Karen Sanford
Toronto,ON
Summary
Strategic-thinking individual experienced in turning new and low-performing products into top revenue producers. Offering engaging and pleasant personality with expertise improving customer relationships.
Overview
27
27
years of professional experience
Work History
Director of Canada Hospital Accounts and Distribution
Barco Inc.
01.2017 - 08.2024
- Responsible for developing resellers and partners, including training programs, pricing and policies
- Successfully grew Barco Imaging display market share in Canada to over 85%
- Participated in contracting, approval process, SFDC / SAP pipeline management
- Achieved President Club (top 1%) in 2013, 2015 and 2021 and exceeded bonus plan /quota for 11 years
- Developed high-performing channels by providing mentorship, guidance, and opportunities for growth.
- Proactively identified potential risks and implemented mitigation strategies to minimize negative impacts on projects or business operations.
- Active member of the Radiology community and involved in the ACR, CAR, and all relevant policy making bodies.
Business Development Representative - Canada
Barco Inc.
01.2004 - 01.2017
- Developed the Canadian territory from scratch to over 70% market share, managed new partners and led business opportunities across Canada
- Delivered demonstrations, POC's and educated the value proposition of Barco to prospective clients and partners
- Developed a business plan and executed against an annual target for Barco
- Participated in contracting, approval process, SFDC / SAP pipeline management
- Revenue growth from $100,000 USD as start-up region to over $9,000,000 USD.
Senior Public Sector Account Manager
Oracle Corporation
01.1998 - 01.2004
- Top sales award at Oracle, Broader Public Sector.
- 130% of quota FY01, 180% FY02, 230% FY04.
- Club Excellence achiever- FY00, FY01, FY02, FY03.
- Increased client satisfaction by building strong relationships and addressing their needs promptly.
- Broader Public Sector Top Sales Award.
Education
Bachelor of Arts - English
The University of Western Ontario
London, Ontario Artificial Intelligence in Healthcare Certificate Program -
The Michener Institute at UHN
09.2024
Skills
- Proven 20 years success in sales/territory management across various verticals with expertise in Healthcare and Medical Imaging
- Developed relationships at all Canadian hospitals and medical imaging partners across Canada
- Individually developed the Canadian market from its infancy to 85% market share
- Excellent communication, presentation and negotiation skills
- Customer-centric, innovative, and enthusiastic sales approach
- Strategic Planning that includes developing new opportunities and adding additional revenue to existing business
Volunteer experience
- Active volunteer at Toronto Wildlife Centre
- Fundraising volunteer for St. Joseph's Hospital Foundation
Salestraining
- Think Sales
- Spin Selling
- Solution Selling
- Controlling the Complex Sale
- Decision Base
- Presentation Skills
- Winning Inc.
Languages
English
Native or Bilingual
Timeline
Director of Canada Hospital Accounts and Distribution
Barco Inc.
01.2017 - 08.2024
Business Development Representative - Canada
Barco Inc.
01.2004 - 01.2017
Senior Public Sector Account Manager
Oracle Corporation
01.1998 - 01.2004
Bachelor of Arts - English
The University of Western Ontario
Artificial Intelligence in Healthcare Certificate Program -
The Michener Institute at UHN
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