A strategic Sales Professional & Sales Manager with over 20 years of experience selling & managing a focused enterprise sales team offering business solutions that addressed client needs. Participated in sales negotiations of larger contracts from both customer and supplier perspective. Presently seeking a role with a World Class Organization in Sales leveraging established executive relationships.
•Experienced IT Sales professional with strong Sales & Sales Management abilities. Responsible for selling as well as managing a sales team and understanding the overall business of clients in the territory in addition to providing assistance to the sales team in positioning products and services as well as delivering corporate messaging.
•Experience includes sales team development and re-orientation, mentoring team on how to foster relationships with customers and with manufacturers, improving overall organizational climate, motivating and stimulating team in order to improve operational efficiencies and drive value across local team.
•Experience in directing team to managing multiple routes to market and ensuring that the sales team effectively supported activities and opportunities.
•Experience in providing both Technical & Professional services Resources to North America’s leading IT service companies including OEM’s, Vars, System Integrators & Service Companies addressing Short Term, Long Term and Permanent staffing requirements.
•Experience managing sales opportunities in business critical enterprise customer portfolios.
•Directed and managed the professional development of sales and technical staff ensuring a strong knowledge base accompanied by required sales and technical certifications.
• Ability to multi-task between team-members supporting customers, opportunities and initiatives.
•Experience managing partner relationships with key manufacturers including Hitachi, HP, EMC, IBM, Oracle/Pillar, VMWare as well as a network of Professional Service Providers.
•Experience managing partner relationships with key OEM’s & Reseller VARS including, NCR, Ingenico, Metafore, North West Digital MicroAge. Softchoice Canada, Insight Canada, Compugen, Compucom, Groupe Access as well as a network of Technical Services & Professional Service Providers.
•Experience in recruitment of Technical & Professional Services resources.
• Signed and regularly reviewed Master Services Agreements with OEM’s, VAR Resellers and Professional Services organizations in order to be able to deliver services in areas of focus in both English and French.
• Excellent management experience in developing budgets, business cases, expanding on focus business line development and bringing on new focus business lines aimed at growth.
•Ability to effectively apply CRM tools like Salesforce.com, Oracle and QuickBase to enter, manage and track sales opportunities, forecasting and related expenses.
•Ability to lead a Sales Team using sound sales methodologies. Instruct and guide them in use of CRM tools like Salesforce.com, Oracle or QuickBase in order to more effectively manage and track a sales team, sales opportunities, forecasting and related expenses.
•Ability to attract & recruit quality sales and technical staff.
•Ability to attract quality clients and partners.
•Ability to sell to influencers, IT Managers and C-Level Executives.
•Treat employees fairly providing frequent constructive feedback and encouragement demonstrating a sincere interest in their success and wellbeing.
•Conduct periodic reviews with sales team as well as with clients in order to manage expectations.
•Debrief and communicate competitive wins and losses across sales team and management.
•Provide day-to-day guidance to management and sales team in problem resolution, sales strategies, competitive analysis and competitive pricing.
• Trusted advisor based on extensive experience in sales and sales management.
• Established and maintain excellent executive relationships in regional marketplace with partners including Manufacturers, OEM’s, Vars, System Integrators, end user customers as well technical & Professional Services suppliers.
• Worked 12 years in Reseller and Distribution industry at Avnet Canada.
• Worked 14 years in Reseller industry as District Sales Manager at Agilysys Canada.
• Worked 1 year in Technical & Professional Services industry as Sales & District Sales Management role.
• Full understanding of IT industry and how the different manufacturer business models work in relationship to end user customers as well as the reseller partner community.
• Experience in establishing sales models to facilitate solutions for end user customers as well as for OEM’s, Integrators & Reseller Vars.
• Experience in establishing sales models to positively impact Technical & Professional Services deployment for End User customers, OEM’s, Reseller Vars and System Integrators.
• Excellent results and success selling large Multi-Million Dollar contracts for large environments.
• Excellent reputation based on following through on client commitments.
• A large network of contacts across the IT industry and Energy vertical.
1Soft / iCube Consulting Services
June 2012 – Present
Sales Management Consultant:
Experienced sales management professional that sustainably assists sales organizations improve sales force productivity and market effectiveness as well as other business functions that are typically more complex. The engagement is designed to challenge the sales aspect of an organization to solve a problem of strategic importance leading to top-line growth and bottom line return on investment. Collaboration is with front line employees and management from inception to implementation.
-Helping clients establish a local sales presence and improving current sales environment
-Providing guidance relative to sales strategies and marketing
-Providing guidance in Implementing a focus business plan aimed at growing revenue -Providing assistance with staffing needs -Providing guidance defining Sales quotas -Assisting with Pay Plan structure to maximize effectiveness of sales strategy -Balancing mix that considers support of exisiting client base and development of new clients
PeopleToGo: Sept.2011- June.2012
Sales & District Sales Management
Reporting to National Sales Manager
-Established a local Sales presence where one was lacking for several years.
-Stabilized client relations in Quebec territory creating a high level of confidence and provided a positive impact on growth. Extended reach nationally from the Quebec Territory for clients that had Canadian business operations in other provinces.
-Managed delivery, sales, and marketing, functions for the branch with an excellent reputation for providing quality and innovative on demand services including Dispatch, Technical, Professional and Permanent staffing needs.
-Launched multiple Master Services Agreements with external Professional Services delivery organizations as well as with OEM’s, VARS and System Integrators matching their capabilities to areas of focus.
-Implemented a focus business plan aimed at growth. Revenue increased by 30% within an 8 months window.
Wins & Successes:
*Montreal Based “POS OEM”: Closed multi-year contract placing 32 internal resources including Bench & Test technicians, production staff, as well as Dispatchers and Customer Service agents. In addition I was successful in placing 10 field service technicians. Contract billing is estimated at $120,000.00 per month or $1,440,000.00 per year. Contract is for 2 years renewable.
*Montreal, global technology company with solutions for ATM, POS and Retail. -Closed $500,000.00 three month Technical Services Upgrade contract upgrading Lottery equipment in the field.
-Placed 8 full time Technical Services Field agents which generate $40,000.00 per month in revenue as run rate business or $480,000.00 per year. This is for ATM’s, Lottery and Retail
-Positioned a 1.3M dollar opportunity for the replacement of 13,000 Lottery machines in the field. Client has given verbal ok to proceed with pilot beginning September 2012
*Business Development: -Signed 3 net new clients who were looking for technical and professional services engagements and placed candidates
-Expanded business in existing client base to include multiple services silos including dispatch services, technical services and professional services and succeeded in positioning permanent resources with clients as well.
-Implemented a sales plan focused on Business Unit growth for Dispatch Services, Technical Services, Professional Services and Permanent Services for each client.
-Assisted recruiters in the qualification & recruitment of Professional Services partners and Resources.
-Assisted VARS with end client discussions in order to assess true client needs and expectations in order to establish service solution and positively impact business by closing opportunities sooner and more efficiently.
1996.to.2011, District Sales Manager
District Sales Manager - reporting to Country Manager in Toronto.
-Managed delivery, sales, and marketing, functions for the branch with an excellent reputation for providing quality and innovative service with “solution led “offerings.
-Launched 4 Master Services Agreements with external Professional Services delivery organizations matching their capabilities to areas of focus.
-Offered IT organizations an alternative to outsourcing by positioning Data Center Optimization and Transformation, DCOT, as a means to drive operational improvement.
-Implemented a focus business plan aimed at growing revenue by 30% in 12 months
-Implemented a sales plan focused on horizontal and vertical business solutions.
-Recruited new sales people with the ability of selling complex solutions.
-Trained sales staff in use of CRM tools like Sales Force and Oracle which were used to manage sales opportunities, sales, forecasting and expenses.
Wins and Successes:
Airport of Montreal: Data Center Migration and Storage Migration on Hitachi Data System high end Storage Arrays. $3,000,000.00 contract over a 2 year period
Le.Chateau: Storage Migration on Hitachi Data System high end Storage Arrays. $800,000.00 contract over a 2 year period
Staples: Business Critical Server and Storage Solution for Data Center in Boucherville. The contract was in excess of $600,000.00
AMF: Professional Services engagement enhancing and securing IT environment. This was a $50,000.00 Professional Services contract
United.Auto.Parts: Sold Business Critical Server and Storage Solution for Data Center. The contract was in excess of $500,000.00
CGI: Migration of UNIX based Business Critical Servers & Storage Arrays including professional services. The contract was in Excess of $3,000,000.00 .
Hydro.Quebec: Sale of product and services including HP Business Critical Servers and Industry Standard Servers, HP Storage Arrays, EMC Storage Arrays, Software Solutions etc…Sold an average of $5,000,000.00 per year equating to $75,000,000.00 sold to Hydro Quebec alone within a 15 year span.
Avnet Inc.:1983.to.1996, Held.Various.Roles:
Avnet Product Manager – Computer Products
-Managed relationship with multiple manufacturers including Digital Equipment, Intel Computer Products, EMC, Emulex, Seagate, Connor, and Maxtor amongst others.
-Managed and negotiated pricing special pricing and terms with manufacturers.
-Set customer pricing that was provided to field organization and managed profitability on all product lines.
-Won top product manager award in Canada on several occasions.
Avnet Territory Field Manager – VAR Community
-Managed existing Value Added Resellers,”Vars”, as well as recruited new Vars
-Successfully built and launched a Var Client base in Montreal, Quebec and Ottawa contributing in excess of 20M dollars in revenue year over year.
-Managed delivery, sales, and marketing, functions for Var community promoting their capabilities and supporting their growth in the end user community.
-Supported Vars with education on products and services sold in manufacturer lines carried.
-Supported Var sales activity in the form of pre-sales and post-sales support to their end users.
-Structured pricing models and provided financial assistance in the form of Lock Box Financial engagements with the Vars in order to support large Var deals. In addition I provided rental and lease options to support end user customer payment streams.
-Was awarded by Avnet Top VAR Manager Status in Canada for 3 consecutive year
Avnet Senior Account Executive – End User Community
-Successfully built an end user Client base in Montreal and Quebec contributing in excess of 15M dollars in revenue year over year.
-Managed delivery, sales, and marketing, functions for End User client base promoting Avnet’s capabilities in supporting client growth maximizing and protecting client investment in infrastructure.
-Established and maintained executive level relationships with customers.
-Supported End User clients with both pre-sales and post-sales support.
-Engaged larger customers in presales activities in the form of manufacturer funded technology tours.
-Won 5 years running “Presidents Club” and was awarded Top Field Sales status for Avnet Canada on 2 occasions.
A&G Records: 1979 – 1984
-Started own business, Whole Sale and Retail Record stores. I maintained a Limited Partnership in the wholesale business selling to franchises. In addition owned and operated one franchise and had a partnership in another. Managed all aspects of business and store operations including purchasing, sales, marketing, staffing as well as maintained books and managed profitability.
Ayerst Laboratories: 1977 -1979
-Department of Research and Development working for a Research PHD.
-Worked in R&D as a Laboratory Chemical Technologist (Chemist) specialized in Analytical, Organic and Physical Chemistry.
-Involved in R&D process and analysis related to the development of new pharmaceutical products. Specifically Birth Control, Glaucoma, and Cancer related drugs.
-Also was charged in running pre-production batches of some of these drugs that were used for testing purposes with a goal of establishing improved production processes and improved production yields.
Education: College Degree: Dawson College 1973 – 1977 Chemical Technology. Specialization in Analytical, Organic and Physical Chemistry
Languages.Spoken:English,French,Italian Languages.Written: English, French and Italian
My formal education has given me the ability to look at things analytically. I have been in the IT Industry for 27 years and all the roles I have undertaken have given me the ability to be resourceful, creative and assertive. In addition I have learned to apply this to a dynamic sales environment fostering team spirit as well as good work habits and ethics. My experience has also taught me (2) important business skills needed in our industry. These are to be an excellent listener and communicator.
From a purely management perspective I have learned to manage business relationships at different levels. I have learned to use CRM tools like SalesForce, Oracle and QuickBase in order to more effectively manage a sales team, sales opportunities, forecasting, pipeline and related expenses. I have learned to understand the organizational needs of clients, manufacturers and partners as well as their challenges and have learned to manage relationships by working cooperatively.
My commitment is to bring my full experience, knowledge base and abilities in order to maximize revenue and profitability for the benefit of the company I work for and I am offering my expertise and commitment to helping achieve both business and corporate goals.
I think there are certain traits a Sales Professional & Leader should have, and these are traits that I believe I possess:
-A sincere interest in understanding customers and meeting their needs.
-A deep understanding of the entire business and how their department contributes to its overall success.
-A clear understanding of the way manufacturers, partners and clients work.
-An appreciation for the sanctity of ship dates.
-An instinctive desire for clarity and simplicity.
-The ability to teach and lead both sales, technical and support folks.
-A willingness to fill my team with people who are intelligent and who will have the desire to grow and learn professionally.
References are available upon request.