Summary
Overview
Work History
Education
Skills
Timeline
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KASHIF GHAWAS

KASHIF GHAWAS

Mississauga,Canada

Summary

  • Top performing Sr. Sales Professional with an MBA with 20+ years B2B sales via New Acquisition and Account Management
  • 10+ years Sales experience in Financial Services Industry, Fintech, SAAS
  • 3+ years of sales leadership experience (Oxford Executive leadership program certified)
  • 10+ years experience in Microsoft Office & CRM-Salesforce managing daily activity, tasks and Account Plans
  • Awarded with Sales Achiever Award for 5 consecutive years for exceeding annual targets at Intuit Canada at an average of 120%.
  • Achieved multiple Quarterly awards as a Top Performer for both Intuit and Financeit
  • 10+ years experience in internal collaboration with IT, Operations and Marketing
  • Achieved sales revenue of over $50M annually achieving average 30-40% growth YOY.
  • Managed 250-300 Accounts at a time in multiple roles including small business, Mid Market & Enterprise Accounts for over 10 years
  • Certified in Pro 3 Sales strategy & completed training in SPIN Methodology

Overview

25
25
years of professional experience

Work History

Sr. Account Executive

ALLIANZ
Mississauga, ON
07.2023 - Current
  • Responsible for new acquisition and account management in a B2B environment, utilizing consultative sales techniques to manage the entire sales cycle, including understanding the prospect's business needs, obtaining and submitting a complete application, identifying the prospect's key accounts, converting the leads into opportunities, and closing deals.
  • Targeting C-suite executives from all industries within a range of annual sales of $5M to $500M, with 50% travel included.
  • Daily activity includes lead generation, creating one's own book of business via prospecting, referrals, attending networking events, following KPIs on a weekly basis, and meetings virtually and in person with C-suite executives such as CFOs, CEOs, VPs, and directors.
  • Updating daily activities via Salesforce, including management of the pipeline, account plans, creating tasks, opportunities, and updating notes as per virtual and in-person meetings.
  • Collaboration with internal departments, including Marketing, Operations, and Underwriters.
  • Responsible for the full sales cycle, with a closing period that varies for mid-market and enterprise accounts from 1 to 3 months.

Regional Sales Manager-ON

FINANCEIT
Toronto, ON
03.2021 - 03.2023
  • Responsible for team goals by supporting a process of onboarding, coaching, one-on-one/team meetings, call calibration sessions, and Salesforce training.
  • Responsible for new acquisition and account management, managing mid-market/enterprise accounts in a B2B business model, dealing directly with C-suite executives and sales teams of the home improvement and service industry.
  • Develop, maintain, and manage strong relationships with our dealers, managing Mid-Market and Enterprise-level accounts generating over $50 million in revenue annually, along with 50-75% travel included. Responsible for both Individual and Team Goals.
  • Responsible for onboarding and collaborating with cross-functional departments like Operations, Business Analysts, Underwriters, IT, and Marketing teams to improve the overall sales process and experience for all accounts.
  • Develop and execute regular training and coaching sessions with all assigned partners and their sales teams. Maintain accountability through daily and weekly reporting of all sales activities within Salesforce, individually and for respective team members.
  • Create proposals, produce reports, analyze data, and provide recommendations.
  • Strive to meet individual and team targets monthly. Traveling 50% to 75%.
  • Ensure compliance as per our approval and risk requirements.
  • Maintain accountability through daily and weekly reporting of all sales activities via Salesforce.
  • Produce reports, analyze data, identify trends, and provide recommendations.
  • Communicate process and system gaps, when discovered, to appropriate levels of management.

Account Manager

FINANCEIT
Toronto, ON
04.2019 - 03.2021
  • Build and nurture relationships with small and mid-market business partners, including OEM accounts, consistently achieving sales targets through a consultative approach, solution selling, and objection handling, using the SPIN consultative approach.
  • Managed 250-300 accounts across three provinces in Canada, including ON, AB, and BC.
  • Conduct Financeit training via Zoom or in person for C-suite executives and their relevant sales teams.
  • Achieving consistently over 30% growth in YOY targets for existing partners, while acquiring new accounts that generate consistent volume.
  • Collaborating with Merchant Approval Teams, Underwriters, Funding Officers, Credit Analysts, and Service teams provides a more user-friendly experience.
  • Reactivate existing underperforming accounts, as per the assigned territory.
  • Regularly update and coach partners on the Financeit program and process.
  • Execute regular training and coaching sessions with merchants.
  • Maintain accountability through daily and weekly reporting of all sales activities, managing daily activities, tasks, and account plans via Salesforce.

Sr. Sales Consultant

INTUIT
Mississauga, ON
08.2013 - 04.2019
  • Overachieved and maintained, on average, 120% of monthly, quarterly, and annual targets by using the SPIN consultative approach to qualify leads into opportunities with a higher closing ratio in B2B and B2C with small, mid-market, franchise, and enterprise accounts.
  • Managing all leads, accounts, tasks, opportunities, and pipeline via Salesforce.
  • Awarded with Sales Achiever Awards for five consecutive years for exceeding targets by over 120% annually, and multiple quarterly awards for achieving over 150% of quarterly targets.
  • Awarded Unsung Hero of the Month, nominated by my peers for helping other team members and going above and beyond.
  • Successfully established a Canadian Franchise Program to target franchise accounts.

Sales Consultant

VFM LEONARDO INC./LEONARDO WORLDWIDE CORP.
Toronto, ON
03.2011 - 07.2013
  • Acquired new accounts and managed existing accounts through consultative sales skills, including hosting webinars, sales presentations, and customer needs assessments, responsible for the full sales cycle from introduction to closing deals.
  • Provided a comprehensive media evaluation and product recommendation, with a clear indication of the rationale, while dealing with senior executives in the hospitality industry.
  • Updating pipeline, account plans, tasks, and daily activity via Salesforce.

Trade Sales Manager-Team Lead

AL-GHANDI ELECTRONICS
Dubai, UAE
05.2007 - 12.2010
  • Achieved sales targets of $5M per quarter by targeting lighting dealers.
  • Managed a team of 5 to 7 sales representatives responsible for both individual and team goals.
  • Responsible for new acquisition and account management by managing and driving sales revenue from key accounts, including trading companies, wholesalers, OEMs, retailers, and government. Institutions, hotels, etc.
  • Collaborating with cross-functional departments internally, including Logistics, Finance, and Marketing, to provide a more user-friendly experience for all assigned accounts.
  • Provided training sessions for consultative selling with sales teams of key accounts.

Sales Manager

PHILIPS LIGHTING
, Pakistan
06.2000 - 01.2007
  • Achieved sales targets as per the respective area, approximately $1M per quarter.
  • Realized collection targets for the area per month.
  • Managed the distributor’s sales teams and effectively implemented all sales promotional activities as per the assigned territory.

Education

MBA -

University of Central Punjab
Pakistan

Executive Leadership Program -

Said Business School, University of Oxford
UK

General Insurance License -

FSRA (Financial Services Regulatory Authority)
Toronto, ON

Skills

  • Account Management
  • Interpersonal Communication
  • Problem-solving abilities
  • Relationship Building
  • Sales leadership
  • CRM software
  • New account development
  • Sales coaching
  • Negotiation Skills
  • Customer Service
  • Territory and account management
  • Presentations and public speaking
  • Sales methodologies
  • B2B sales
  • Sales target monitoring
  • Client relationship management
  • Flexible schedule
  • Multiple priorities management

Timeline

Sr. Account Executive

ALLIANZ
07.2023 - Current

Regional Sales Manager-ON

FINANCEIT
03.2021 - 03.2023

Account Manager

FINANCEIT
04.2019 - 03.2021

Sr. Sales Consultant

INTUIT
08.2013 - 04.2019

Sales Consultant

VFM LEONARDO INC./LEONARDO WORLDWIDE CORP.
03.2011 - 07.2013

Trade Sales Manager-Team Lead

AL-GHANDI ELECTRONICS
05.2007 - 12.2010

Sales Manager

PHILIPS LIGHTING
06.2000 - 01.2007

MBA -

University of Central Punjab

Executive Leadership Program -

Said Business School, University of Oxford

General Insurance License -

FSRA (Financial Services Regulatory Authority)

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KASHIF GHAWAS