Ian McCormack
Milton,ON
Summary
2014 Sales Manager of the Year Bunzl North America Passionate leader, coach, teacher and motivator Track record of superior performance through quota results Ability to create new and maximize existing accounts by analyzing company needs A true hunter with the ability to develop relationships, truly penetrate a client base and close business Performance-oriented Sales Leader offering exceptional record of achievement over 20 year career. Tenacious manager with strategic and analytical approach to solving problems, bringing in customers and accomplishing profit targets. Talented in identifying and capitalizing on emerging market trends and revenue opportunities. To seek and maintain full-time position that offers professional challenges utilizing interpersonal skills, excellent time management and problem-solving skills.
Overview
24
24
years of professional experience
Work History
Territory Manager
Pelican
05.2018 - Current
- Managed over 200 accounts within South Western Ontario and Eastern Canada.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Expanded territory coverage by strategically identifying and targeting high-potential accounts.
- Delivered customized solutions tailored to individual client needs, increasing overall customer satisfaction levels significantly.
- Analyzed sales data to identify areas for territory improvement and implemented strategies to maximize sales growth.
- Trained and mentored sales representatives in sales techniques and strategies.
- Improved customer satisfaction and retention through frequent visits, timely response to inquiries, and effective problem resolution.
- Demonstrated exceptional presentation skills during client meetings, showcasing product benefits and value propositions effectively.
- Monitored customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals.
- Attended trade shows and industry events to promote company products and services.
- Implemented promotions and marketing campaigns to increase territory sales and brand awareness.
- Negotiated contracts skillfully, securing long-term agreements with clients that contributed significantly to revenue growth.
- Conducted comprehensive market analysis to identify potential business opportunities, leading to a more focused sales approach.
- Identified opportunities for upselling and cross-selling, resulting in increased average deal size.
- Spearheaded successful sales strategies for existing and new products across specified territory.
- Planned and conducted weekly sales meetings to keep sales representatives up-to-date on new products and strategies.
- Mentored junior sales professionals on best practices in relationship-building techniques, contributing positively to team performance metrics.
- Coordinated trade show participation efforts that led to valuable networking opportunities and increased brand visibility within the industry.
- Organized regular training sessions for team members to enhance their product knowledge and overall sales skills.
- Built relationships with customers and community to establish long-term business growth.
- Developed strong relationships with key decision-makers, fostering trust and loyalty in the assigned territory.
- Cultivated relationships with key accounts in territory and provided support to drive customer satisfaction.
- Established successful account relationships by building rapport and maintaining consistent communication.
Regional Sales Manager
Bunzl Safety Canada
05.2013 - 05.2018
- Collaborates with Director of Sales in establishing and recommending the most realistic sales goals
- Manages 10 Account Managers in Ontario and Manitoba to maximize sales revenues and meet corporate objectives
- Establishes and manages effective programs to compensate, coach, appraise and train sales personnel
- Performs sales activities on National Accounts and negotiates sales price and discounts
- Manages and develops sales and sales support staff
- Develop onboarding plan and implemented across country
- Provides quarterly results assessments of sales staff's productivity
- Coordinates proper company resources to ensure sales results, implemented accountability measures such as weekly pipeline meetings and quarterly reviews
- Assists sales personnel in establishing personal contact and rapport with top echelon decision-makers
- Collaborates with Director of Sales to develop sales strategies to improve market share in all product lines
- Educates sales team by establishing programs/seminars in the areas of new account sales and growth, sales of emerging products and multi-product sales, profitability, improved presentation strategies, competitive strategies, proper use and level of sales support, management of expenses and business/financial issues on contracts
- Exceeds expectations last two performance reviews
- Grew sales 26% and GM 39% in first full year.
- Expanded market share within the region by identifying growth opportunities and collaborating with cross-functional teams.
- Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
- Increased regional sales by implementing strategic marketing plans and nurturing key client relationships.
- Developed a successful sales team through rigorous coaching, performance management, and ongoing training.
- Organized regular sales meetings, providing comprehensive updates on market trends, competitor analysis, and new product developments.
- Generated detailed sales reports and forecasts to analyze performance and track progress.
- Contacted key accounts regularly and achieved high satisfaction scores by routinely re-assessing needs and resolving conflicts.
- Exceeded quarterly sales targets consistently by leveraging extensive product knowledge and effective selling techniques.
- Developed and managed budgets to confirm proper use of resources and maximize profitability.
Sales Specialist, Safety
Acklands-Grainger
06.2009 - 05.2013
- Educated, mentored and supported customer facing teams to accelerate profitable sales growth within safety product categories
- Proactively analyzed, planned and executed sales activities and initiatives to build on existing business and develop new market opportunities
- Established 3 week rotational sales call schedule with field sellers to execute sales activities and initiatives improving safety sales per seller on average 20%
- Developed, coordinated and delivered product information sessions with customer facing teams
- Leveraged internal resources and supplier partners to support sales efforts and strategic initiatives within safety product categories.
Account Manager
Acklands Grainger
06.2007 - 06.2009
- Manage an account portfolio of approximately 75 medium to large size customers, including National Accounts customers, as well as executing a balanced focus of new/new customer acquisition activity
- Identify and classify account opportunities and potential by establishing call priorities and frequencies (pipeline report, customer action plan)
- Develop and implement account penetration plans and strategies to include regular account business reviews for key customers
- Ability to understand customer needs and concerns to help them get the job done and win their business
- Aggressively follow up on leads to convert to profitable sales
- Manage and maintain customer segment accounts, while increasing customer awareness of AGI through our product and service offering
- Grow share of wallet with these customers and determine potential customers that may have more complex requirements
- Identifying solutions for clients, providing plans and assisting with implementation using internal team.
Key Account Manager
Canpar Transport LP
04.2005 - 05.2007
- Managed and developed National Accounts
- Identifying, qualifying and prospecting for new business
- Identifying solutions for clients, providing plans and assisting with implementation using internal team
- Focused on account penetration, development and implementation
- Completed internal and external requests in a timely and professional manner
- Negotiated volume agreements and contract renewals with a focus on profitability and partnerships
- Actively prospected, targeted and secured new business
- Forecasting sales targets and monitoring monthly.
Key Account Manager, Major Accounts
TENAQUIP
05.2000 - 04.2005
- Managed and developed National Accounts
- Initiated and landed largest single product contract awarded in region
- Analyzed, tested and selected correct production materials, set volumes, and laid out supply patterns
- Demonstrated Supply Chain Management technology, both software and hardware
- As well as reviewing usage, setting min/max standards and interfacing and managing supply partners
- Identifying, qualifying and prospecting for new business
- Introduction of product to potential customers, conducted informative demonstrations and facilitated hands on training seminars
- Provided consistent support and product information
- Grow share of wallet with these customers and determine potential customers that may have more complex requirements
- Identifying solutions for clients, providing plans and assisting with implementation using internal team
- Focused on account penetration, development and implementation
- Completed internal and external requests in a timely and professional manner.
Education
Business Marketing -
Sheridan College
01.2000
Skills
- Team Collaboration and Leadership
- Customer Relationship Management
- Sales expertise
- Sales Training
Languages
English
Full Professional
Timeline
Territory Manager
Pelican
05.2018 - Current
Regional Sales Manager
Bunzl Safety Canada
05.2013 - 05.2018
Sales Specialist, Safety
Acklands-Grainger
06.2009 - 05.2013
Account Manager
Acklands Grainger
06.2007 - 06.2009
Key Account Manager
Canpar Transport LP
04.2005 - 05.2007
Key Account Manager, Major Accounts
TENAQUIP
05.2000 - 04.2005
Business Marketing -
Sheridan College
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