Summary

Overview

Work History

Education

Skills

Languages

Timeline

Training

Monte Sumner

Calgary

Summary

Dynamic sales and marketing professional with a proven hunter mindset, specializing in new business development across diverse sectors, including energy, government, and services. Extensive experience engaging with C-suite executives and senior government officials, supported by a robust network of over 1,000 local, regional, national, and international contacts. Demonstrated success in exceeding individual KPIs and targets, alongside progressive sales management expertise in recruitment, training facilitation, and performance management of high-performing sales teams. Committed to driving growth through strategic marketing initiatives and CRM compliance while fostering career development within the organization.

Overview

years of professional experience

Work History

Senior Business Development Manager - West

Karlen/Elecom Group, Gary Hanna Auctions Ltd.

12.2023 - 09.2025

Acquire and manage mostly new energy and construction sector clients throughout Western North America utilizing multiple prospective sources working with all levels of business and departmental leadership. Target industries include energy industry service providers, fabricators, fleet operators, trades, constructors, logistics, mining, public sector, local government and heavy equipment operators and resellers.
Apply comprehensive sales prospecting strategies to gain new business encompassing all relevant tools including industry networking, cold call prospecting, targeted social media campaigns, referral mining, electronic target marketing and shop drop ins.
Acquired over $1 million of construction and energy service sector heavy equipment in the first 6 months, exceeding agreed targets in an intensively competitive industry through proper value proposition, process driven selling. During this time I maintained full rate integrity while competitors reduced rates to gain sales.
Develop and manage relevant local, regional, national and international marketing strategies including both traditional and social media platforms.
Utilized skills in this role: C-suite sales, end-user and mid level sales, new business development, multi-party negotiation, marketing planning and execution, project management, technical liaison with appropriate resources, local to international prospecting, finance and legal term creation, legal contract creation and interpretation, KPI development and achievement, CRM compliance.
Developed strategic partnerships to enhance business growth and market presence.
Led cross-functional teams to execute complex projects, ensuring alignment with organizational goals.

Commercial Broker/Advisor, New Business Development

Michener Allen Inc. - Michener Allen Auctioneering Ltd.

10.2021 - 12.2023

Acquire and manage mostly new commercial Michener Allen corporate clients throughout Western North America utilizing multiple prospective sources, working with all levels of Enterprise and Government decision makers.
Broker high value dispersal sales solutions for both sellers and buyers of physical assets ranging from light to heavy duty equipment and vehicles, from the Energy, Construction, Trades, Government, Healthcare, Automotive, Legal, Banking/Financial, Land, Retail and Agriculture sectors.
Develop and manage relevant local, regional, national and international marketing strategies including both traditional and social media platforms.
Acquired 19 new corporate seller accounts in 2022/23 - achieving a #2 rank company-wide for territory sales growth of 40% YOY.
Utilized skills in this role: C-suite sales, end-user and mid level sales, new business development, multi-party negotiation, marketing planning and execution, project management, equipment appraisals, local to international prospecting (buyers and sellers), finance and legal term creation, KPI achievement, CRM compliance.
Negotiated commercial lease agreements to optimize client property utilization.
Analyzed market trends to provide strategic insights for investment opportunities.

Regional Sales Manager - Western Canada, U.S.

Hard Carbon Inc.

09.2019 - 10.2021

Acquire new Hard Carbon high value private investment clients throughout Western North America utilizing multiple prospective sources including high volume phone prospecting (100 calls daily), selling most types of investable commodities including gold, silver, investment grade diamonds, copper and many others.
Acquired over $20 million in gross asset sales in new business, to mostly high value private investors.
Remain current on relevant investment and industry market trends for high value clients, positioning the corporate and product value proposition.
Develop and maintain KPI and market engagement strategies including social media utilization.
Maintain and enhance awareness of current Government and investment industry policy to best position Hard Carbon for revenue growth within my portfolio.
Utilized skills in this role: new business development, sales KPI development and implementation, lead generation, marketing plan development and implementation, asset appraisal, asset portfolio evaluation.

Business Development Manager

Wood Automotive Group

03.2017 - 08.2019

Acquire and manage new commercial Automotive fleet accounts to local construction, energy service, logistics and executive leadership utilizing multiple prospective sources, by operating as a local direct fleet professional and sustaining resource in this sector.
Regularly conduct analysis of prospect requirements for commercial vehicles and present relevant solutions to best exceed the client's financial and operational objectives. These outcomes could include lease and finance analysis, operating expense compliance, tax implications and corporate marketing.
Development and manage a robust social media and end user marketing strategy to build and maintain an effective sales funnel.
Utilized skills in this role: new business development, new business prospecting, CRM compliance, sales program development and presentation, equipment appraisals, finance and lease term negotiations, service and warranty contract negotiation.

District Manager / Business Development Manager

CFIB – Canadian Federation of Independent Business

11.2014 - 02.2017

Prospect for and confirm new CFIB member clients throughout Southern Alberta to small and medium sized businesses, working with business ownership and/or C Suite, through a combination of networking, drop-in calls, phone prospecting and referrals.
Exhibit high proficiency with Government policy for business Leadership including taxation, labor legislation and various regulatory issues to be a reliable resource in these areas for CFIB Member Clients.
Advocate on behalf of the SME sector to all areas of the local economy as well as all levels of Government.
Sales excellence - I added over 60 new CFIB members (with a total client territory of 300) in a contracting local territory despite high levels of layoffs and bankruptcies.
Key focus of role: New business development (sales), current account management and growth, territory management, on-going gained awareness of government policy regarding taxation, labour legislation, payroll legislation, general government policy for business.

Sales Manager

June-Warren Nickle’s Energy Group

11.2012 - 10.2014

Provided sales leadership for a team of 10 commissioned based advertising salespeople to sell advertising and Managed sales business plans, annual budgets and facilitated regular industry and sales training.
Key focus of role: Support and performance management of a large sales team, major sales account development and acquisition, development, implementation and management of sales KPI’s. marketing solutions to the oil & gas industry, with a large portfolio of energy industry media products.
Completed FY13 with 6% sales growth, in an industry that contracted by -3%, while doubling digital revenue and overachieving event industry event revenue by +230%