Gaetano (Guy) Guzzo Email & Phone Number

St-Hyacinthe, Quebec, Ca

Sales, Business Development, Customer Insights, Animal Health, Pet Specialty, CPG

Vancouver, British Columbia, Ca

VetCare is an acquirer, owner and operator of a community of practices in Canada • Recruiting, training, and mentoring a results-oriented business development team of up to 3 individuals • Outlining performance objectives, providing ongoing coaching, and assessing performance, and enhancing the sales & relationship experience of the Business Development Team. The results were 23 acquisitions ($60M revenue) for a total of 52 overall for VetCare in working in a dynamic, sophisticated environment where change is the norm. • Implement and utilize sales development tools and CRM (Salesforce) systems to track team performance and measure KPIs, resulting in deepening relationships with veterinary clinic owners through account management and significantly increasing the pipeline.• Provide strategic insights, gained through many different industry sources, to improve operations of community clinics, clients and patients by working with CEO, CFO, Category Development, Marketing, People & Culture, Legal, Operations and National Veterinary Medical Director• Negotiate Enterprise Supplier Partnerships (Mars, Colgate-Palmolive, Nestle, Zoetis, Merck, etc) that are focused and aligned on long term objectives of VetCare through meetings, contracts, and value-add initiatives, which results in maintaining a non-prescriptive medical approach to patients. • Develop and implement effective sales development processes, best practices, and methodologies. Planning and activation of outreach activities to enhance brand awareness of VetCare across Canada by securing partners to sponsor Practice Leadership Annual Meeting, co-ordinating messaging at conferences across Canada, and implementing strategic initiatives to engage potential customers and sponsors.

St. Louis, Mo, Us

• Developed Strategic plans to shape brand strategy and drive growth by being primary business partner for CEO, Division Lead, marketing and sales teams ensuring targets were achieved• Strategic initiatives, rooted in data analytics (Tableau), provided to sales team and marketing, drove marketing plans and sales stories that ultimately increased sales by 15% • Implementation and integration of advanced CRM (Salesforce/Veeva) system for sales team to drive efficiencies and revenue. • Provided strategy on optimal launch plans built around shopper drivers with a 5Pfocus through monthly updates and developing category selling stories to drive brick & mortar and e-commerce revenue • Drive revenue growth through Shopper Insights by analyzing & leveraging market data (Neilson, ImpactVet), trends and shopper drivers to shape content and have broader implications to portfolio and brand development through brick & mortar, and through e-commerce partners.• Elevated Nestle Purina as the Voice of the Category & Shopper though leadership role regarding all category management projects at accounts, and be the contact point for Shopper Insights, & Shopper marketing activation of the pet owner with Pet Specialty & Veterinary partners. • Developed and presented business reviews on an annual, quarterly, and monthly basis to show deltas and opportunities for revenue growth.• Provided over 150 customer floor layout recommendations to veterinary practices and pet stores, merchandising, planograms (JDA) and strategies to win with the shopper. Working with VCA, Vet Strategy, PetSmart, PetValu and other enterprise accounts to provide “best in class” category management & expertise.

St. Louis, Mo, Us

Position SummaryThis position is responsible for developing retail capabilities and activation strategies within the shelf, aisle and retail environment with targeted customers. * Implemented Category Development Plans at targeted accounts within Pet Specialty & Veterinary Channels* Developed and presented business reviews on an annual, quarterly and monthly basis* Evaluated costs, ROI and ROS for customer Shopper Insight needs* Utilized “Pet Track”, Impact Vet, Spectra, A.C. Nielsen Data, and proprietary market studies to analyze key accounts and identify issues and opportunities specifically with the pet food and CBF categories.* Drove the Insight validation of Shopper Opportunities within strategic customer ICBP engagement* Participated in business planning with targeting customers and provide insights to support strategy, initiatives and the activation of programs* Influenced and guided shelf and retail experience initiatives with targeted customers with a focus on placement and department placement* Took a leadership role in regards to all category management projects at accounts, and be the key contact point* Provided analysis and insights on internal and external research * Implemented sales analysis tool and created/maintained reports for sales reporting

Leverkusen, North Rhine-Westphalia, De

• Accountable for generating territory sales at or above the established sales goal. • Accountable for maintaining expenses at or below territory expense budget. • Develops and utilizes selling skills to identify and satisfy and exceed customer needs. • Plans activities and promotional efforts. • Regularly calls on enterprise customers and influence thought leaders to increase sales of Bayer products. • Organizes and conducts product training seminars. • Follows the sales implementation and marketing plan for each product.

• Supplied technical information, programs and strategies to maximize profitability for veterinarians and increase market sales, especially service contracts. • Signed 45+ clinics to service contracts. Of these 45, 10 were with Veterinary groups of clinics. • Promoted products for Dispomed and other companies including Tuttnaeur, Concord medical supplies. • Worked closely with clinics to improve veterinary equipment and maintenance. • Implemented new product launches and merchandising to capture market share and increase revenues.• Directed internal company resources in support of customer accounts and to achieve sales to various clients such as VetStrategy, PetVet, OVG and others. • Worked closely with office/practice managers to replace best practice strategies for maintenance with Dispomed maintenance. • Sold products and especially maintenance contracts at trade shows in support of the company, including OVMA, OAVT, and OMVQ.

• Supplied technical information, programs and strategies to maximize profitability for veterinarians and increase market share for companies represented. • Promote products for several Animal Health Companies including Abbott Animal Health, Mila, Apotex and Nutro. • Work closely with retailers to improve profits in food sales, toy sales and various sundries. An example of this was to gain the business of a specific pet retailer from another distributor. This turned into a 50% increase in sales contributed to this retailer.• Communicated product and pricing information to various key accounts such as Pet Smart, Petcetera, Pet Valu, and Veterinary Purchasing. This lead to an increase in sales to Veterinary Purchasing.• Direct internal company resources in support of customer accounts and to achieve sales targets. • Monitor custom projects and collaborate with team members at large to meet key milestones and deadlines. • Communicated with veterinary distributors and veterinary supply companies to ensure the proper listing, availability and accuracy of products. • Strengthened relationships and secured sales at trade shows in support of manufacturers and company, including OVMA, OAVT, PIJAC and OMVQ.

• Increased the exposure of NewTrix by forming a partnership with the Toronto Blue Jays as the "Dog Day 2006" supporter. Strategically managed and liaised with key customer and corporate accounts such as Pet Valu, Global Ryans and Veterinary Distributors. • Provide support for NewTrix at various trade shows such as CVMA, PIJAC, OVMA, OAVT, AAPS (www.tavm.org/scalpel/TAVM_ScalpelApr2006.pdf ) and Woofstock. • Managed and supported the distributors and retail clients of NewTrix products to ensure the proper listing and accuracy of product lines. • Developed a high level training program that ensured a complete product line understanding andan increase in sales.

Bachelor Of Arts (B.A.), Major(S); Geography And Sociology; Minor(S); Psychology

Certificate, Project Management

Certificate, Small Business Administration/Management

Business Administration And Management, General