Martin Lapointe Email & Phone Number

Calgary, Ab, Ca

Calgary

Calgary, Canada Area

(2012 - Present) Regional Manager of sales and Operations (Prairie Region)Responsible for all employees, clients and P&L for the Prairie Region (MB, SK, AB). • Developed and implemented sales standards, engagement model and local market strategies.• Identified and implemented operational efficiencies to better serve clients and add profitable business.• Developed leadership standards for both Sales and Operational Managers and leaders.• Improved internal and external communications.

Responsible for managing all sales, customer service and administrative Associates in Alberta. Associate compliment in excess of 95.Responsible for development and attainment of annual budget for sales, margin and EBIT. Sales targets exceeding $100 million annually.Developed and executed sales transformation plan to re-engineer local structure, engagement model and culture.Developed a large & small business sector sales structure and coverage model as a component of a sales force re-engineering project.

Directly responsible for the development and training of Business Development Executive group, prospect identification, development strategies, programs and execution.Responsible for development and attainment of annual team sales budget exceeding an average of $11 million of 'new' business annually.Developed a large business sector sales structure and coverage model as a component of a sales force re-engineering project.Development of Total Cost of Ownership program which provided a competitive advantage in benchmarking customer procurement improvements. TCM not only predicts the potential for customer cost reductions but it also quantifies the actual savings customers derive from process improvements and implementing product procurement strategies.Developed National Account Program. This includes identification and denotation of accounts that have central decision making and the appropriate account assignment as well as comprehensive reporting to identify opportunities to improve agreement compliance, process compliance, account penetration and margin improvement.

Managed the successful integration of Alberta customers and Associates during the acquisition of a Computer Products company.Developed new territories for Alberta Technology Representatives and managed the transition of customer relationships and computer product category sales to these new specialist roles.Worked in collaboration to develop and implement new computer products category, marketing strategy and pricing models.Responsible for the training and development of five Alberta Technology Representatives and four Computer Supplies Help Desk Associates.

Responsible for development and training of Business Development Executive team while working in collaboration with local Management.Successfully developed strategies and programs to retire annual team sales objectives for new business exceeding an average of $9 million annually.Developed a customized application within Sales Force Automation program to measure prospect development, progress towards revenue targets and create sales funnels. This served as the platform to develop a predictable repeatable sale process for prospective customers.Developed analyst program to manage custom contracts terms and establish margin improvement tactics. The analyst team has successfully managed custom price programs to improve margin and provide important customer product purchasing insight.Reengineered Account Profitability Report to encompass all product categories and additional selling expenses to more accurately predict new account profitability, benchmarks proposed pricing guidelines and develop margin improvement strategies.Developed formal customer Post Mortem program and database to determine competitive gaps.Direct responsibility for Enterprise customer revenue growth in Western Canada averaging $5 million annually. Highlights include the account acquisition of Public Purchasing Group ($5m), Trans-Canada Pipelines ($2m), University of Regina ($1m), Great West Life Group ($4m) and CP Rail ($2m) and Petro Canada ($1.8m), Canadian Airport Procurement Assoc ($1.2 mil).

Performed as 'pilot' for Business Development Executive position with responsibility for developing acquisition strategies and programs to acquire and manage large and enterprise customers.Developed a professional Business Proposal template to more effectively position our company with prospective customers when providing a written proposal.Developed the Key Account Manager Assistant program to cost effectively provide specialized service requirements for large and enterprise customers.Managed customer and Company I.T. resources to electronically integrate Company's first E.D.I. customer, the University of Calgary.Developed the Electronic Commerce Coordinator (ECC) position to integrate customer ERP solutions with Company's AS400 platform. The ECC program has not only been successful in contributing to new business acquisition by providing a competitive advantage but has also served as a catalyst to retain and protect existing customer relationships by providing significant process improvements. Individually averaged new revenue growth exceeding $3 million per year. Highlights include the acquisition of significant accounts such as of Imperial Oil ($3m), Nova Corporation ($2m), and University of Calgary ($1.5m).

Responsible for training and development of 34 Account Managers, 6 Customer Service Associates and 2 Retail Service Counter Associates.Developed Inside Sales position to manage small and rural account relationships more cost effectively while improving overall customer service. Developed training and programs, increases headcount to four resulting in Inside Sales revenues growth from $200k annually to $3.8 million.Worked collaboratively with local management team to develop and execute strategies to improve cost of sales by rationalizing outside sales territories. This resulted in reducing Southern Alberta sales territories from 34 to 23 while increasing overall regional revenues.Developed individual territory quotas and established effective sales strategies to achieve Branch quotas.Developed and implemented sales skills training programs to escalate sales effectiveness.Performed 'in field' sales training and coaching to reinforce sales skills and improve individual performance.Created sales incentives programs to motivate sales associates and support overall sales strategies.Managed local vendor relationships and organized product training sessions to accelerate sales for new product launches.

Responsible for territory account retention, account acquisition and sales growth.Increased annual territory revenues from $230,000/yr to $680,000/yr by acquiring new customers and expanding revenues within each account.Won three consecutive annual 'new account' competitions.

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