CRAIG POPE
Toronto,ON
Summary
Twenty years sales, management, and leadership experience focused on high growth enterprise organizations. International leadership roles in Australia, Brazil, Mexico, US, and Canada with experience expanding into new markets, building regionalized go-to-market strategies, and developing new partnerships. Cross sector experience spanning Consumer Packaged Goods, Pharmaceuticals, Automotive/Fleet Management, and Media/Publishing. Diverse leadership experience with startup growth organizations through leading Fortune 500 companies. Experience with venture capitalists and securing investment funding. Consistent top performer and Chairman's Club winner with proven ability to deliver rapid revenue growth leveraging strong analytical, critical thinking and strategic planning skills.
Overview
21
21
years of professional experience
Work History
Manager, Client Relations
Holman
06.2022 - Current
- Lead Client Relations department in Canada
- Manage team of 22
- Grow revenue by 11.5% with existing client base
- Roughly $1B in revenue
- Identify opportunities where clients can lower their total cost of ownership and gain financial efficiencies for their fleet operations
- Accomplishments: 99.34% Client retention rate, while taking a company wide price increase during supply chain challenges
- Created a strategic vehicle replacement roadmap for clients moving to Electric Vehicles
- Current client adoption 19.3% compared to industry adoption of 5.2%.
District Sales Manager
Holman
08.2018 - 05.2022
- Focused on top line revenue growth within existing account base as well as new client acquisition
- Provide leadership direction and account strategy for aligned finance, customer service, and lease management teams
- Accomplishments: Brought on an average of 5 'new logos' a year since inception of role
- Retained key clients (Cooper Equipment, Ricoh and Eli Lilly) during difficult financial times (Covid)
- Negotiated complex, high priority contract extensions with Hydro One and Ontario Government.
Sales Director - Loblaws
Johnson & Johnson (J&J)
06.2015 - 07.2018
- Responsible for profitability and market share growth at our largest accounts in Canada
- Led J&J sales, marketing, customer service, and supply chain teams to support our relationship with Loblaws
- Maintained Executive relationships and engaged in complex sales and go-to-market negotiations
- Provided strategic direction for Marketing and product placement teams
- Accomplishments: Consistent top contributor exceeding profitability growth targets throughout tenure in role
- Leveraging analytics and consumer behaviour insight, successfully improved shelf placement for 5 top J&J brands.
Senior Sales Strategy Manager
Johnson & Johnson (J&J)
01.2013 - 06.2015
- Developed go-to-market strategy for all key accounts (Loblaws, Shoppers Drug Mart, Walmart) for J&J's skincare portfolio
- Managed trade investment, product innovation launch, and business target deployment for all Business Development Managers with customer facing roles
- Accomplishments: Lead J&J's activation in Canada for the global sponsorship of FIFA World Cup 2014
- Result: 97% participation rate from retailers and +$4.6MM in incremental sales during World Cup.
Vice President of Sales
The Mark
11.2010 - 12.2012
- Reporting to the founder and CEO, led both the Sales and Syndication teams for the Mark
- Responsible for top line revenue growth, talent acquisition, investor relations, strategy, and business development
- Accomplishments: Increased Gross Revenue by 238%
- Secured media partnerships with leading brands including IBM, Manulife, RBC, GE, Nestle, Kraft, Clorox and HSBC
- News Corp, Washington Post, Rogers Communications, Bell Media, Daily News of New York and Times of India
- Partnered with Manulife to activate Manulife LPGA Classic sponsorship through digital content.
Sales Director - The Americas
Buchanan Group Inc.
10.2007 - 12.2009
- Expand BG's market presence across Canada, United States and Latin America
- Built and led sales teams across all 3 regions
- Form regional partnerships, go-to-market strategies, and managed talent acquisition strategy
- Accomplishments: Grew customer base by 135% including Proctor & Gamble, Johnson & Johnson, GlaxoSmithKline, Nestle and Bayer
- Successfully expanded into LATAM, formalizing regional partnerships, local sales teams, and signing our first client (now an $10M business for BG).
Business Development Manager - Australia
Buchanan Group Inc.
09.2005 - 09.2007
- Continue to grow BG's footprint in Australia, New Zealand and South East Asia
- Increase YOY Revenue targets by 18%
- Accomplishments: Increased BG customer base by adding Cadbury Schweppes, Johnson & Johnson, Kraft, Pfizer and Unilever
- Exceeded personal revenue targets by 27%
- Developed retail partnerships with grocery giants, Coles and Woolworths, to add BG brand presence in-store
- Immediate lift in sales by 31% for featured brands.
Marketing Analyst/Retail Account Manager
Cadbury Adams (Now Mondelez)
06.2003 - 09.2005
- Field management support and brand placement for Cadbury Adams
- Support National Account Managers and provide market insights leveraging AC Nielsen/Retail Link data
- Accomplishments: Achieved top sales performer among Canadian regional sales reps.
Education
Executive Masters of Business Administration (EMBA) -
University of St. Gallen, Switzerland
03.2010
Masters of Business Administration (MBA) -
Rotman School of Management
03.2010
Bachelor of Arts (BA) -
University of Guelph
04.2003
Skills
- Leadership
- Sales
- Project Management
- Teamwork
- Effective Communication, written and verbal
- Critical Thinking
- Time Management
- Complex Problem-Solving
Sport enthusiast
I enjoy watching and playing most sports. My main interest is playing golf and overall fitness activities (running, strength training, HIIT workouts etc). One of my main hobbies is any carpentry or woodworking project.
Timeline
Manager, Client Relations
Holman
06.2022 - Current
District Sales Manager
Holman
08.2018 - 05.2022
Sales Director - Loblaws
Johnson & Johnson (J&J)
06.2015 - 07.2018
Senior Sales Strategy Manager
Johnson & Johnson (J&J)
01.2013 - 06.2015
Vice President of Sales
The Mark
11.2010 - 12.2012
Sales Director - The Americas
Buchanan Group Inc.
10.2007 - 12.2009
Business Development Manager - Australia
Buchanan Group Inc.
09.2005 - 09.2007
Marketing Analyst/Retail Account Manager
Cadbury Adams (Now Mondelez)
06.2003 - 09.2005
Executive Masters of Business Administration (EMBA) -
University of St. Gallen, Switzerland
Masters of Business Administration (MBA) -
Rotman School of Management
Bachelor of Arts (BA) -
University of Guelph