Reporting directly to the owner, directly managed a team of 8-12 sales representatives. Tenure of staff ranged from rookie to 25+ years experience. Worked closely with department managers in production, estimating, design and logistics to enhance and ensure demanding customer needs were met. Was responsible for all sales which included standard “brown box” packaging applications, value added packaging products such as litho laminiated, pre-print, wax and silk screened applications. Sales also included corrugated and permanent/semi-permanent POP displays as well as full co-pack and distribution services.• Obtained profitable results through the sales team by developing the team through motivation, skills development and product knowledge development• Established sales objectives by forecasting and developing monthly/quarterly/annual sales quota; projecting expected sales volume/growth and profit for existing and new customer business• Operated as a key point of contact for key account customers• Communicated clearly the progress of monthly/quarterly initiatives to the President/Owner• Established and adjusted selling prices by monitoring costs• Maintained professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional associations

• Determined annual unit and gross-profit plans by implementing marketing strategies; analyzing trends and results• Established sales objectives by forecasting and developing annual sales quotas for reps and territories; projecting expected sales volume and profit for existing and new business• Responsible for the optimal deployment of sales personnel. Made recommendations for changing sales roles, coverage models, or team configurations in order to maximize sales productivity • Established and adjusted selling prices by monitoring costs, competition, and supply and demand• Worked closely with senior sales leadership to define the optimal performance measurements and performance management programs required to ensure. Aligned reporting, training, and incentive programs with these performance management priorities• Ensured sales reports and other internal intelligence was provided to the respective teams. Developed new reporting tools as needed. Coordinated with senior sales leadership and owner to lead efficient and accurate sales force reporting initiatives• Worked closely with senior sales leadership and ownership, establishing a sales force training plan focused on developing and reinforcing critical sales competencies. Prioritized training objectives for selling, sales management, and sales support roles. Oversaw the delivery of field and office training to sales and sales support personnel• Designed sales incentive compensation programs that provide market-competitive pay and reinforced company strategy• Evaluated performance of staff for compliance with established policies and objectives of the company and contributions in attaining objectives• Lead a change management process to build organizational understanding of proposed changes, establish support from key leadership stakeholders, and effectively implement new deployment and job models

Delivering a proprietary product with unique service offering, was recruited to manage sales growth. Overseeing sales and customer service, directed a team of 8-10. A position which required a high technical aptitude, it was necessary to stay abreast of the latest in technology to be able to best advise customers. Coordinated with a dealer network across Canada to quarterback the management and servicing National Accounts. National accounts were primarily in the national or regional retail market sector.• Exceeded monthly sales objectives both in topline installation sales and associated recurring monthly service fees through the development and ongoing sales mentoring of the Sales Team• Developed, managed and accurately forecasted a robust sales pipeline• Integrated Sales Force CRM as a tool for customer and sales pipeline management• Worked with a team of sales representatives and customer service agents to consistently identify new business opportunities at existing and potential customers to ensure sustained, profitable growth• Performed joint sales calls and existing customer visits• Developed and maintained an in-depth understanding of the organizations’ core competencies and differentiated capabilities and applied this knowledge to provide value-added solutions to customers• Operated as a key point of contact for Key/National Account customers• Established and adjusted selling prices by monitoring costs• Continuously enhanced selling skills and product, technology, application, company and industry knowledge• Team with the product/vendor representatives to develop and present industry and product training seminars internally• Gathered and communicated competitors’ strengths and weaknesses to provide education to the sales and service teams• Provided accurate, detailed and regular reports as requested by the business Ownership

• Participated in an aggressive and extensive two week training program at Fastenal H/O. Focus was on product knowledge, policy and sales training• Became versed in a variety of construction and manufacturing related tolling as well as necessary health and safety products• Serviced existing accounts, obtained orders, and established new accounts by planning and organizing daily work schedule to call on existing or potential customers• Developed and executed a sales plan in a local territory to reach/exceed goals• Demonstrated excellence in business to business selling on a daily basis• Performed all sales calls and deliveries with a company vehicle• Support responsibilities included receiving, inspecting (QC), staging, scanning, packing, quoting, sourcing and purchasing product and inventory management as needed • Participated with in store merchandise set up and display to encourage sell through on promoted items• Assisted with the handling and development of branch key accounts across Ontario• Provided sales training and mentorship to junior reps to help achieve optimal business results as well as personal goals• Developed all sales materials for presentations• Documented all sales/customer detail in company CRM