Ian Carlaw
Waterloo,Canada
Summary
Highly accomplished and results-driven sales professional with extensive experience in B2G, B2B, and retail environments. Proven ability to drive revenue growth through full sales cycle management, outbound prospecting, strategic partnerships, and lead generation. Proficient in procurement, operations management, data analytics, and marketing, with a self-starting and entrepreneurial mindset. Adept at selling complex solutions to diverse client bases, including public sector agencies, enterprises, real estate developers, and property management firms.
Overview
8
8
years of professional experience
Work History
Sales Development Representative
SWITCH Energy
Toronto, Ontario
06.2024 - Current
- Manage a mix of full sales cycle and outbound prospecting activities to drive sales of EV solutions.
- Successfully sold solutions to diverse clients including real estate developers, property managers, enterprises, and municipalities, expanding market and boosting indirect sales.
- Facilitated the implementation of over 1000 EV chargers across Ontario and Maritime Canada.
Business Development Executive
OpenText
Waterloo, Ontario
11.2023 - 06.2024
- Responsible for selling business network supply chain solutions to enterprise companies.
- Successfully identified and engaged with key decision-makers within large organizations, driving pipeline growth.
- Sold inventory tracking and validation software to large chains.
- Sold AS400 cloud adapters and SAP migration software to enterprise organizations, including notable clients like Stanley, Fanatics, and Monterey Mushrooms.
Senior Business Development Representative
Bonfire Interactive - Euna Solutions
Kitchener, Ontario
01.2023 - 11.2023
- Generated leads and pipeline from public sector agencies and enterprises in an outbound sales environment.
- Developed and optimized cadences and funnel reports for personal use and new team members through Salesforce.
- Onboarded and trained new hires, demonstrating day-to-day outbound sales operations and best practices.
- Collaborated with Marketing to identify new areas of opportunity and refine targeting strategies.
- Forged strategic partnerships with key industry stakeholders, significantly expanding market penetration and driving revenue growth.
Business Development Representative
Bonfire Interactive
Kitchener, Ontario
09.2021 - 01.2023
- Responsible for generating leads and pipeline from public sector agencies and enterprises in an outbound sales environment.
- Developed and utilized cadences and funnel reports through Salesforce to track and manage sales activities.
- Communicated with Marketing about key territories demonstrating a high degree of success and presented topics that resonated in those territories.
Receiving Clerk
Costco Wholesale
Waterloo, Ontario
05.2017 - 09.2021
- Tracked and received shipments from third-party logistics companies, ensuring accuracy and timeliness.
- Managed and tracked store inventory efficiently, minimizing discrepancies and optimizing stock levels.
- Sold home electronics and appliances during operational hours, assisting customers with product selection.
Customer Service Account Representative
Rogers Communications
Kitchener, Ontario
09.2018 - 03.2020
- Assisted customers with billing issues following an internal migration of billing systems, ensuring smooth transitions.
- Aided in resolving technical issues for assigned Rogers customers, specifically following migrations from conventional to IPTV cable services.
- Successfully cross-sold Rogers Communication services, identifying customer needs and presenting relevant solutions.
Education
Business Administration - Operations and Supply Chain Management
Conestoga College
Kitchener, Ontario, Canada04.2021
Skills
- Full Sales Cycle, Outbound Prospecting, Lead Generation, Pipeline Management, Strategic Partnerships, Account Management, Consultative Selling, Contract Negotiation, CRM Management (Salesforce)
- Business Network Supply Chain Solutions, EV Charging Solutions, Enterprise Software, Inventory Management Software, Cloud Adapters, SAP Migration
- Procurement, Operations Management, Supply Chain Management, Data Analytics, Inventory Management, Project Management
- Market Research, Territory Identification, Presentation Skills, Customer Relationship Management
- Training & Onboarding, Cross-functional Collaboration, Entrepreneurial Mindset, Self-starter
Timeline
Sales Development Representative
SWITCH Energy
06.2024 - Current
Business Development Executive
OpenText
11.2023 - 06.2024
Senior Business Development Representative
Bonfire Interactive - Euna Solutions
01.2023 - 11.2023
Business Development Representative
Bonfire Interactive
09.2021 - 01.2023
Customer Service Account Representative
Rogers Communications
09.2018 - 03.2020
Receiving Clerk
Costco Wholesale
05.2017 - 09.2021
Business Administration - Operations and Supply Chain Management
Conestoga College