Summary
Overview
Work History
Education
Skills
Websites
Accomplishments
Certification
Timeline
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Amy Pickard

Amy Pickard

Aurora,ON

Summary

Goal-oriented leader with distinguished experience in technology and security industries and proven leadership abilities. Expert in increasing productivity and customer satisfaction while driving revenue and sales. Committed to streamlining procedures while optimizing employee talent.

Overview

13
13
years of professional experience
1
1
Certification

Work History

Director of Sales

Triton Canada Inc.
Toronto, ON
12.2021 - 02.2023
  • Managed and motivated sales team to increase annual year over year revenue by 12% and activate 670 new clients.
  • Instated financial controls, planned business operations and controlled expenses while identifying and pursuing opportunities to grow business operations and boost profits.
  • Implemented and Monitored workflows to optimize resources via adoption of HubSpot CRM and its integration into organization ARP system to streamline sales process.
  • Collaborated with Marketing Manager to help sales campaigns reach target audiences by analyzing previous years revenue by business and industry trends to align marketing campaigns.
  • Held weekly one-on-one and team meetings with sales team members to identify selling hurdles and offered insight into best remedy as well as provide coaching and development for career progression.
  • Developed sales division including development of processes and procedures, creation of sales and sales support roles, development of sales strategies based on research of customer buying trends and market conditions.
  • Achieved and established KPI for company, national team and individual performance including implementation of commission structure and quota achievement.
  • Compiled and analyzed data to determine approaches to improve sales and performance as whole and for individual team members.
  • Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity.
  • Resolved problems with high-profile customers to maintain relationships and increase return customer base and adding 10 national logos opening up expansion opportunities into public sector and financial industries.
  • Coached and promoted high-achieving sales and account management employees to fill leadership positions with qualified staff and boost company growth.
  • Collaborated cross-functionally to adopt consistent message and sales experience to both internal team members and external customers by standardizing sales materials and RFP response outlines to promote consistency and brand image.
  • Recruited, interviewed and hired employees and implemented mentoring program to promote positive feedback and engagement and constructive feedback where necessary.

Strategic Account Executive

Rogers Communications Inc.
Toronto, ON
06.2019 - 12.2021
  • Established client and market priorities in construction industry to execute strategic course of action in adopting cloud and IoT technologies to digitally transform their internal operations and redefine construction and development projects adopting smart technology.
  • Supported continuous improvement of group strategies, program development and organizational effectiveness to drive revenue.
  • Generated sales activity to build functional pipeline of qualified opportunities including cold calls, networking events, and utilization of LinkedIn Navigator.
  • Partnered with internal resources to present additional value and expertise to clients while presenting solutions as well as brainstorming customized solutions to adapt to customers unique needs.
  • Maintained comprehensive industry knowledge and studied consumer behavior to identify and present innovative solutions as Rogers launched Rogers Advanced Property Solutions.
  • Determined direction for strategic accounts by researching competitive landscape, market insights and communication across stakeholders.
  • Built credibility and trust to influence client's buying decisions.
  • Monitored performance metrics and prepared reports and forecasts in Salesforce and PowerBI to present to executive team.
  • Directed contract strategies, requests for proposals and key performance indicators to measure and track process and attain customer commitments to achieve annual quota attainment of 175% and invite to President Club.
  • Generated pipeline to close revenue and attain quota of at least 5x quota, including entering 2022 with pipeline of qualified opportunities adding to $13.9 million.

Account Executive

Rogers Communications Inc.
Toronto, ON
06.2017 - 06.2019
  • Cross-sold products and services to clients to secure additional business and grow revenue streams through Rogers for Business array of wireless, connectivity, security, and IoT solutions successfully growing business by $850K within first year in territory.
  • Applied needs-based analysis to assess current satisfaction and importance of various product features to customers to provide consultative selling approach.
  • Stayed up-to-date on emerging industry and product standards and trends to revitalize accounts, including engaging low share accounts and introducing them to solutions available not realized offered. This approached resulted in $5M committed opportunity.
  • Employed proactive and collaborative approaches to strengthen relationships and manage customer needs via third party partners and internal stakeholders.
  • Qualified leads, built relationships and executed sales strategies to drive new business including 104% growth in 2018 while managing base worth $4Million.
  • Met and exceeded service level goals to achieve standards and expectations with customer satisfaction survey result of 10/10 by resolving issues quickly and communication.
  • Conducted integrated sales presentations to illustrate value of product or service and tailor call-to-action with customized solution and message based on customer and target audience.
  • Leveraged CRM to collect, organize and manage sales data and customer information.
  • Built and strengthened customer relationships with proactive and collaborative approach to managing needs.

National Relationship Manager

GardaWorld
Toronto, ON
03.2013 - 03.2017
  • Gained strong leadership skills by managing projects from start to finish including all sales and operational activities with national client group involving management of 7,500 hours/week of staff ranging from director level to security guard.
  • Demonstrated creativity and resourcefulness through development of innovative solutions as shown in finding unique revenue generation efficiencies when margins were cut with increasing minimum wage standards.
  • Responsible for P&L of national accounts including maintaining gross margins of 15% through cost controls and rate increase negotiations.
  • Used strong analytical and problem-solving skills to develop effective solutions for challenging situations.
  • Used critical thinking to break down problems, evaluate solutions and make decisions.
  • Worked effectively in fast-paced environments.
  • Acted as team leader in group projects, delegating tasks and providing feedback incorporating oversight of schedulers, dispatchers, security directors, and security guards.
  • Hire, train, mentor, and provide coaching on achieving performance expectations including negotiating with union representation.
  • Successfully attained $250K in rate increases in 12 months and negotiated contracts ranging from $150K to $5M per year.
  • Spearheaded initiative to reduce employee overtime expenditures by 12% by leveraging creative recruitment techniques and incentives to schedulers.
  • Cultivated meaningful relationships to 3 complimentary organizations leading to new business opportunities and revenue streams.

Business Development Specialist

GardaWorld
Mississuaga, ON
01.2012 - 03.2013
  • Vital member of small team responsible for launching Business Development department.
  • Conducted regular meetings with prospective clients to build positive and productive relationships.
  • Boosted sales by $500,000 in first year within combinational of commercial and residential prospects through cold and warm techniques.
  • Networked among local business and community organizations to develop leads and generate business.
  • Compiled product and customer data to generate informed revenue projections.
  • Utilized knowledge of industry trends to develop value-added solutions and approaches for target audiences.
  • Developed and implemented favorable pricing structures balancing firm objectives against customer targets.

Account Representative

Canon Canada
Toronto , ON
01.2010 - 01.2012
  • Set and achieved company defined sales goals by averaging $25K/month and 106% to plan.
  • Met with customers to discuss and ascertain needs, tailor solutions and close deals.
  • Achieved revenue targets by developing targeted account strategies.
  • Negotiated prices, terms of sales and service agreements.
  • Developed and maintained strong working relationships with professionals within assigned territory.
  • Identified new business opportunities through cold calling, networking, marketing and prospective database leads to effectively convert 29 key competitive accounts.
  • Increased sales with execution of full sales cycle processing from initial lead processing through conversion and closing. Recognized by senior leadership for superior performance, reaching rank of 12th overall in Canada.
  • Kept detailed records of daily activities through online customer database.
  • Performed effectively in self-directed work environment, managing day-to-day operations and decisions.
  • Gained customer trust and confidence by demonstrating compelling, persuasive and composed professional demeanor.
  • Interpreted financial data to identify trends and opportunities.
  • Built diverse and consistent sales portfolio.
  • Achieved or exceeded company-defined sales quotas.

Education

Executive Masters of Business Administration - Business And Technology

Quantic School of Business And Technology
Online
11.2022

Post Graduate Diploma - Sport And Event Marketing

George Brown College
Toronto, ON
08.2010

Bachelor of Commerce - Marketing Management

University of Guelph
Guelph, ON
04.2008

Skills

  • Revenue Projections & Pipeline Development
  • Interdepartmental Collaboration
  • Sales Strategy Development
  • Partnering and Relationships
  • Contact Management Systems (Salesforce and HubSpot)
  • Strategic Selling
  • Corrective Actions
  • KPI & Analysis & Sales Statistics Analysis
  • Sales Program Coordination
  • Team Recruiting and Onboarding
  • Sales Quota Management
  • Profitability Assessments

Websites

Accomplishments

  • Spearheaded the creation of sales division to include Account Executives, Account Managers, and Sales Coordinator.
  • Doubled the new weekly account activations by introducing CRM software to streamline sales tasks from lead to converted customer.
  • Collaborated with multi organizational divisions and departments in the development of Rogers Smart Construction division.
  • Increased productivity 60% by implementing several process improvements, including introduction to CRM, standardizing processes and creating shared documentation.
  • 2020 President's Club Winner
  • Lead sales team to successfully convert 670 new customers in 2022 at Triton.
  • Exceeded annual quotas ranging from 103% to 176%/year while ensuring 5x pipeline at all times.
  • Documentation - Wrote and edited documents to keep staff informed on policies and procedures.
  • Business Development - Largest sale and deployment in Roger's IoT space and highest data centres signed agreements. Resulting in revenue growth of 176%.

Certification

  • Professional Sales Training Certificate, University of Toronto - 2013

Timeline

Director of Sales

Triton Canada Inc.
12.2021 - 02.2023

Strategic Account Executive

Rogers Communications Inc.
06.2019 - 12.2021

Account Executive

Rogers Communications Inc.
06.2017 - 06.2019

National Relationship Manager

GardaWorld
03.2013 - 03.2017

Business Development Specialist

GardaWorld
01.2012 - 03.2013

Account Representative

Canon Canada
01.2010 - 01.2012

Executive Masters of Business Administration - Business And Technology

Quantic School of Business And Technology

Post Graduate Diploma - Sport And Event Marketing

George Brown College

Bachelor of Commerce - Marketing Management

University of Guelph

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Amy Pickard