Dean Schultz Email & Phone Number

Mississauga, Ontario, Canada

Toronto, Ontario, Canada

Oversaw strategic planning and partnership development for new and existing cannabis stores across Ontario. Led dedicated customer relationship and business development teams to onboard new retail partners and provide customized solutions, tools, and support to maximize store success.• Developed and standardized long-term planning processes integrated with annual goals and key performance indicators (KPIs) to drive and measure growth, growing from 135 to over 1,700 stores in 18 months by expanding operations to open five to 30 stores a week, achieving $1B in revenue for FY2022-23.• Mined front-line industry insights to establish and modify long-term store partnership strategies, building and maintaining relations with suppliers and retail network partners to define KPIs and targets in line with broader organizational goals. Developed tactical plans, tools, and processes to ensure retail partner success. • Spearheaded development and ongoing management of high-performing, cross-functional teams including direct sales managers, customer relationship managers, and senior directors. Functioned as one of six organizational mentors while concurrently managing a robust succession plan to continually coach, motivate, and develop team members into senior leadership positions while driving increased engagement.• Applied a consultative approach to support front-line teams in onboarding and building strategic partnerships with new retailers, engaging with partners to determine value propositions, identifying targeted demographics, and curating portfolios tailored to defined business needs. Directly supported retailers with business plan development while ensuring compliance with all licensing and regulatory standards.

Toronto, Ontario, Canada

Toronto, Ontario, Canada

Chair of the Ontario Recreational Cannabis Advisory Panel (ORCAP)

Toronto, Ontario, Canada

Toronto, On, Canada

Oversaw direct salesforce and broker network for High Park division to define and drive business development strategy while maintaining relations with Government boards and retail partners to organize provincial demand planning and strategic activations for new products.• Leveraged extensive CPG experience to build and deliver comprehensive sales training aligned to the existing CRM while developing and standardizing sales processes from the ground up which ensured comprehensive coast-to-coast coverage of licenced Cannabis retail partners across Canada.• Led multiple landmark product launches including TILRAY’s first discount brand (The Batch), TILRAY’s first edibles and vapes in Canada, and a new partnership with the Marley family. Additionally, managed the sales relationship of a joint-venture partnership with Labatt Breweries of Canada (Fluent Beverages Co.) to manufacture and market Labatt’s entry product into the cannabis space.

Toronto, Canada Area

Reported to the SVP of Global Sales following the acquisition of American Express Prepaid. Led direct engagement with the Canadian head offices of international accounts to present tailored products and solutions and secure new business. Progressed into the head of sales role, leveraging prior success with Walmart Canada.• Directed extensive requirements review and presentation development in partnership with senior leaders and directors, as well as legal and finance teams to successfully secure significant request for quote (RFQ) with Walmart Canada which drove growth outlook from $400M towards a targeted goal of $1B in five years.

Toronto, Canada Area

• Reported to General Manager, Canada• An active member of the leadership team, embracing the concepts of InComm’s Business Management System (“BMS”) rooted on SixSigma and ISO frameworks.• Direct Team of 3• Lead the Business Development team to continuously meet or exceed sales revenue, sales profitability, and budget objectives. • Responsible for the acquisition, development and promotion of employees to create a high performing team.• Emphasis on on-going training, coaching and management of direct reports.• Oversees the strategic direction and management of all acquisition and business development operations.• Responsible for customer acquisition, retention, satisfaction and profitability.• Develops and implements business development and got-to-market strategies with a focus on market diversification and growth.• Develops and implements lead generation and revenue generation programs.• Oversees the P&L management.

Mississauga, Ontario, Canada

Maintained full-scope accountability for 22 accounts in Western Canada with top-line sales of $300M (Western Canada) and $600M (strategic accounts), including major brands such as 7-Eleven, Petro Canada, and Walmart Canada. Employed a consistently customer-driven approach to build, maintain, and repair relations with enterprise accounts, directing critical engagement efforts to resolve conflicts and exceed established sales and business targets.• Remediated underperforming 7-Eleven partnership through extensive root cause analysis and consultation, successfully repairing account relations to win Vendor of the Year and secure a seven-year extension to grow the customer to the second largest account behind Walmart. • Spearheaded similar account remediation strategies to expand partnership with Petro Canada, culminating in over $600M generated between Walmart, Petro Canada, and 7-Eleven accounts.

Mississauga, On

• Reported to the Senior Director of Retail and Product• Direct Team of 4 Account Managers and Top Line Sales of +$300 Million• Grew sales in a previously declining business while re-organizing roles and FTE on team

Markham, On

Brought on as the National Sales Director following the acquisition of two large brands, leveraging exceptional change leadership to integrate business operations and teams from multiple organizations. Partnered with cross-functional leaders to define market strategies and develop a hybrid direct sales and broker network while ensuring all operations aligned with defined service level agreements (SLAs) and go-to-market strategies.

Vancouver, Canada Area

- Selected by PFC and PBC President’s for 2012 President’s Leadership Forum- Foodservice lead for Frito Lay ‘Win Out West’ strategic vision for PepsiCo Canada- Managed 12 Direct Reports on Western Canadian Sales team as well as Western Sales Managers- Responsible to lead Field and Key Account team hit and over deliver plan and objectives- Foodservice lead for Lean Six Sigma projects and Demand Planning Projects

Toronto, Canada Area

- 2011 Foodservice Sales Manager of the Year - Canada- Managed 16 Direct Reports on Ontario Sales team- Assisted in the development and creation of new FS team, structure and territories after merger- Identified, recruited, and trained professional sales team to improve selling techniques and service- Collaborated with marketing to establish new field sales tools and merchandising standards

Mississauga, On

- Worked with accounts using two go to market strategies – direct store delivery and warehouse- Developed and delivered annual plans for key accounts while maintaining trade spend objectives- Managed, coached, and mentored 3 Territory Managers in GTA- Participated in HR planning to develop career and business objectives for all direct reports

Mississauga, On

- 2009 Territory Manager of the Year- Sold across all brands Pepsi, Tropicana, Frito Lay, Quaker – DSD and Warehouse- Team lead on organization, execution, and participation of 2009 CARA Trade-show- Managed distributors, DSD customers, third party end users, and new business leads

Mississauga, On

- Partnered with KAMs to ensure economics of contracts are understood and communicated- Analyzed key performance drivers and add clarity to customer economics- Educated KAMs on financial metrics and forecasting tool standards - Identified and communicated key ‘causes of change’ vs. the forecast