Justo Soto
St. Albert,AB
Summary
I have over 15 years of leadership, business development and account management experience in industries such as mining, and oil & gas.
I have a broad range of experience managing multiple clients and leading effective, and creative sales strategies with supporting tactics that create value for customers.
I have a proven management record that demonstrates my ability to successfully forecast with financial responsibility.
I have experience in negotiating and developing a variety of sales agreements.
I am an analytical leader that focus’ on facts, and executing goals.
I engage with our team by creating sales training programs to develop their talents, and maximize our ability to deliver value propositions that build , and create business opportunities.
My focal point has always been to engage our teams towards developing a value proposition that begins, and ends with understanding not only our products, and services but truly understanding our customers current, and future goals.
Selling is much like a contact sport. We must keep moving forward regardless of the daily rejections.
It is why I am very aggressive with my business development execution plans.
Overview
22
22
years of professional experience
1
1
Certification
Work History
Sales Manager
Durabuilt Windows & Doors
Edmonton, AB
11.2021 - 10.2022
- Resolved customer issues quickly to close deals and boost client satisfaction.
- Established and cultivated solid business relationships with new or existing customers.
- Met with clients, delivering presentations and educating on product and service features and offerings.
- Evaluated performance against goals and implemented appropriate development plans.
- Closed lucrative sales deals using strong negotiation and persuasion skills.
- Reviewed customer service agreements for terms and conditions pricing and accuracy.
- Maintained ethical and positive working environment to reduce turnover and promote high retention rates.
- Developed and implemented comprehensive business strategies and sales and marketing plans that complemented overall corporate operating plan.
- Coached and counseled sales personnel, assisting with individual selling efforts and helping sales representatives reach targets.
- Led account planning strategy sessions aimed at retaining and acquiring customers and increasing business opportunities.
- Conducted team meetings to reinforce goals and objectives and set clear expectations about policies and procedures.
- Researched competitors' activities and products to uncover new trends
- Targeted and prospected for new business through telemarketing, individual creativity and innovation.
- Tracked pipeline data, won vs. lost opportunities and lead response times with Salesforce CRM.
- Maintained marketplace visibility marketplace by participating in industry-related and community activities.
- Attended industry shows, conventions and other meetings with primary mission of expanding market opportunities.
Sales Director-Business Owner
Shift Now Corp.
Edmonton, AB
01.2020 - 10.2021
- Reached out to potential customers via telephone, email and in-person inquiries.
- Coordinated innovative strategies to accomplish marketing objectives and boost long-term profitability.
- Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit.
- Generated new business with marketing initiatives and strategic plans.
- Worked with existing customers to increase purchases of products and services.
- Collaborated with sales and marketing departments to support project rollout.
- Created reports and presentations detailing business development activities.
- Developed new proposals, contracts and procedures to draw in more clients and streamline work operations.
- Taught consultative selling techniques to new and existing staff members to build expertise.
Business Unit Manager
Rice Resource Technologies-Bowie Pumps of Canada Division
Edmonton, AB
06.2013 - 12.2019
- Maintained positive customer relations by addressing problems head-on and implementing successful corrective actions.
- Established team priorities, maintained schedules and monitored performance.
- Assisted in organizing and overseeing assignments to drive operational excellence.
- Maintained professional demeanor by staying calm when addressing unhappy or angry customers.
- Defined clear targets and objectives and communicated to other team members.
- Supervised staff of 3 personnel by implementing company policies, protocols, work rules and disciplinary action.
- Developed detailed plans based on broad guidance and direction.
Key Accounts Manager
Michelin Canada
Regina, SK
03.2008 - 06.2013
- Secured high-value accounts through consultative selling, effective customer solutions and promoting compelling business opportunities.
- Developed thorough understanding of key clients' needs and requirements to prepare customized solutions.
- Supported sales and reporting for large and medium-sized accounts.
- Created sales forecasts to target daily, monthly and yearly objectives.
- Analyzed key competitors to respond to competitive threats.
- Positioned global capabilities to expand market share.
- Conducted economic and demographic research and analysis to produce critical reports.
- Analyzed sales to manage life cycle of product, inventory models and selling rates.
- Worked independently with minimal supervision.
- Built relationships with customers and community to promote long term business growth.
- Performed effectively in self-directed work environment, managing day-to-day operations and decisions.
- Recorded accurate and efficient records in customer database.
- Kept detailed records of daily activities through online customer database.
- Attended monthly sales meetings and quarterly sales trainings.
Sales Manager
Varis Mine Solutions
Greater Sudbury, ON
03.2005 - 11.2007
- Resolved customer issues quickly to close deals and boost client satisfaction.
- Established and cultivated solid business relationships with new or existing customers.
- Met with clients, delivering presentations and educating on product and service features and offerings.
- Evaluated performance against goals and implemented appropriate development plans.
- Reviewed customer service agreements for terms and conditions pricing and accuracy.
- Developed and implemented comprehensive business strategies and sales and marketing plans that complemented overall corporate operating plan.
- Coached and counseled sales personnel, assisting with individual selling efforts and helping sales representatives reach targets.
- Led account planning strategy sessions aimed at retaining and acquiring customers and increasing business opportunities.
- Conducted team meetings to reinforce goals and objectives and set clear expectations about policies and procedures.
- Recruited and hired top-level talent to add value and expertise to sales department.
- Attended industry shows, conventions and other meetings with primary mission of expanding market opportunities.
Territory Manager
Zorbit Technologies Inc.
Mississauga, ON
01.2000 - 05.2005
- Established successful account relationships by building rapport and maintaining consistent communication.
- Developed sales strategy based on research of consumer buying trends and market conditions.
- Managed over 20 accounts within North and South America, Europe and African territory.
- Prospected at least 5 leads per week and pursued opportunities to lock in paying customers off potential connections.
- Transformed the South American and African territory revenue by leveraging strategic business development plan, moving region up in company rankings.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Built relationships with customers and community to establish long-term business growth.
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
- Tracked changing product lines to effectively meet dynamic market demands.
Education
Bachelor of Arts - Political Science With International Relations
University of Regina
Regina, SKSkills
- Sales Quota Management
- Price Schedules
- Shipping and Receiving Oversight
- Sales Records Management
- Customer Trend Analysis
- Networking Events
- Team Recruiting and Onboarding
- Profitability Assessments
- Budgeting and Expenditures
- Bid Request Management
- Advertising Campaigns
- Customer Complaint Resolution
- Salesforce Software
- Interdepartmental Collaboration
- Marketing Strategy Development
- Business Development and Planning
- Territory Expansion
- Territory Management
- Digital Sales
- Microsoft Teams
Certification
- Future Leaders Management Training, TEC Canada- 2022
- B2B Sales -Sandler Training-2015
- Digital Marketing, Michelin Canada -2012
- Key Accounts Management, Michelin Canada-2010
Coach boys soccer and hockey
I have coached boys soccer for the Regina Futbol Club (U-12) and St. Albert Impact Club (U-14).
I have also coached boys hockey for the Regina Hockey Association (Atom & Peewee).
Timeline
Sales Manager
Durabuilt Windows & Doors
11.2021 - 10.2022
Sales Director-Business Owner
Shift Now Corp.
01.2020 - 10.2021
Business Unit Manager
Rice Resource Technologies-Bowie Pumps of Canada Division
06.2013 - 12.2019
Key Accounts Manager
Michelin Canada
03.2008 - 06.2013
Sales Manager
Varis Mine Solutions
03.2005 - 11.2007
Territory Manager
Zorbit Technologies Inc.
01.2000 - 05.2005
Bachelor of Arts - Political Science With International Relations
University of Regina