Summary
Overview
Work History
Education
Skills
LNGG
Affiliations
Timeline
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Michael Ross

Toronto,Canada

Summary

Experienced in strategic sales planning, consistently identifying and capitalizing on market opportunities. Focus on strong client relationships and mutually beneficial outcomes. Proven track record of cultivating strong enterprise-level client relationships across various industries.

Overview

7
7
years of professional experience

Work History

Director of Sales

Hamilton Container Terminal Group
07.2024 - Current
  • Spearheaded the integration of sales operations across Hamilton Container Terminal Group’s subsidiaries, including HCT Terminal, HCT Rail, HCT Containers, HCT Intermodal, and HCT OTR Shipping, following recent acquisitions
  • Designed and implemented a cohesive, cross-organizational go-to-market strategy to unify sales efforts, streamline service offerings, and maximize market penetration across all group companies
  • Developed and delivered comprehensive training programs for sales executives, focusing on relationship development, effective outbound process using sales tools, enterprise-level sales techniques, and customer relationship management
  • Responsible for onboarding and mentoring new sales team members
  • Oversee the implementation and optimization of CRM systems and sales enablement tools from pricing and platform negotiation to user adoption, including ZoomInfo, to enhance lead generation, pipeline management, and sales forecasting.
  • Manage a $750,000 monthly sales portfolio, comprising new and existing enterprise-level accounts, driving consistent revenue growth through strategic account management.
  • Personally closed, manage, and expand high-value accounts, cultivating deep long-term relationships with key stakeholders within clients such as Suncor, Heico Companies, Coca-Cola, Domtar Group, and Baker Hughes.
  • Work with operations, marketing, and customer service teams to ensure successful achievement of client deliverables and company wide targets
  • Collaborate with finance and pricing teams to develop competitive pricing models that balanced profitability with market competitiveness
  • Work closely with executive leadership to provide sales insights, inform strategic acquisitions, and support long-term business planning


Key Account Manager

Peerless Logistics
04.2023 - 07.2024
  • Responsible for new client acquisition, managing carrier relationships and contract negotiations, as well as logistical operations including dispatching and tracking.
  • Exceeded first quarter revenue target in my first month with a revenue of $120,000 at 9% margin, and continued to exceed revenue targets by 30% month-over-month.
  • Leveraging extensive corporate experience I was able to demonstrate a new team sales process helping to increase overall deal sizes by pursuing and closing corporate accounts, such as SSAB, TENARIS, Atlantic Industries, Layfield, Geotech, AH Steel, and more.
  • Successfully nurtured and developed strong carrier relationships in the industry helping reduce contracted rates to increase profit margins and provide better services to clients.
  • Nurtured client relationships acting as an indispensable extension of my client’s teams’ helping to grow within client organizations, increase revenues, and eliminate any client churn due to inevitable industry mistakes. Client relationships include AIL, Geotech, Layfield, Ivaco, AH Steel, Silver Hills Bakery, Coast Precast, Dass Metals.

Head of Sales & Strategic Partnerships

Craftly.ai
06.2022 - 04.2023
  • Oversaw design, implementation, and management of Craftly's Go-To-Market (GTM) strategy for the North American region.
  • Responsible for full sales cycle as well as support hiring, new hire training and managing team of 3-6 reps.

Enterprise Account Executive II

Meltwater
09.2021 - 07.2022
  • One of Four Canadian Sales Directors, leading an office of 10-12 full sales-cycle Consultants and Sales Managers. Our Canadian offices all contributed to achieving #1 Area globally year-over-year since 2021.
  • Spearheaded overall sales and business strategy of the Toronto Client Acquisition office
  • Provided guidance and support to sales teams to drive growth and profitability in North America
  • Implemented strategic meetings and mentoring sessions to drive motivation among Sales Consultants and Sales Managers
  • Spearheaded the hiring process for all new recruits in Canada, streamlining onboarding procedures and improving employee retention rates by 25%.

GTM Sales & Marketing Contract

Zery Inc.
09.2020 - 09.2021
  • Focused on the development and execution of digital marketing campaigns, growth and sales development strategy, developing vertical industry value propositions and info-sheets, creating supporting sales decks, partner and internal training resources, media production, website development, SEO strategy, competitive and market research
  • Responsible for branding, website, SEO, SEM, operations software stack, social media, photo and videography content production, sales collateral, product sheets, webinars, blogs, internal training process development, customer onboarding materials and process development, customer success and account management process
  • Regularly analyzed market data to identify our ideal market fit and target buyer personas within various industry verticals
  • Worked directly with the CEO to support his goal of securing venture capital by developing the demand and sales revenue investors were focused on during the go-to-market stage of growth
  • Operations consulting in salesforce management, call and messaging software, sales support solutions, google drive management, project management software, inventory management and process
  • Developed and optimized automated marketing funnels (Marketo, Wordpress, Leadforms, Google Adwords, Social, blogs, webinars, review management software and process, LinkedIn)
  • Responsible for all copywriting across the organization
  • Responsible for all lead generation and sales-related asset development

Enterprise Account Executive II Team Lead

Hootsuite Inc.
10.2018 - 09.2020
  • Predominant focus on working within the Agency, FinServ, Entertainment CPG and Hospitality verticals
  • Leveraged Hootsuite’s extensive partner ecosystem to grow deal size (Brandwatch, Klear, Talkwalker, ReviewTrackers, Tint, Marketo, Zerofox, Proofpoint)
  • Coordinated and collaborated with partner Account Executives, Solutions Consultants and Sales Managers to cross sell holistic stack of digital solutions with potential clients
  • Consistently in the top tier of team quota attainment with 150% attainment Q2 and Q3 as top performing Account Executive globally
  • A key achievement was identifying and taking on a key missed opportunity within the company CRM from a world leading nuclear enrichment and energy infrastructure organization that was declined by the RFP team. With approval from my sales manager, I took it upon myself to accept and navigate the request for proposal including all elements (legal, technical etc.) from brief to closing without support from company resources. By working day and night with the champion on the client’s side to meet the then rushed timeline, we were granted a short extension on the RFP due date. Despite the limited timeline for submission, I was able to develop and present a partnership proposal that would solve all of the prospect’s key pain points and put forward an effective solution within their budget allocation. The strong relationship I was able to develop with the client’s procurement team allowed us to win over competitors’ solutions and close the request for proposal with a 3-year partnership agreement.

Education

B.B.A. - International Business, Economics, Global Marketing

University of Toronto
Toronto, ON
01.2015

Skills

  • Client Relationship Management
  • Enterprise Sales
  • Account Management
  • Strategic Partnerships
  • Negotiations
  • Team Building
  • Teamwork

LNGG

English (Native)
French (Professional)
French
Professional Working
Bulgarian
Native or Bilingual

Affiliations

  • Treasurer & President
  • Delta Kappa Epsilon Fraternity
  • 2013 - 2015
  • Elected Youth Delegate Ontario PC Party (2014)
  • Oversaw and managed the strategic vision of the organization
  • Led a 9-person executive team towards a common goal through delegation, goal setting and team building
  • Positioned the organization as a valued partner in higher education by fostering relationships with the executive board, the Chapter, key alumni, and the University community
  • Oversaw, managed, and maintained meticulous records of the organization’s $200,000 annual operating budget
  • Achieved NFP status allowing the organization’s philanthropic endeavors and resulting charitable contributions to be exempt from taxation, enabling better use and redistribution of funds and donations

Timeline

Director of Sales

Hamilton Container Terminal Group
07.2024 - Current

Key Account Manager

Peerless Logistics
04.2023 - 07.2024

Head of Sales & Strategic Partnerships

Craftly.ai
06.2022 - 04.2023

Enterprise Account Executive II

Meltwater
09.2021 - 07.2022

GTM Sales & Marketing Contract

Zery Inc.
09.2020 - 09.2021

Enterprise Account Executive II Team Lead

Hootsuite Inc.
10.2018 - 09.2020

B.B.A. - International Business, Economics, Global Marketing

University of Toronto

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Michael Ross