Christian Barcelo
Montreal,QC
Summary
Skilled Business Development leader offering 27 years of experience in leading operations and enhancing revenue. Bringing expertise in client acquisition and contract negotiation, along with excellent interpersonal communication, relationship-building and team leadership abilities. Results-driven and proactive with demonstrated record of accomplishment in meeting and exceeding sales and revenue objectives.
Overview
31
31
years of professional experience
Work History
Senior Manager Business Development
CN (Canadian National Railway)
04.2020 - 11.2021
- Developed a program to decrease the complexity in the way we serviced customers, in order to increase resiliency and reliability in service. The program was created to decrease the Operating Ratio (OR) by increasing yield (decreasing cost).
- Reported to the Senior Vice President Sales and Marketing. This role includes providing ad hoc reports, presentations and performance statistics.
- Participated in CN's initiatives to improve customer service (Scorecarding) and the Mobile Reporting System.
- This role allowed me to be involve with all business units and all of CN's departments (Sales, Marketing, Finance, Operations, Finance and Engineering)
Senior Director of Sales
CN
01.2018 - 03.2020
- Managed a Sales portfolio of $1.2B across North America
- Achieved sustainable top line growth with pricing programs by setting objectives above operational cost inflation and customers underlying markets.
- Created sales and marketing strategies to grow market share.
- Worked closely with customers on potential projects that brought long term revenue growth.
- Implemented reliable customer service plan by working closely with operational departments.
- Established sales targets, grew the aftermarket sales department and introduced customer satisfaction survey.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Managed a team of sales representatives, providing guidance, coaching and support.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
Sr. Manager Sales & Marketing
CN
08.2016 - 12.2017
- Coordinated and implemented a growth marketing strategy.
- Lead a team of market managers and Account Managers
- Develop and be accountable toward meeting a set budget
- Analyzed sales and marketing data for improved strategies.
- Implemented, executed and strategically expanded business channel partnerships and program initiatives.
- Directed sales support staff in administrative tasks to help sales reps close deals.
- Evaluated costs against expected market price points and set structures to achieve profit targets.
- Recruited, interviewed and hired employees and implemented mentoring program to promote positive feedback and engagement.
Director of Sales
CN
10.2012 - 07.2016
- Managed team of National Account Managers providing guidance, coaching and support.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Forecasted sales and established processes to achieve sales objectives and related metrics for a sales portfolio of more than $850M.
- Created sale strategies in synch with the marketing plan and the corporate goals
- Major contract negotiations
- Projects and business development management
- Prepared sales presentations for clients showing success and credibility of products.
Senior Account Manager
CN
03.2008 - 09.2012
- Provided extensive support in sales, technical and business areas to key accounts.
- Worked with each customers to develop strategic business and account plans.
- Delivered sales presentations and pitches to clients, and upper management.
- Contract negotiations
- Sell all products (lntermodal, Transload, Linehaul freight, Customs brokerage, 3PL, Etc.)
- Highlight and resolve systemic issues
- Developed and implemented strategies to increase client retention and satisfaction.
- Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.
Market Manager
CN
10.2006 - 02.2008
- Managed a portfolio of over $400M in annual revenues.
- Coached sales team members in effective selling strategies and closing techniques.
- Liaised between senior management and front-line team members to implement effective changes and revitalize market growth.
- Directed projects and capital expense programs
- Provided pricing guidelines to the sales team.
- Developed compelling presentation decks to gain approval for ideas and communicate results.
Other Positions in Sales and Marketing
CN
10.1995 - 09.2006
- Account Manager, Market Manager and Market Analyst
- Analyzed data to uncover insights and identify key opportunities for strategic decisions.
- Used market segmentation analysis to set market share and revenue goals.
Customer Service Representative
CN
03.1995 - 09.1995
- Handled customer inquiries and suggestions courteously and professionally.
- Actively listened to customers, handled concerns quickly and escalated major issues to supervisor.
- Answered constant flow of customer calls with minimal wait times.
- Answered customer telephone calls promptly to avoid on-hold wait times.
- Clarified customer issues and determined root cause of problems to resolve product or service complaints.
General Manager
Convergence Marketing Inc.
01.1993 - 02.1995
- Formulated advertising campaigns
- Provided localization studies for retail companies
Business Advisor
Gouvernement Du Quebec
01.1991 - 03.1992
- Evaluated the impact of major retail chains on local small retail businesses.
Education
Minor - Communication And Advertising
Université De Montréal
Montreal, QC12.1993
BBA - Marketing
HEC Montréal
Montreal, QC06.1992
Skills
- Contract Negotiation Expertise
- Product and Service Sales
- Market and Competitive Analysis
- Sales Expertise
- Process Improvement
- Goals and Performance
- Territory Management
- Networking Strength
- Strategic Negotiations
- Client Meetings
- Onsite Visits
Accomplishments
- Proud to have developed and implemented 8 transloads centres and 12 customer terminals on CN's network, one being the first propane export terminal in Canada.
- Recipient of numerous customer, sales and coaching awards.
Timeline
Senior Manager Business Development
CN (Canadian National Railway)
04.2020 - 11.2021
Senior Director of Sales
CN
01.2018 - 03.2020
Sr. Manager Sales & Marketing
CN
08.2016 - 12.2017
Director of Sales
CN
10.2012 - 07.2016
Senior Account Manager
CN
03.2008 - 09.2012
Market Manager
CN
10.2006 - 02.2008
Other Positions in Sales and Marketing
CN
10.1995 - 09.2006
Customer Service Representative
CN
03.1995 - 09.1995
General Manager
Convergence Marketing Inc.
01.1993 - 02.1995
Business Advisor
Gouvernement Du Quebec
01.1991 - 03.1992
Minor - Communication And Advertising
Université De Montréal
BBA - Marketing
HEC Montréal
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