Business Development Planning / Relationship Management / Market Expansion

Executive summary: Dynamic business development strategist with a 16-year record of achievement. Demonstrated success driving million-dollar sales while providing leadership in a highly competitive market. Adept at driving growth of company revenues and improving sales-team performance. Thrives on new challenges and forging strong alliances with external business partners.

Core Competencies:

•Exceptional communication skills

•Skilled consultative selling

•Superior relationship building

•Excellent coaching skills

•Territory lead generation

•Goal setting & target planning

•Key client retention

•Technology aficionado

•Reseller & VAR Networks

Professional Experience

Business Development Manager (6 month Contract)                                                2014-2015

Fibernetics CLEC (Waterloo Region)

Tasks:

•Build leads and communicate with prospects, from initial contact to qualification of prospect.

•Coordinate meetings for outside partners with prospects.

•Explore market potential for new products and new service areas in Canada

•Launch process to build a new team of Business Development Managers, from recruiting to hiring.

Achievements:

•Composed, submitted to upper management a report on recommendations to improve the Business intelligence gathering, user interface and efficiency of the Salesforce CRM, with the goal to improve adoption by sales team members. 80% of recommendations to be implemented, remaining 20% of the report is under serious consideration.

•Collaborate with Salesforce administrator to begin process of improving business intelligence gathering and Salesforce performance.

•Number 1 lead developer. Developed over 400 leads from discovery (data mining) to qualified or unqualified lead.

•Led "Project Graham" to explore the potential of launching an inside sales initiative to up-sell our clients on our new product launches.  Secondarily, to advise and recommend product to our customers that may help improve telecommunications in their business.

•Led collaborative effort to build scripts, tools and protocol improvements for new lead generation effort.

•Screen, conduct interviews, and recommend for advancement, incoming applicants to build the new Lead Generation team.

Territory Manager                                                                                                            2013-2014

Norspec Filtration. Sarnia, Ontario

Responsibilities:

•Oversee commercial filter sales to manufacturing customers in Southwestern Ontario.

•Budget sales forecast for multiple territories and varied product distribution channels.

•Provide daily, weekly and quarterly reports on sales activities for defined territories.

•Build relationships with existing customers and support staff with on-site training.

Selected Achievements:

•Increased yearly sales revenues 15% above forecast.

•Secured continuation of public institution contract past expiration with 40% revenue growth.

•Motivated team to deliver product to 120 locations in 2 weeks with 60% faster delivery.

•Led 3-month project to prospect business opportunities for emerging Winnipeg branch.

•Managed key accounts in Ontario to increase and broaden sales of diverse product line.

•Developed Customer Relationship Management system to automate quote process.

Sales Consultant                                                                                                                2012-2013

Prestige Business Interiors. Waterloo, Ontario

Responsibilities:

•Researched current office space design and contemporary office social dynamics.

•Prospected new customers and generated business leads in Waterloo Region.

•Consulted with prospective clients to evaluate workspace and design requirements.

Selected Achievements:

•Added one new account per month with potential of $300,000 sales.

•Consulted with stakeholders at private and public institutions for new office design.

•Built customer relationship management database adding over 400 unique contacts.

Sales Agent                                                                                                                          2008-2012

dotcom, Waterloo, Ontario

Responsibilities:

•Developed leads for IT contractor staffing in healthcare, government and private sectors.

•Tele-marketed to private and public Canadian businesses to add new clients.

•Established agent relationship with a Canadian filter company.

•Develop new business opportunities for consulting and video marketing.

Selected Achievements:

•Produced, directed and edited video marketing materials for US Internet retail artisan.

•Filmed, produced and edited documentary “The Hyphen in Mid-Life” (in post-production).

•Produced and directed a video marketing segment for UK-based musical performance.

•Organized fashion photo shoot to produce web-marketing images for UK/India clothing company.

Sales Manager, North American Sales                                                                    2006-2008

Sales Representative, North American Sales                                                         1998-2006

Servair Filters and Com-Pleat Filters, Georgetown, Ontario

Responsibilities:

•Built and maintained strong customer relationships leading to excellent customer retention.

•Educated distributors and marketing associates located throughout the U.S and Canada.

•Analyzed profit and loss, margin and budget responsibilities.

•Provided cross-functional team training, coaching, and mentoring.

Selected Achievements:

•Instrumental in setting up new office and staff training for newly acquired filter division.

•Educated staff on procedural protocols and implementing new accounting and inventory program.

•Developed strong, sustainable relationships with VAR partners and end users.

•Improved ACT! Database to help automate quoting procedure.