Steven Hughes Email & Phone Number

Vancouver, Canada Area

I’m a Sales Trainer & Coach, Social Selling Author, Speaker and Advisor. I’ve carried a sales bag, managed corporate sales teams, built an award winning sales career through the years across multiple customer types: Fortune 100, small medium business, distributors, retailers, and channel partners. I've invested the past 25+ years learning what works and what doesn't when creating sales and business process success. Telling people what to do is not coaching. I share my experience with teams and individuals to help them maximize the value of the sales process. My coaching promotes each individual's development, improves job performance and reduces unnecessary learning time. Unlike sales management, which focuses on telling them what to do, HUGHES Coaching helps sales professionals become even more effective and successful. Our coaching program taps into a person’s previously unused strengths and talents to advance personal growth and learning, which challenges them to discover their personal best. The HUGHES Coaching program is collaborative as well as interactive.Want to know more? Reach out and let's connect.

Vancouver, Canada Area

Kärcher Canada, located in Mississauga, Ontario, is a subsidiary of Alfred Kärcher GmBh and Co. located in Germany. Kärcher is family owned, has been in business since 1935 and is now the world’s largest manufacturer of cleaning equipment. Kärcher is committed to providing innovative products while showing legitimate concern for the environment. Kärcher is a certified ISO 9001 and 14001 (Environmental Management) manufacturer.In this contract role as the Western Canada Strategic Accounts Manager, I leveraged my knowledge of corporate account development and my extensive network of business relationships to create growth.•Oversaw projects and business development relationships with direct and corporate clients; my key responsibility was focusing on customers with high-value, strategic growth opportunities. •I evaluated client’s processes as they relate to Floor Care and Pressure Washer equipment, and provided recommendations for automation and enhancements.•Co-ordination and delivery of hands on training that helps to streamline client work loading and control expenditures.•Collaboration with Kärcher Regional Managers on business development.

British Columbia & Alberta

In this role, I led corporate account sales in the British Columbia, Alberta and Yukon region, including devising business development strategies, prospecting for new opportunities, and cultivating relationships with C-suite and executive managers at target companies. I served as the key contact for corporate account clients; and advised major healthcare/senior living facility clients on Ministry Requirements for Housekeeping and Environmental Services. I also developed and facilitated new product sales training internally and externally (clients); led new client on-boarding training and existing client remedial training, including WHMIS testing and renewals, for all corporate clients in Alberta and B.C. I monitored regional contract compliance for corporate client programs; oversaw 11 account managers in B.C. and Alberta; and directly supervised a 3-person corporate accounts sales team for B.C. and Yukon region. I achieved a $3.5M sales budget.•Exceeded personal sales target by an average of 4.7% in three consecutive years; despite flat market growth.•Orchestrated the Western Canada team’s acquisition of a 5-year, $2.5M contract with Good Samaritan Society (33 facilities). Collaborated with Toronto-based colleague and spearheaded negotiations to close deal.•Cultivated a high-performance team that exceeded collective sales goals by 13% (2015).•Instrumental contributor to the development and implementation of a dedicated corporate account sales team; resulted in improved profitability from corporate accounts.

British Columbia, Canada

I was engaged to launch Canadian operations of this franchise business. I oversaw all business management functions, including sales, operations, service, and marketing. I devised sales territories; developed and managed sales and marketing budgets; delivered sales presentations to C-suite decision makers; and spearheaded the organization’s trade show attendance strategies. Additionally, I headed all recruitment and training for sales representatives and technicians; and maximized performance and profitability through weekly business reviews and frequent in-field support. I created market-specific sales training curriculum and learning tools to address goal motivation, prospecting, and rejection. I directly supervised a team of 12, including sales representatives and service technicians.Key Achievements:•Catapulted initial sales by rapidly securing major accounts upon Canadian launch, including Cactus Club, The Keg, Boston Pizza, PNE, and Starwood Hotels.•Successfully steered a two-year negotiation to win a vendor contract for the 2010 Olympic Games; achieved the sole fryer servicing deal for BC Place and Roger’s Arena.

Western Canada

In this position, I headed sales for Western Canada, including B.C., Alberta, and Saskatchewan. I managed the broker network in Alberta and Saskatchewan and led all distributor sales (Sysco, GFS, Bunzl, Unisource, and Enterprise Paper). I also executed distributor sales representative training and served as an ongoing resource to improve brand positioning and results. Additionally, I planned and attended 8 trade shows per year; established new distribution alliances for bakery product lines; and developed private label products. I achieved a sales budget of $2.8M.Key Achievements:•More than doubled sales, from $1.3M to $2.8M, over 6 years; and averaged 19% YOY growth. Executed a multi-channel sales strategy, including: driving distributor sales through representative training, generating re-distribution/private label business from major end-users, and developing winning RFPs for major tenders.•Recipient of Lapaco Sales Representative of the Year Award (2005).

Vancouver, Canada Area

I was initially recruited to conduct beverage sales and was promoted within 1 year to the position of Territory Sales Manager. I was assigned an expanded sales portfolio that included consumer packaged goods and foodservice. I analyzed the market to identify trends and risk; developed sales strategies; and executed sales programs. Additionally, I connected with key influencers; monitored adherence to vendor agreements; and met a $1.6M sales objective.Key Achievements:•Secured a 5-year contract with Department of Federal Corrections, worth over $235k per year.•Netted an average of 10 new accounts per month, through cold-calling, distributor sales representative training, and re-distribution arrangements.

Education record

Fine Arts