Summary
Overview
Work History
Education
Skills
Professional Development
Languages
Timeline
Generic

Luigi Guadagnoli

Brampton,ON

Summary

Strategic and results-driven Business Development Leader with extensive experience in the Commercial, Foodservice and Industrial market segments. Track record of consistently delivering financial results related to revenue and profitability. In 2022, delivered +14% over PY (against a budget of 5.5%). Proven ability in creating efficient and effective environments; training, coaching and leading teams that achieve objectives. Solid relationships with decision-makers at all levels of key commercial, food service and industrial accounts, based on a history of delivering mutually beneficial solutions. Collaborative leader with dedication to partnering with coworkers to promote engaged, empowering work culture. Documented strengths in building and maintaining relationships with diverse range of stakeholders in dynamic, fast-paced settings. Talented Manager with expert team leadership, planning and organizational skills built during successful career. Smoothly equip employees to independently handle daily functions and meet customer needs. Diligent trainer and mentor with exceptional management abilities and results-driven approach.

Overview

20
20
years of professional experience

Work History

Manager, National Accounts and Wholesale

NEWELL BRANDS
06.2017 - 02.2023
  • Responsible for leading the National Account Distribution Team, the Business Development Team and the Commercial Wholesale Segment, representing $32M
  • Key verticals include Wholesale, Healthcare, Hospitality, Property Management & Building Services Contractors, and Foodservice
  • Successfully launched Salesforce.com and the CHALLENGER Sales Model within the Canadian commercial sales team, playing a leading role in training and coaching sales representatives across the country
  • Managed leading National Accounts and buying groups to achieve Rubbermaid and account objectives.

Manager, Wholesale and Business Development

NEWELL BRANDS
06.2013 - 06.2017
  • Responsible for leading the National Account Distribution Team, the Business Development Team and the Commercial Wholesale Segment, representing $32M
  • Key verticals include Wholesale, Healthcare, Hospitality, Property Management & Building Services Contractors, and Foodservice
  • Successfully launched Salesforce.com and the CHALLENGER Sales Model within the Canadian commercial sales team, playing a leading role in training and coaching sales representatives across the country
  • Managed leading National Accounts and buying groups to achieve Rubbermaid and account objectives.

Director of Sales & Marketing - Canada

NEWELL BRANDS
12.2010 - 06.2013
  • Promoted to newly created position, adding Canadian channel marketing to business development responsibilities
  • Reporting to the President of Rubbermaid Commercial Products Global, based in the U.S., developed and implemented strategies to grow the Waste and Recycling, Cleaning Solutions, Washroom Solutions and Foodservice product categories
  • Achieved or over-achieved on the five key budget deliverables during the 2011 to 2013 fiscal periods - Net Sales, Gross Margin, SG&A, Operating Income and Inventory
  • Delivered 3-year compound annual growth of +8% in Net Sales, driven by National Accounts and Washroom Solutions (+15%), and an annual average of 48% GM versus a North American target of 37%
  • Effectively managed the SG&A Budget, consistently delivering below 95% versus annual budget
  • Led the Sales & Operations Planning (S&OP) process to identify and deliver supply chain and inventory efficiencies, resulting in significant improvement to numerous service metrics, including: 97.6% Line Fill (versus 89.6% pre-2011) and 96.9% On-Time Delivery (versus 88.4% pre-2011)
  • Played a supply chain leadership role to mitigate the challenges associated with order fulfillment through three warehouses located throughout Canada and the U.S., ensuring efficiency and customer satisfaction
  • Led the development of the Canadian Sales & Marketing Growth Plans for the 2011-2013 period, identifying key strategies and priorities aligned to sales growth objectives
  • Presented annually to the Global Leadership Team and evaluated performance quarterly.

Director of Sales - Canada

NEWELL BRANDS
05.2005 - 12.2010
  • Reporting to the President, Canada (2005-2007) and V.P
  • Of Sales (2008-2010), led a team of four Sales Managers and 15 Account Managers
  • Increased net sales by 120% over a five- year period (2010 versus 2005)
  • Delivered a minimum +24% in annual Operating Income during the 2005-2010 period
  • Created and implemented the “Customer Advantage Medallion Program”, rewarding sales plateau achievement and product consolidation
  • The Program was subsequently adopted in the U.S
  • Market
  • Improved SG&A budget performance by establishing and bringing visibility to individual cost centres, and thus placing accountability with each team member
  • (2008 - 89%, 2009 - 92%, 2010 - 88%) Restructured the sales department to optimize performance and introduced a Consultative Selling Approach to support a Pull (versus push) Strategy and a renewed focus on end-user business development
  • Developed and implemented processes that enhanced the operation and performance of the department, including Sales Budgets by Account Manager/Territory, Weekly Sales Reporting, 360 Pipeline Report, and Territory and Account Plans
  • Performed preliminary evaluation of personnel, recognized strengths and weaknesses, and developed a training plan to ensure the team possessed skill set required to achieve personal and corporate goals
  • Developed annual strategic business plans for growth, partnering with key customer growth partners in establishing direction and accountability.

Country Manager – Healthcare and Professional Products

Ecolab Professional Products
03.2003 - 11.2004
  • Recruited to manage the Canadian sales operations of the Healthcare (Infection Control, Central Sterile, and Health & Safety) and Janitorial (Housekeeping, Facility & Property Managers) divisions
  • Reporting to the V.P
  • Of Professional Products, led a team of 12 sales professionals to achieve sales and operating income goals
  • Ecolab is a $10 billion global company specializing in chemical-based cleaning solutions
  • Delivered 2004 sales and profitability results that far exceeded plan, highlighted by +10% in sales and +36% in operating income
  • Played a key role in securing the Loblaw Companies Limited floor care business, representing the largest order in company history
  • Liaised with LCL, Services Contractors and Ecolab U.S
  • Colleagues (Sales, Marketing, Legal and R&D) during a 12-month period to secure LCL commitment to our solution
  • Contract represented deliverable sales of $1.2 million annualized
  • Implemented numerous process improvements that impacted efficiency and effectiveness, encompassing business planning and reviews, forecasting models, and weekly planning and reporting.

Education

Bachelor’s Degree of Commerce and Finance -

University of Toronto (Victoria University)

AMPHI (Advanced Management Program Hospitality Industry) -

Guelph University

Leading Big: Driving Winning Outcomes Development Program -

Harvard Business Publishing

Skills

  • Policy Implementation
  • Financial Management
  • Business Development
  • Staff Development
  • Marketing
  • Strategic Planning
  • Business Planning
  • Performance Management

Professional Development

  • Situational Leadership II
  • Financial Management - The Profit Specialist
  • Leading People through Transformation and Change
  • Customer Development
  • Performance Management Development Planning
  • Translating Strategy into Results
  • Negotiation Skills
  • Salesforce.com - Getting Started
  • SAP100 – Project Catapult Overview and Navigation
  • Salesforce.com - Managing Opportunities
  • Behavioural Skills Development - Working in a Global Matrix
  • Managing Inclusion - Tools of Engagement for Managers

Languages

English
Full Professional

Timeline

Manager, National Accounts and Wholesale

NEWELL BRANDS
06.2017 - 02.2023

Manager, Wholesale and Business Development

NEWELL BRANDS
06.2013 - 06.2017

Director of Sales & Marketing - Canada

NEWELL BRANDS
12.2010 - 06.2013

Director of Sales - Canada

NEWELL BRANDS
05.2005 - 12.2010

Country Manager – Healthcare and Professional Products

Ecolab Professional Products
03.2003 - 11.2004

Bachelor’s Degree of Commerce and Finance -

University of Toronto (Victoria University)

AMPHI (Advanced Management Program Hospitality Industry) -

Guelph University

Leading Big: Driving Winning Outcomes Development Program -

Harvard Business Publishing

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Luigi Guadagnoli