Gabriela Marcano
Burlington,ON
Summary
Business Development Manager skilled in growing sales and improving stakeholder relations. Strategically-minded in capturing new business and leveraging dynamic market opportunities. Accomplished in exceeding targets with results-driven approach.
Overview
13
13
years of professional experience
Work History
Business Development Manager
Holmes & Brakel
11.2022 - Current
- Managed a diverse portfolio of accounts, consistently exceeding revenue targets through upselling strategies and exceptional customer service.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into the best remedy.
- Spearheaded initiatives aimed at improving customer retention rates by proactively addressing concerns before they escalated into larger issues.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Facilitated regular communication with clients to ensure their needs were met, fostering long-lasting relationships built on trust and mutual respect.
- Managed accounts to retain existing relationships and grow share of business.
- Prepared sales presentations for clients showing success and credibility of products.
- Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit.
- Led cross-functional teams to successfully execute complex projects, ensuring timely delivery and client satisfaction.
- Developed customized solutions for clients based on a deep understanding of their unique pain points, delivering exceptional value and driving repeat business.
- Enhanced the company's profitability by identifying and eliminating inefficiencies in existing business processes.
- Negotiated lucrative contracts with suppliers and vendors, securing favorable pricing and terms for the company.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Leveraged industry events to network with potential clients, generating significant brand exposure and driving new business acquisition efforts.
- Established relationships with key decision-makers within customer's organization to promote growth and retention.
- Managed time efficiently in order to complete all tasks within deadlines.
- Completed paperwork, recognizing discrepancies and promptly addressing for resolution.
- Exercised leadership capabilities by successfully motivating and inspiring others.
- Worked well in a team setting, providing support and guidance.
Dealer Development Representative
HUMANSCALE
01.2019 - 06.2022
- Responsible for managing and aligning with industry dealer partners to identify and win new business, increase awareness and interest among dealers Humanscale's brand, product and capabilities across Canada
- Build up dealer targets with willing and capable dealer partners
- Assess new dealer partner capabilities of exceeding sales targets
- Ensure appropriate market coverage by assessing existing dealers' capacity to grow and identifying new dealer candidates
- Manage 5 leading furniture dealerships across Canada; each with client portfolios of over 400 accounts generating over 4M annual revenue combined
- Responsible for growing and exceeding dealer partners targets year after year by 50%
- Develop relationships with sales people, designers, project managers, installers, and executives in each dealership
- Hold quarterly business reviews with dealership management teams specifically with sales director and vice presidents
- Deliver weekly sales presentations and product trainings to all dealership teams; CAD teams, PM teams, Sales teams and Customer Support teams
- Accurately keep management informed with sales reporting, weekly work plan meetings and monthly, quarterly and annual territory analyses
- Deliver superior customer service to existing customers to retain and expand partnerships
- Key Accounts: The Collective, Holmes & Brakel, City of Toronto, Questrade, Corus, Sunnybrook, Ontario Court of Appeal, RioCan.
Senior Account Development Representative
HUMANSCALE
04.2016 - 01.2019
- Oversee activities, including long-term growth and development, on behalf of 500+ accounts generating more than $3MM in annual revenue for global ergonomic tools manufacturer
- Played critical role in customer growth and account development, including strengthening portfolio from 30 to 300 accounts within period of two years
- Achieve approximately 110% year-over-year portfolio growth
- Met or exceed targets in revenue, profitability, and product mix sales every single year by educating customers and upselling relevant services
- Achieve 100% of sales goals every year
- Liaised with national and global account managers, product specialists, and product directors, thereby disseminating information in strategic product presentations
- Deliver winning presentations to CEOS and CFOs
- Maintained weekly, quarterly, and annual sales plans for Ontario territory to ensure synchronization between suppliers, dealers, and customers
- Transferred in-depth knowledge to consumers, dealers, architects, and designers while recommending specific solutions to meet their needs and interests
- Led dealer training sessions, ultimately bolstering dealer-oriented business by 50% year-over-year
- Spearheaded community and industry visibility through various means, including organizing and hosting partnership events with local design firms and prominent clients
- Engaged in ongoing ergonomics studies at Humanscale University
- Identified and capitalize on new account opportunities on day-to-day basis.
National Account Manager
NEWWALL, INC
09.2014 - 03.2016
- Cultivated and fostered relationships with key account holders and external stakeholders such as interior designers, contractors, and more
- Delivered customized solutions to address scope of each project and fulfill customer needs
- Identified and capitalized on new business opportunities, ultimately resulting in greater market penetration and growing client base from 50 to 350 accounts
- Strengthened sales by 65% in every territory throughout Canada by examining bottlenecks in each province and
- Pioneered new marketing strategies and initiatives meant to bolster brand awareness in both physical and digital spaces
- Served as advocate for digitization of data and various information materials
- Created master budgets to serve key accounts, contractors, and design firms and streamline future projects
- Reinvigorated 100 dormant accounts, ultimately resulting in more than 45% increase in overall sales
- Established and maintained comprehensive database of 500 prospective customers within one year
- Produced regular status reports to track key performance metrics and support future forecasting efforts.
National Account Manager
Ponyride Distribution
01.2011 - 06.2014
- National Sales Representative with Bestseller Canada (Jack & Jones), Assistant Buyer with Giant Tiger, Ltd., Merchandiser with David Bradley Fashions, and Internship experience as Assistant Brand Manager with Michael Kors.
Education
Sales Training -
Humanscale University
Denver, Co07.2019
Office Ergonomics Training - Ergonomics
Humanscale University
New Jersey, NY05.2016
D.E.C (3 Year Program) - Fashion Marketing
LaSalle College
Montreal, Qc07.2004
Skills
- Business Development
- Sales Planning & Analysis
- CRM/ INFOR
- Business Planning
- Key decision making
- Time Management
- Relationship Development
- Data Analytics
- Market Research
- Sales Targeting
- Sales Projections
- New Business Development
- Competitive Analysis
- Pipeline Development
Languages
Spanish
Native or Bilingual
English
Native or Bilingual
French
Limited Working
Design, Pilates, Reading,Research
Designing Spaces is my passion so I spend many hours doing research about it and learning many skills.
During my free time, I love practicing Pilates and bike rides.
Reading is another passion of mine usually during summer time.
I constantly research many topics and learn new things.
Timeline
Business Development Manager
Holmes & Brakel
11.2022 - Current
Dealer Development Representative
HUMANSCALE
01.2019 - 06.2022
Senior Account Development Representative
HUMANSCALE
04.2016 - 01.2019
National Account Manager
NEWWALL, INC
09.2014 - 03.2016
National Account Manager
Ponyride Distribution
01.2011 - 06.2014
Sales Training -
Humanscale University
Office Ergonomics Training - Ergonomics
Humanscale University
D.E.C (3 Year Program) - Fashion Marketing
LaSalle College
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