Josh Shannon
Account Executive
Guelph,ON
Summary
Team oriented sales professional with a proven ability to asses client needs and effectively promote goods and services. Highly motivated self-starter with strong interpersonal and persuasive communication skills. Exceptional closing rate. Consistently hits and exceeds sales targets. Strong in new client acquisition, building relationships and providing overall client experience.
Overview
22
22
years of professional experience
3
3
years of post-secondary education
Work History
Senior Account Executive
HR Covered Inc
10.2021 - Current
- Secured over 100 new clients to increase company revenue and drive market share in 2024.
- Set monthly as well as quarterly new client acquisitions records.
- Over 50% of new acquisitions were self generated through cold outreach and referral network, which was well above company average.
- Delivered tailored solutions based on individual client needs by thoroughly understanding their business objectives and pain points.
- Expertly maintained an up to date sales pipeline, and fostered relationships with potential clients through continuous outreach and value based propositions.
- Was chosen by our partnership team to present webinars to large groups across the country like Chamber of Commerce and Board of Trades.
- Enthusiastically participated in individual and group coaching to continuously improve sales performance and acquisition goals.
- Actively participated in quality assurance meetings to help develop best practices within our sales presentation.
- Liaison with senior management to share market insight to help develop new and exciting offerings to potential clients.
- Mentored and coached junior account executives, creating a positive work environment and encouraging professional growth.
Account Executive
Smith and Long Limited
07.2020 - 10.2021
- Consistently met and exceeded corporate and individual KPI's
- Finalized negotiations with Property Management company (60 buildings) that will produce more than 1M in sales over next 4 years
- After 3 months, was given responsibility of company's condominium portfolio 2M
- Self generated 15 new clients grossing over 400K in revenue
- Continuous education; enthusiastically participated in all internal training programs along with additional self generated research to fully become immersed in both Electrical and HVAC trades
- Key team representative on condominium board meetings to educate board members and earn trust
- Streamlined communication between sales, service coordinator and technician to ensure that client's needs were met
- Routinely visited clients to address challenges, and establish a service plan
- Estimated and quoted projects to optimize efficiency of client's buildings
- Developed relationships with suppliers to negotiate and source parts and equipment
- Volunteered for after hour emergency service, and dispatched electricians across Canada
- Leveraged internal service team's expertise to optimize sales pitch and quotes
Business Development Manager
Peninsula Business Services
03.2019 - 05.2020
- Acquired 45 new customers with sales exceeding 1.2M in first 12 months
- Closing rate of 20%, above company average
- Cancellation rate of 4%, well below company average
- Consistently hit sales targets
- Partnered with local leaders to help promote brand and services
- Hosted and presented seminars for businesses within region
- Diligently strived to increase product knowledge and engagement process by attending all additional training seminars
- Versatile sales approach from smaller tier organizations with business owner to larger tier with Executive committee
- Effectively leveraged Salesforce (CRM) to manage and grow pipeline
- Thrived in short sales cycle where deals were often closed on first meeting
- Promoted within first 6 months, from retention to full service BDM
Territory Manager
Shortreed Paper Inc
06.2002 - 02.2019
- Responsible for 600+ customers that generated 80% of company's revenue
- Perform 10-20 unique client facing sales opportunities daily
- With client acquisitions main focus, built client base by 70% over a 24 month period
- Extensive use of internal CRM to track, analyze and organize all sales activities
- Provide superior customer service by applying effective listening skills through needs assessment and meticulous follow through
- Maintain expert product knowledge of 1000+ listed items to ensure clients needs were addressed
- Generate new business through successful networking, combined with both cold and warm calling
- Evaluate current purchasing patterns and make recommendations to customer on order efficiency
- Demonstrate products at customer locations and answer questions about products and services
- Perform market research on competitive cost adjustments and provide recommendations to leadership team
- Participate in monthly strategy meetings with senior leadership to discuss promotions, new products and prospects to target
Education
Physical Education
Brock University
St. Catharines, ON 09.1999 - 05.2002
Skills
Business Development
Relationship Building
Goal Oriented
Self Motivated
Account servicing
Persuasive Communicator
Account Acquisition and Retention
Time Management
Inquisitive and Curious
Eager to Learn
Sales Process
Customer Focused
Needs assessment
Customer rapport
Customer presentations
Sales quota achievement
Additional Information
I am a proud member of the 5 a.m club and recently extended my consecutive running streak to over 1,000 days. I take pride in earning my bed every night, without regrets of my effort throughout the day. Whether it is making one last phone call, sending that extra email, executing one more cold call, running another kilometer, adding an extra rep at the gym, or sitting down with my children to read another story. I will always make sure that effort is never an issue.
Timeline
Senior Account Executive
HR Covered Inc
10.2021 - Current
Account Executive
Smith and Long Limited
07.2020 - 10.2021
Business Development Manager
Peninsula Business Services
03.2019 - 05.2020
Territory Manager
Shortreed Paper Inc
06.2002 - 02.2019
Physical Education
Brock University
09.1999 - 05.2002
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