IAN CRAPPER
Toronto,Canada
Summary
Experienced sales and marketing executive with 20 years of experience in Fortune 500 and other leading global corporations. Proven track record of delivering impactful results and identifying market opportunities for revenue growth and expansion. Skilled in fostering team synergy, providing guidance, effective communication, promoting cross-functional collaboration, and making strategic decisions in complex situations. Extensive international business experience including global contract negotiations and implementing sales strategies across multiple countries.
Experienced with managing nationwide operations and leading high-performing teams to achieve organizational objectives. Utilizes strategic planning and innovative problem-solving to drive business growth and operational efficiency. Track record of building strong stakeholder relationships and implementing effective management practices.
Overview
24
24
years of professional experience
1
1
Certification
Work History
National Manager Commercial Fleet Business
Canadian Tire Corporation
01.2022 - Current
- Managing a diverse client base comprising Fleet Management companies, rental car services, and ride-sharing/hailing platforms.
- Develop innovative products and service solutions tailored for commercial fleets.
- Crafting and executing a five-year go-to-market strategy.
- Successfully transitioning outsourced financial processes to internal functions.
- Leading major IT integration projects to enhance fleet store operations and back-office efficiency.
- Representing Canadian Tire Commercial at prominent automotive industry events.
- Collaborating with cross-functional internal teams to advance our cross-banner B2B strategy.
Global Director Business Development Leasing Channel
Fleet Complete
01.2019 - 01.2021
- Lead Global partnership development with leasing companies globally.
- Developed global value proposition working with cross functional internal and external teams.
- Created leasing channel market strategy for telematics re-seller agreements in crowded software space.
- Working with OEM’s globally to create integrated partnerships to drive data from vehicles to our platform.
- Successfully executed 2 national partnerships in first 4 months.
- Successfully launched Fleet Complete leasing channel to the Fleet management industry in 14 countries.
Vice-President Sales Canada, Global Partnerships
Donlen Fleet Management
01.2017 - 01.2018
- Created a Global Fleet Alliance in 53 countries leading to consolidated multinational offering.
- Transformed Canadian operations from an American accommodation model to a sales-driven culture increasing revenues by 33%.
- Drove global sales through the partnership alliance with global sales and service teams.
- Developed global value proposition working with cross functional internal and external teams.
- Created and executed on the Canadian market roadmap to align with U.S. suite of products and services for a North American solution, creating a market relevant value proposition.
Commercial Director and Vice President Sales and Marketing
LeasePlan International, Foss National Leasing
01.2013 - 01.2017
- Led, developed and coached a sales team towards profitable growth, resulting in explosive sales growth of over 500% in the first year; and 120% year-over-year average.
- Launched global partnership of LeasePlan in Canada creating access to global sales opportunities for the parent company.
- Expanded team adoption of Salesforce CRM creating greater efficiencies, increased sales analytics and shorter sales cycles.
- Implemented a digital marketing strategy using both Pardot and Hubspot platforms increasing lead generation, improved prospect communication through nurturing campaigns.
- Re-organized sales and marketing teams improving market coverage, sales team expertise and earning potential for with a new compensation plan.
- Established referral partnerships generating leads and referral opportunities resulting in an exclusive referral partnership with a major bank and several white label payment programs driving new leads and expanding revenues exponentially.
- Successfully positioned LeasePlan Canada within the global framework of 30 partner countries by building global relationships, sharing and implementing best practices, and increasing our participation in global acquisition opportunities.
- Improved market visibility and increased charitable activity for two organizations resulting in new directions by rebuilding online presence, resulting in new directions for each company.
Vice President Canada Region, Commercial Business Development
Mastercard Worldwide
01.2011 - 01.2012
- Created and implemented Commercial sales strategies for the Canadian region.
- Drove emerging payment categories such as Prepaid, Fleet and ePayables to public and private sectors resulting in three new bank agreements, improved commercial partner support and increased revenue.
- Drove global Commercial opportunities with internal stakeholders resulting in incremental growth for the region.
- Key advisor to the federal government on emerging payments strategies positioning MasterCard Canada as a key payment partner.
- Increased participation in multiple business and legislative opportunities.
- Successfully engaged and contracted new issuers in Canada region for the MasterCard brand, including contract negotiation, incentives, sales strategies, and execution.
- Increased commercial revenues by 28%.
- Recipient of 2 top level awards for business development in first year.
Head Commercial Sales Canada
Visa Inc.
01.2008 - 01.2011
- Led and managed Canadian Commercial Product sales in Canada.
- Managed key relationship with federal government market by securing relationships with key stakeholders on both the public and issuer side increasing participation in multiple business and legislative opportunities.
- Launched and executed a direct sales and program optimization campaign for national public and private sectors, exceeding revenue targets year-over-year and increasing sales opportunities for our bank partners.
- Built and maintained key relationships with Visa issuing banks to promote and grow large corporate sales channels for travel and purchasing card programs nationally resulting in increased closing rates and improved deal revenue for our partners and Visa.
- Launched and executed Prepaid sales campaign to both public and private organizations introducing new revenue opportunities for both our customers and the brand.
- Increased Prepaid adoption by 250% over a four-year period.
Senior Manager, Global Transaction Banking
Bank of Nova Scotia
01.2002 - 01.2008
- Sold financial products focused on technology solutions to Fortune 1000 companies including sales and execution of enterprise Purchasing and Travel Expense Management Solutions to large corporations globally.
- Exceeded sales targets year over year.
- Awarded Sales Person of the Year and recognized for Top Sales Achievement.
Education
Executive Management Program -
Queens University
Kingston, OntarioMarketing Administration Diploma - undefined
Seneca College
Toronto, OntarioSkills
- Executive Sales & Marketing Management
- Commercial Payments
- Digital Marketing
- Account Management
- Leasing & Finance
- Fleet Management
- Payments Strategies
- Strategic Account Sales Planning
- Marketing
Certification
- Member AFLA Globalization Task Force - Current
- Management Training Program, Crestcom
- Strategic Selling; Conceptual Selling; Effective Negotiation- Miller Heiman
- The Executive Decision – Selling to Presidents and C.F.O’s
- Successful Consulting and Contracting
- Canadian Securities Course
Timeline
National Manager Commercial Fleet Business
Canadian Tire Corporation
01.2022 - Current
Global Director Business Development Leasing Channel
Fleet Complete
01.2019 - 01.2021
Vice-President Sales Canada, Global Partnerships
Donlen Fleet Management
01.2017 - 01.2018
Commercial Director and Vice President Sales and Marketing
LeasePlan International, Foss National Leasing
01.2013 - 01.2017
Vice President Canada Region, Commercial Business Development
Mastercard Worldwide
01.2011 - 01.2012
Head Commercial Sales Canada
Visa Inc.
01.2008 - 01.2011
Senior Manager, Global Transaction Banking
Bank of Nova Scotia
01.2002 - 01.2008
Marketing Administration Diploma - undefined
Seneca College
Executive Management Program -
Queens University
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