontario Event Marketing and Direct Sales Manager- (1992-1999)

* Responsible for the development and implementation of Sprint Canada's new Residential product "THE MOST" for all Direct Sales within the Central Region

* Spearheaded new Sales Division, including budget projections and allocations, coordination of all internal resources for full implementation nationwide

* Developed Sales and Marketing collateral for division, POP and Direct Mail pieces

* Hiring and training of field staff and outside agents

* Identified sales opportunities to Advertising, providing recommendations and feedback for direct mail pieces to ensure a lower Cost Per Order (CPO) could be achieved

* Designed and sourced all Trade Booths nationwide

* Negotiated and implemented event sponsorships for all Major Canadian events

* Negotiated and spearheaded a nationwide mall program from concept to implementation

* Developed and facilitated seminar programs from production to scripting

* Worked closely with ad agency to produce "Taking it to the Streets" an interactive video

o Exceeded channel sales objective by 240%

AWARDED DIRECTOR'S AWARD FOR OUTSTANDING PERFORMANCE AND COMMITMENT TO EXCELLENCE

Sprint Canada (Fonorola) - Major Account Manager (1997-1999)

* Developed and maintained strategic relationships with Fortune 500 clients

o Responsible for largest Ontario Wholesaler, growing revenues to 200% in 8 months

o Exceeded sales objectives every year

WON PRESIDENT'S CLUB PLACING #2 IN CANADA 1998

EDUCATION

* Villanova University Project Management Master Certificate Program 2010 completion

* PMP/CAPM certification 2010

* Carleton University: Business - Commerce

* Centennial College - Basic Telephony & Introduction to Data - Introduction to Datacom & Networks

COURSES & CERTIFICATIONS

* Queens School of Business – Transformational Leadership

* Dimensions of Professional Selling Masters ? Esprit Sales Training ? Professional Selling Skills Theory of Negotiation ? Meyers Briggs

* Commitment to Excellence ? Psychology of Selling/Winning Achieving Business Results ? Stephen Covey Seven Habits of Highly Successful People

MEMBERSHIPS

* Toastmasters

* United Way Volunteer

* Variety Club - barker and event management

* Home Staging (inside and out)

MARIE DREW

1168 Grandview St N, Oshawa, ON L1K2K4

905-***-**** Home 289-***-**** Cell **********@******.***

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