Cantley, Quebec, Canada
Although I'd like to say that I've had nothing but success… that isn't true. Those that have worked with me would likely say that I've overused this, ha... but here it is, "Struggle is an amazing teacher". I use this saying so often because I've found that my greatest obstacles and challenges have taught me the most. With that said, a critical element that has allowed me to truly benefit from this mindset and be a part of some amazing achievements in my career was realizing STRUGGLE and SUCCESS are not mutually exclusive, they do not define those experiencing them, nor are they static or final destinations. Identifying the pains that cause struggle, practicing extreme ownership (written by Jocko Willink & Leif Babin), and creating sustainable solutions that revolve around what we can control and influence have driven much of my success for nearly 20 years in leadership. Another pillar of my career has been the conscious choice to make the goals of others a priority of mine. Significantly investing in the development, support, collaboration, and individual ambitions of people I work with (regardless of rank/role/title) is something that I find both motivating and fulfilling. I can confidently say that my experience across multiple industries, companies of all sizes, and situations, having ranged from dire to great, have not only created some memorable stories (more than a few, ha!), but also validated that the approach mentioned above works! Drop me a line or send a connection request if you'd like to chat and/or share some ideas.
Full accountability for the strategic leadership and direction of Giatec’s Global Sales, Business Development, Engineering Solutions, and Customer Success functions across multiple business lines. Author of a robust go-to-market strategy across multiple international markets while consistently building, maintaining, and iterating GTM movements using data-driven, compelling business cases for short, medium, and long-term opportunities, getting buy-in from the executive team and Board of Directors, and establishing the vision and path for continued growth. Produce board-level reporting and analysis along with establishing potential M&A targets and strategic investors. Responsibilities: o Participate as a key member of the executive team in strategic and tactical planning. o Contribute to the goal of significant revenue growth through the formulation and execution of effective sales strategies, while diligently managing operational costs and expenditures. o Identify opportunities for new market penetration, customer expansion, and new geographical markets, prospects, partners, and sales channels. o Design and deliver a world-class customer experience. o Provide strong, effective, and visible leadership to the team to ensure all staff are highly engaged to contribute fully to the realization of the company’s mission, vision, and objectives while building a strong and positive culture. o Develop and administer sales goals, KPIs, and objectives across the organization and establish a sophisticated mode of measurement to determine opportunities for growth. o In line with growth objectives, select, hire, train, manage and develop all team within the departmental org structure. o Create, implement, and monitor activities, analyze results, identify gaps, and implement solutions to address issues or concerns while improving sales & success training.
Full accountability for the strategic leadership and direction of Giatec’s North American Sales, Business Development, Engineering Solutions, and Customer Success. Lead a team of sales and technical professionals to capitalize on existing sales and customer success management, processes, and operations, creating a robust go-to-market strategy that leverages the current successes and identifies new areas of growth. Build, maintain, and evolve a data-driven, compelling business case for short, medium, and long-term opportunities, getting buy-in from the executive team, and establishing the vision and path for continued growth. Responsibilities: Sales Strategy & Vision o Participate as a key member of the executive team in strategic and tactical planning. o Contribute to the goal of significant revenue growth through the formulation and execution of effective sales strategies, while diligently managing operational costs and expenditures. o Identify opportunities for new market penetration, customer expansion, and new geographical markets, prospects, distributors, partners, and sales channels. Leadership, Coaching & Mentoring o Provide strong, effective, and visible leadership to the team to ensure all staff are highly engaged to contribute fully to the realization of the company’s mission, vision, and objectives while building a strong and positive culture. o Develop and administer sales goals, KPIs, and objectives across the organization and establish a sophisticated mode of measurement to determine opportunities for growth, holding the team accountable to the performance metrics. o In line with growth objectives, select, hire, train, manage and develop all team within the depatmental org structure. Sales Process and Operations o Create, implement, and monitor sales activities, analyze results, identify gaps, and implement solutions to address issues or concerns, while improving sales training, and developing proper segmentation of customers.
Manage a team of world-class Account Managers responsible for creating happy customers and exceeding sales goals by expanding our customer's use of our software within their team and across their organization. Lead the Business Development function through the mentorship, direction, and support of our Manager, Business Development to drive revenue opportunities for the entire Global Sales organization. Develop, implement, and facilitate process improvements for each primary function within the Global Sales organization (Account Executives (New Business), Account Manager (Expansion), and Business Development (Pipeline Development) teams. Responsibilities - Hire, onboard, develop, and lead a team of high-performing, inclusive, and coachable Account Managers (AMs) responsible for building and maintaining strong, long-lasting customer relationships, championing the customer’s interests at all levels internally and achieving and exceeding performance objectives and sales goals. - Hire, onboard, develop, and lead an inclusive, and development-focused Manager, Business Development who is responsible for identifying, coaching, and retaining a world-class team of BDRs and achieving assigned performance metrics. - Manage and optimize the Global Enterprise Sales tech-stack, continuously review sales processes, and suggest and implement process improvements across the department in conjunction with the strategic direction of Global Enterprise Sales. - In partnership with the Director of Sales, lead the onboarding process of all sales positions (BDM, BDR, AE, AM) through training, development, and coaching. - Improve departmental reporting on Sales KPIs, pipeline management, and quota achievement. - Develop and manage the Sales Operations Manual.
Analyze, support and provide recommendations regarding high-level investment opportunities across multiple verticals in the North American market. Duties include research, analysis, and recommendation of the following: - Market Behaviour (past, current, and projected) - Existing Business Model(s) - Operations - Program and Project Management - Business Development - Competition - Transformation Requirements
Build and maintain positive customer relationships within the market. Promote and enforce exceptional customer service and foster a culture of continuous improvement and excellence within the SP field team. Engage customers directly to gain their feedback on Superior Propane service levels. Act where necessary to ensure customer satisfaction. Lead customer retention initiatives. Ensure the effective delivery of product, equipment, and services to customers. Oversee daily operations and liaise on staff scheduling, performance, safety concerns. Maintain service partnership relations within the area of operation. Improve service efficiency by eliminating redundancies and extraneous processes and consistently utilizing and enforcing established processes and procedures. Lead, mentor, coach and develop field staff by providing clear direction, guidance, and support to achieve the overall business strategy and objectives. Proactively manage employee performance. Develop and mentor talent within the team. Engage staff in regular discussions on their front line performance; champion customer service. Manage operational P&L and monitor area financials and activities relative to defined market and budget plans. Deliver on budgeted financial contribution. Oversee and direct new sales activities. Affect continuous improvement and adjustments to plans when and where required. Promote and enforce safety regulations and requirements by personnel within the Market. Follow-up and train when and where needed. Liaise with regional and national teams to ensure safety performance is achieved.
Create and implement the organizational change of Silver Cross, at the time a recently acquired division of Savaria Inc., including revenue development strategies and programs, operational processes and talent management. Direct sales and business operations including new product releases, strategic relationship development with clients and market influencers, major accounts, and contract negotiations. Manage P&L and budget responsibilities. Deliver team training and professional development while mentoring staff. Design, augment and implement annual sales plans and programs driving the achievement of corporate financial targets. SELECTED ACHIEVEMENTS: • Instrumental in the turnaround of an underperforming recent acquisition resulting in the achievement of annual revenue records • Consistently developed strong relationships with influential healthcare industry professionals along with executive decision-makers. • Received President’s Award in FY16 and FY17 for exceeding revenue targets