IAN TAYLOR
Victoria,BC
Summary
Highly accomplished and visionary sales leader with a proven track record of elevating team performance and surpassing expectations. Renowned for fostering a culture of excellence and accountability while continually developing and enhancing the abilities of sales teams. Demonstrates unwavering commitment to mentorship and coaching, empowering individuals to achieve their full potential and drive remarkable results. Trusted for cultivating strong relationships built on integrity and transparency, adeptly aligning client needs with innovative product and service solutions. Dynamic and results-driven, consistently exceeding targets and delivering exceptional value to clients. Possesses exceptional leadership qualities, including strategic vision, motivational prowess, and the ability to inspire peak performance. With a positive outlook, outstanding communication skills, and a strong work ethic, adeptly driving increased profits, revenues, and customer satisfaction. Committed to optimizing talent and streamlining procedures to maximize business success.
Overview
19
19
years of professional experience
Work History
National Director of Sales
Oxygen Technologies Inc.
06.2023 - Current
- Orchestrated the merger of five distinct businesses spanning from Victoria to Winnipeg, unifying 18 sales professionals with diverse roles, responsibilities, experience levels, and compensation structures.
- Preserved the autonomy of individual companies while standardizing operations, CRMs, and sales strategies across the merged entities.
- Redesigned compensation plans, sales targets, sales processes, and customer-facing reporting metrics to ensure consistency and alignment with organizational objectives.
- Maintained unwavering focus on customer satisfaction while achieving exceptional sales results, demonstrating adept leadership and strategic acumen.
- Led the strategic implementation of a collaborative go-to-market strategy, leveraging the strengths of each merged entity to penetrate new markets and expand market share.
- Restructured sales and operational processes, reporting metrics, and support methodology to enhance client satisfaction and ensure exceptional service delivery across all departments.
- Created and implemented new standards for customer retention, including quarterly business reviews, network audits, vastly improved documentation, and comprehensive short-term and long-term client forecasting and budgeting.
- Developed and executed training programs to educate sales teams on the new sales processes, commission structures, and go-to-market strategy, ensuring seamless adoption and alignment with organizational goals and timelines.
- Spearheaded strategic sales initiatives to drive revenue growth, leading a national sales team across diverse territories.
- Fostered key client relationships with major accounts, negotiating contracts and partnerships to enhance business outcomes.
- Directed sales forecasting, budgeting, and performance analysis to optimize resource allocation and drive efficiency.
- Currently cultivating a high-performance culture within the sales team through coaching, training, and mentorship programs.
- Collaborated cross-functionally with marketing, product development, and operations teams to align sales efforts with organizational objectives.
- Continuously monitored and evaluated sales metrics, adapting strategies as needed to ensure sustained growth and market leadership.
Director, Commercial Sales
Monk Office Supplies Ltd
03.2020 - 04.2023
- Spearheaded consistent sales delivery across three of the company's largest divisions—Commercial Furniture, Commercial Office Products, and Managed IT Services—accounting for a cumulative annual revenue of $16M. Achieved year-over-year sales growth in Furniture and Office Supplies Divisions since 2020, underscoring a robust sales strategy and market adaptability.
- Proactively navigated the volatile business landscape during the pandemic, redefining the company's goals and vision. Crafted a resilient long-term strategy to steer the organization towards post-pandemic success, leveraging foresight and strategic planning.
- Transformed business processes within the Commercial Furniture Team, optimizing the end-to-end order-through-installation process to enhance efficiency and streamline operations, resulting in heightened client satisfaction and accelerated project timelines.
- Provided comprehensive coaching, development, and mentorship to sales representatives, empowering them with a nuanced understanding of account management intricacies—including customer satisfaction, problem-solving, time management, Quarterly Business Reviews, and accountability—while honing their business development acumen, from lead qualification to post-sales support.
- Engineered a sales commissions structure meticulously tailored to align with annual sales budgets and customer-centric priorities, fostering a symbiotic relationship between financial objectives and client needs.
- Spearheaded the creation and implementation of pivotal business documents and procedures, catalyzing transformative optimization of business processes, ensuring operational fluidity and efficacy.
- Vigilantly monitored office workflow and business processes, proactively intervening to mitigate disruptions and uphold operational integrity, thus ensuring seamless business continuity.
- Galvanized team motivation to consistently surpass sales goals, fostering a culture of achievement and excellence within the sales force.
- Leveraged local market insights to identify emerging trends and capitalize on market opportunities, positioning the organization for sustained growth and competitive advantage.
- Established departmental performance benchmarks and provided targeted feedback to address underperforming areas, fostering a culture of accountability and continuous improvement.
- Devised and executed strategic initiatives aligned with company objectives, driving accelerated growth and market expansion.
- Implemented stringent expenditure monitoring protocols to mitigate the risk of budget overages, optimizing resource allocation and financial stewardship.
- Provided visionary leadership by effectively communicating strategic goals and plans, fostering alignment and commitment across all organizational levels.
- Collaborated closely with organizational leadership and board of directors to shape operational strategy, leveraging collective expertise to drive organizational success.
- Instituted a robust training program to empower employees with opportunities for professional and personal growth, nurturing talent and cultivating a culture of continuous learning.
- Cultivated strategic partnerships and cultivated relationships with potential clients, driving business development efforts and expanding the organization's market footprint.
BUSINESS DEVELOPMENT MANAGER
Tecnet Canada Inc
09.2017 - 03.2020
- Led new market development and value enhancement for IT support and services provider
- Assisted in crafting quarterly and annual sales plans and quotas
- Conducted annual business reviews with managed service clients
- Formulated and implemented new account management strategies and cybersecurity programs
- Crafted proposals in response to RFPs
- Consistently exceeded targets across all quota-bearing categories
- Expanded managed IT clientele, generating $2.5M in total monthly recurring revenue
- Boosted hardware and software sales by $2M and professional services calls by $2.5M
- Developed compelling sales presentations
- Managed client accounts to nurture existing relationships and capture additional business opportunities
- Optimized profitability through strategic pipeline development and targeted marketing initiatives
- Cultivated enduring customer relationships and community ties
- Surpassed sales quotas and enhanced profitability via meticulous sales strategy and business planning
- Conducted comprehensive client research to identify growth opportunities
- Negotiated and finalized long-term agreements with new clients within assigned territory
- Utilized various communication channels to engage potential customers
- Provided training on consultative selling techniques to empower staff members
OWNER / GENERAL MANAGER
Xerox Canada Ltd. - Island Business Solutions Ltd.
07.2013 - 09.2017
- Oversaw business budget planning and administration, accounting functions, purchasing, and bi-weekly payroll to handle financial needs.
- Put together realistic budgets based upon costs and fees for successfully operating business.
- Managed day-to-day business operations.
- Generated revenues yearly and effectively capitalized on industry growth.
- Trained and developed team members to build human capital.
- Trained and motivated employees to perform daily business functions.
- Consulted with customers to assess needs and propose optimal solutions.
- Discovered areas of improvement by generating quarterly operational and sales reports.
- Designed and implemented business strategy for company with exclusive rights for territory covering Vancouver Island, Gulf Islands, and Powell River; liaised with Xerox executive team
- Created budget, monitored revenue, and developed compensation and benefit packages
- Hired, trained, and mentored team of 7 sales representatives and 1 sales manager/specialist
- Established sales goals/expectations for each representative; met weekly to review outcomes
- Supported sales representatives by attending client meetings, assisting in product demonstrations, and closing sales; participated in preparing proposals and negotiating contracts
- Conducted quarterly sales representative business reviews on large account strategy and sales performance
SALES MANAGER
Xerox Canada Ltd.
01.2011 - 07.2013
- Coached and promoted high-achieving sales and account management employees to fill leadership positions and boost company growth.
- Identified, hired and trained highly-qualified staff by teaching best practices, procedures, and sales strategies.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Held weekly one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Closed lucrative sales deals using strong negotiation and persuasion skills.
- Implemented systems and procedures to increase sales.
- Prepared sales presentations for clients showing success and credibility of products.
- Conducted team meetings to reinforce goals and objectives and set clear expectations about policies and procedures.
CORPORATE MAJOR ACCOUNT MANAGER
Xerox Canada Ltd.
10.2004 - 04.2009
- Promoted to position in recognition of sales and account management skills
- Awarded “Top Gun” in recognition of achieving top 5 % of sales in Canada
- Placed in Xerox leadership and development program
- Appointed president of United Way campaign on behalf of Xerox Pacific operations
Education
Mortgage Broker - Licensed Mortgage Broker
Sauder School of Business
Vancouver, BC05.2023
BC Public Safety Lifeline Leadership -
Justice Institute of BC
Victoria, BC03.2021
Ground Search and Rescue Training -
Justice Institute of Breitish Columbia
Victoria, BC10.2018
Diploma - Hospitality and Tourism
Lambton College
Sarnia, ON05.1999
Skills
- Business Development
- Business Leadership
- Strategic Planning
- Profit Growth Strategies
- Teamwork and Collaboration
- Negotiation
- Sales Leadership
- Hiring and Onboarding
- Compensation and benefits
- Problem-Solving Skills
- Human Resources Management
- Workforce Planning
- Content Development
- Staff Management
- Fiscal Management
- Process Improvement
- Revenue Forecasting
- Project Planning
- Continuous Improvement
- Written Communication
- Active Listening
- Training and Development
- Problem Resolution
- Idea Development and Brainstorming
- Needs Assessment
- Organizational Skills
- Excellent Communication
- Goal Setting
- Improve Performance
- Decision-Making
- Multitasking Abilities
Affiliations
- Vice President, Hockey Operations - Juan de Fuca Minor Hockey
- Secretary/Director - BBB Victoria
- Director - Sportassist - Community Sport Funding for Youth
- Coach - Hockey - Juan de Fuca Minor Hockey and Greater Victoria Minor Ball Hockey Association
- Team Leader - Search and Rescue - Metchosin Search and Rescue
Timeline
National Director of Sales
Oxygen Technologies Inc.
06.2023 - Current
Director, Commercial Sales
Monk Office Supplies Ltd
03.2020 - 04.2023
BUSINESS DEVELOPMENT MANAGER
Tecnet Canada Inc
09.2017 - 03.2020
OWNER / GENERAL MANAGER
Xerox Canada Ltd. - Island Business Solutions Ltd.
07.2013 - 09.2017
SALES MANAGER
Xerox Canada Ltd.
01.2011 - 07.2013
CORPORATE MAJOR ACCOUNT MANAGER
Xerox Canada Ltd.
10.2004 - 04.2009
Mortgage Broker - Licensed Mortgage Broker
Sauder School of Business
BC Public Safety Lifeline Leadership -
Justice Institute of BC
Ground Search and Rescue Training -
Justice Institute of Breitish Columbia
Diploma - Hospitality and Tourism
Lambton College
Additional Information
www.itmortgages.ca
https://www.linkedin.com/in/ian-taylor-13b75055/
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