Justin Erikson Email & Phone Number

Canada

ECCO Supply™ is one of Canada’s largest distributors of HVAC and related products, With 18 locations accross Western Canada, we provide complete HVAC supply solutions including residential, commercial, industrial and institutional estimating, plan and spec and custom metal fabrication.● Regional Growth: Identified four underserved areas throughout BC to increase market share. Presented three-year business plans for each location and received approval. One location completed Q4 2022 and exceeded sales plan in 2023. Two additional locations are currently under negotiations for a 2024 opening. ● Exceeding Forecast: Through developing individual branch business plans, client engagement, regular reviews, and coaching, the BC region finished ahead of sales targets in 2022 and 2023.● Reward Programs: Worked with internal and external stakeholders to develop an industry leading reward and dealer program to equip our Territory Managers with tools to drive an average of four new client conversions per month.● Pricing Alignment: Recognized inconsistency in pricing matrix among vendors and branches throughout the region. Organized internal and external stakeholders to align pricing on all tiers that are reflective of current market environments and delivered a documented pricing process to minimize future issues.● Operational Excellence: Leader on the operational committee focusing on internalimprovements to processes and documentation. Currently working on showroom consistency, distribution modelling, standardize warehouse mapping and BIN locations.

Richmond, British Columbia, Canada

Opria Group is an industry leading design and build firm for commercial construction management in the medical space. Opria specializes in new builds, tenant improvements and equipment supply for optometry, medical, physiotherapy, dental, pharmacy and other clinics throughout BC and AB. As a dual role, the CEO and VP of Sales is responsible for providing fiscal, strategic and operational leadership to the organization while driving sales revenues through client engagement. • Executive Analysis: Worked closely with ownership to assess current programs and design comprehensive programs aligned with the overall business requirements.• Financial Management: Reviewed and audited financial statements, identifying and resolving inventory discrepancies and cost control opportunities within inventory fulfilment. Recognized revenue forecasts versus actuals were not aligned in pre-owned equipment sales, resulting in dissolving the business unit and achieving approximately $250K in annual savings. • Cash Flow Analysis: Used a process-driven approach to progress billing and invoice payments resulting in significant increases in cash flow. Decreased average A/R from $1.2M to $350K. Negotiated better supplier payment terms and improved overall financial practices. • New Business Development: Generated $1.6 million in new contracts at ~30% margins through client engagement, value engineering and improving the overall client experience.• Organizational Design: Partnered with ownership to redesign organizational structures, improving their ability to meet the current and future needs of the business.• Staff Development: Provided coaching to various levels of management, focusing on personal and professional effectiveness, conflict resolution, and communication techniques.

Richmond, British Columbia, Canada

As a member of Trail’s Senior Leadership Team, the Senior Director of Builder Sales was responsible for defining and executing the strategic direction for the builder sales division with a focus on driving sales and maximizing profitability. Reporting to the CEO, the role oversaw the activities of the entire builder team (11 direct reports and 44 indirect reports), maintaining focus on delivering an exceptional customer experience. • Strategic Analysis: Drove and implemented high level strategic decisions across the department to drive competitive advantages and ensure long term profitability. Required innovative solutions including strategic partnerships, national purchase orders and interprovincial service level agreements. • Sales and Profit Analysis: Exceeded both top and bottom line financial objectives five years consecutively. In 2020, increased delivered sales Volume for Single Family by 22% and Multi Family by 72% with an increase in gross profit dollars of 18% and 73% respectively. • Supplier Negotiations: Directed annual supplier negotiations in order to leverage profitability through volume rebates and preferred pricing programs. Helped shape current pricing structures between dealers and manufactures in western Canada to level the playing field• New Business Development: Identified new products and brand opportunities to create competitive advantages and maximize profitability. Strategically promoted exclusive and complimentary brands to gain market share in BC. • Organizational Redesign: Partnered with the CEO and President to redesign organizational structures, enabling the division to remain sustainable through periods of rapid growth.• Inventory Forecasting: Increased warehouse turns from 7.2 to 9.7 by working collaboratively with purchasing to merge historical sales and purchasing data to identify accurate demand planning which resulted in increased cash flow and optimized warehouse space.

Richmond, British Columbia, Canada

The Regional Sales Manager was responsible for leading the builder division and its management team (6 direct reports and 19 indirect), overseeing sales operations activities related to both single family and multi family divisions. The RSM’s objective was to drive sales revenues across the department while managing and executing the sales initiatives, KPIs and goals of the team.• Client Development: Identified new customer opportunities and cultivated trust-based relationships with stakeholders, industry partners and clients from C-suite decision makers to front-line associates. • Leadership and Coaching: Provided coaching, motivation and guidance to a high performing sales team in a variety of areas, including successful account strategies, professional development, customer interactions and solution based problem solving. • Training and Development: Developed and implemented a professional sales development course customized to the unique needs of the sales management team, focused on enhancing management skills, sales operations processes, customer expectations, costing practices, time management, financial literacy and strategic account planning.• Operational Analysis: Successfully reduced margin erosion by $750,000 in lost profit by driving the formulation and development of operating policies, procedures and programs to maintain and improve the effective operation of the department. • Sales Objectives: Met and exceeded sales revenues, targets and market share through creating engaged and motivated sales and support teams. Created sales plans, analysed markets and projected sales volumes to successfully grow market 20% share year over year.• Change Management: Worked closely with executive team to determine desired future state and create programs to help prepare and support individuals to successfully adopt change.

Victoria, British Columbia, Canada

The Store Manager was responsible for overall branch sales results & KPIs, retail product experts’ performance, scheduling and payroll reporting for staff, maintaining in-store experience standards, building maintenance and security, and branch level health and safety standards.• Sales and Promotion: Exceeded year over year sales and operation targets, Increased protection plan attachment rates from 15% - 20% through p2p training, engagement and incentives. Improved add on target setting and monitoring,• Customer Experience: Increased NPS scores through employee engagement and enhancements to various customer journey touch points including customer greetings, instore/warehouse pickups, customer resolutions, returns and exchanges.• Project Coordination: Created and managed project plans for display kitchen and building maintenance, outlining key stake holders, delegation of responsibilities, required resources, timeliness, critical paths and potential challenges. • Showroom Design and Layout: Managed the continued assessment and execution of product display initiatives, strategic core line up and sale event product display. Directed the design of custom display kitchens to balance supplier relations and company directives. • Supporting Sales Process: Stakeholder in various processes including marketing, pricing, inventory, delivery, logistics, administration and merchandising.• Quote and Order Management: Engaged and monitored all quotes and high value opportunities to ensure closing expectations were met or exceeded. Coached and mentored Sales Manager on order quote management and engagement. • Staff and Scheduling: Successfully managed sales, admin and logistics scheduling to anticipate the demands of sales and promotional activities. Black Friday, boxing week, and other company power sales.

Richmond & Victoria, British Columbia, Canada

Working in multiple locations, the Retail Sales Manager was responsible for driving sales growth and responsible for the leadership and direction of the team (6 – 10 reports) with a focus on increasing market share through a customer-centric approach. The Retail Sales Manager was expected to support, coach, train and mentor the retail sales staff and manage the overall customer experience.

Vancouver, British Columbia, Canada

The Financial Services Manager was accountable for all manufacturer financing and insurance options. Seeks new lending institutions and maintain working relationships to secure competitive interest rates and financing programs. Ensures contracts are funded to maximize dealership cash flow. Focus on training and providing the sales team with information on finance and lease programs and the benefits of the dealerships financing and extended service programs.• Cash Flow Management: Increased cash flow by developing and enforcing new standard operating procedures that resulted in the expedition of funding for pending contracts. • Gross Profit Improvements: Increased gross profit through the introduction and marketing of new products, including third party warranty, after market services, and insurance.• Relationship Development: Developed and maintained strong relationships with lending institutions, insurance corporations and third party warranty providers.• Customer Experience: Improved client satisfaction and increased customer survey results through investigation and remapping of the customer journey.

North Vancouver, British Columbia, Canada

The Sales Manager is responsible for both new and used car departments’ sales strategies, leading, and training all current and new team members, and creating a culture for the team to grow. Coach salespeople on standard methodologies for closing deals and provide mentorship to improve sales performance. Set sales goals, track progress, and lead team to achieve and exceed those quotas. • Inventory Control: Managed the forecasting, budgeting, product mix, and ordering to meet market demands and maximize volume rebates for profitability.• Marketing: Managed monthly manufacturer marketing budgets, developing individual store promotions as required and cultivating relationships with various marketing agencies to ensure an optimized marketing mix. • Performance Management: Managed eight Sales Associates, coaching and developing monthly incentives and tracking in order to meet dealership targets.• Recruitment & Selection: Oversaw the hiring and on boarding of sales associates. • Provincial & Federal Compliance: Ensured compliance with all required laws and guidelines, including the Privacy Act, advertising laws, contract law, and lending guidelines.

Bachelor Of Business Administration (Bba), Business/Commerce, General

Double Major | Management & Marketing Graduated with Honors

Diploma In Business Management