Over 12 years' consecutive, progressively responsible employment helping manufacturers market their products. Proven ability to build relationships, negotiate win-win contracts, open markets, and help executives develop effective strategies. Generated over $20 million for Compugen. Won sales and service awards.
Employment
Infinity Technologies Inc., Mississauga
Jan. 03 - pres. Senior Account Manager
- Was hired on basis of extensive knowledge of government and insight into their personnel, procedures and practices.
- Communicated this knowledge to senior executives to assist them with strategic planning.
- Successfully sold services to government, for the first time, by capitalizing on prior contacts.
Mar. 99 - Nov. 02 Account Manager
- Promoted from previous position in recognition of demonstrated ability to upsell customers.
- Member, President's Club, 2000, for achieving 194% of quota.
- Won quarterly Ovation Award three times for exceeding expectations. E.g., assumed workload of another employee who left his position, in addition to my regular duties. Managed major account; managed and closed 3 major rollouts for Ontario Ministry of Health (MOH). Generated over $20 million in sales.
- Demonstrated vision and perspective by overseeing large projects. For MOH, managed implementation of complex projects throughout lifecycle, using best practice methodologies.
- Developed scope-of-work document, explaining in detail the roles and responsibilities of each contributing party; costs; timelines; and other legally-binding terms and conditions.
- All projects were completed within budget, and we met or exceeded all timelines in accordance with pre-established contracts.
- Liaised with Compaq Canada to create structures within that organization parallel to those in Compugen.
- Demonstrated team skills by working closely with both internal and external departments.
- Compiled and summarized project plan, determining architecture and other resource requirements, as well as scheduling.
- Took initiative to use in-house resources to devise and implement LotusNotes training for 120 users throughout Ontario. This was the first time Compugen's resources had been utilized to provide training for a third party.
- Exceeded responsibilities by effectively delegating the provision of comprehensive site surveys.
- Played major role in recruiting staff.
- Closed two of our largest Microsoft contracts, totalling $8 million.
- Proven ability to effectively sell professional services.
- Sold to senior executives within major governmental organizations.
- Developed solutions and services for customers according to their specifications.
- Built successful and productive relationships with personnel at all levels within governmental agencies.
Mar. 95 - Oct. 98 Account Representative, Systems Division
- Promoted from previous position in recognition of demonstrated ability to improve employer's bottom line through effective relationship-building.
- Member, top-selling team in division, each year. Closed sales by negotiating win-win contracts with corporate clientele.
- Liaised with UNIX manufacturers in U.S. to troubleshoot problems within their purview.
- Closed and managed large desktop rollout.
- Promoted from previous position in recognition of demonstrated ability to handle customers and win them over.
- 1st external employee ever to win Scotiabank's national "Taking It To the Streets" award for service excellence.
- Won 2 quarterly Quota Buster awards.
Education
Completed courses:
- Sales 101, by Dale Carnegie.
- Empower, by Ian Sielby.
- Power Partnership Selling, by Ian Sielby.
- 3 Star training, by 3COM.
- Sales training, by DEI Management Group.
- Strategic Decision Works, by David Beatie Rothmans School, University of Toronto.
- Sales Expert, by Enterasys Networks.
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