Patrick Howe
Oakville,Canada
Summary
A professional sales individual with 24 years of sales leadership and relationship building experience as demonstrated in my resume. My sales success is driven by hard work, leadership, in-depth consumer knowledge and the ability to close the sale. Demonstrated strengths include: Strong communication, negotiation and relationship building skills. Detail oriented with excellent judgment. Ability to identify and resolve issues in a sensitive and timely manner Extensive business development experience through prospecting strategies Ability to consistently meet annual sales objectives Excels at budget management. Strong ability to meet multiple demands and time expectations Works well independently and in a team environment.
Overview
25
25
years of professional experience
Work History
Provincial Sales Manager – On-Premise
Carlsberg Canada
03.2023 - Current
Key Account Manager – On-Premise
Carlsberg Canada
05.2022 - 03.2023
City Manager – GTA
Carlsberg Canada
12.2019 - 05.2022
- Responsible for all GTA beer sales/volume in On-Premises and Beer Store Channel.
- Managing strategic relationships with various Key Accounts within GTA – Pump Group, Kit Kat, Woodington GC, Imago, Firkin and Distillery as examples.
- Responsible for volume/sales, budgets, activations and managing relationships for all assigned accounts.
- Creation of on-premises brand plans/promotional calendar, creating activations and use of customer budgets.
- Monthly communication directly with TBS locations and Distribution centers, leveraging inventory data to increase orders/sales.
- Team of 2 Territory managers and 2 merchandisers.
- TBS 2020 sales growth of 14% and currently trending 2021 sales growth 7%.
- On-premises channel has been severely impacted by pandemic, however added 75 new points of distribution and maintained high level of communication.
- Worked closely with director of sale to implement new sale model in 2021.
- 2020 received award for Top performer in On-premises and TBS channel.
District Sales Manager – GTA
Moosehead Breweries LTD
01.2017 - 12.2019
- Manage a team of 8 territory managers and 2 brand ambassadors.
- Responsible for all GTA sales/volume, budgets and oversee all channels: On-Premises, National chain, LCBO, Beer store and Grocery.
- Managed weekly team calls, in market coaching, individual KPI’s and GTA sales performance metric’s.
- Owned strategic relationships at the LCBO with Region 3 District managers and key LCBO store managers.
- Over saw large events in the GTA, Union Summer, Toronto Christmas Market, Bread & Honey and the Beaches Jazz festival.
- Owned strategic relationships with Key stakeholders in Grocery, TBS and On-Premises.
- Creation and implementation for activations in On-premises, LCBO and Grocery.
- Work closely with Marketing department to drive channel/brand plans by customer and channel segment.
- Assisted with creation of territory realignment and a daily route planner with CRM tools.
- Oversee entire GTA budgets, salary, auto, travel etc.
- Develop scorecard to deliver monthly, quarterly and annual targets.
- Work directly with other departments, accounting, marketing and operations/delivery.
Territory Manager GTA East
Moosehead Breweries LTD
01.2015 - 01.2017
- Primarily responsible for managing relationships within all channels for Moosehead Breweries portfolio: on-premise, national chains, LCBO, The Beer Store, and grocery.
- Consistently gain new LCBO listings through relationship selling and using performance-based data.
- Build strong relationships within the licensee channel selling packaging, draught, and creation of volume driving programs.
- Create successful partnerships with key independents in the licensee channel (i.e. Betty’s, Stone Lion, and Distillery Group).
- Gain new business through prospecting and cold calling.
- Thorough understanding of expense management, budget management and budget tracking.
- Responsible for the creation of successful volume driving programs within national chain and licensee channel.
- Closed key festival/sponsorship opportunities at Toronto the Christmas Market, Tam Heather Curling Club, Spikes Driving Range and assisted in the closing of Vaughan Pizza Fest.
- Extensive knowledge of Power Bi, pivot tables, budget tracking tools, budget control reports and industry volume tables.
- Developed successful working relationship with other Moosehead departments such as Operations, Accounting, and Marketing.
National Account Manager
Canadian Beverage Supply
02.2010 - 01.2015
- Managed sales team of 5 people with responsibility for quoting prices, profit margin and relationship maintenance.
- Responsible for staff training/coaching and industry education on draught beer systems.
- Conducted performance reviews, employee discipline and participated in hiring/termination process.
- Managed all key accounts in North America with an emphasis on managing relationships and new business.
- Successfully identified opportunities for growth within the sales team by prospecting new customers and introducing new products.
- Exceeded sales targets each year with the company and in final year contributed $5.5 million annually in sales. Best year on record for the company.
- Attributed sales success to the use of project management, sales planning, relationship building, negotiation and leadership skills.
- Customer base included Cara Foods, Molson, Labatt, Sleemans, Draught Equipment Services and Craft Breweries.
Business Development Agent
Allstate Insurance Canada
11.2009 - 02.2010
- Directed new business into local branch through cold calling, marketing, canters of influence and networking with local real estate agents, auto dealers and lawyers.
- Gained experience in the development and implementation of business strategies, marketing plans and price/contract negotiations.
- Extensive experience with contracts, policies, banking, accounting, marketing budgets and mailing campaigns.
Account Representative
Newark Electronics
10.2000 - 10.2009
- Managed an account base of over 178 accounts, various locations and over 2000 contacts including Government, Military, Industrial, manufacturing, telecom and navigation services.
- Examples: Department of National Defense, General Dynamics, NAV Canada, Celestica and Iris Power.
- Increased top line sales for 2009 fiscal year by 14.41% over 2008 sales and exceeded personal objective.
- Responsible for generating $2.3 to $2.5 million of sales annually.
- Experience working with Merx, RMSO, Government contracts, tenders and proposals.
- Responsible for pricing strategies, account planning, sales calls, large bids, account penetration and managing dedicated contracts.
Education
Business and Marketing Administration -
St Lawrence College
Brockville, ON01.2000
Bachelor of Arts -
St Thomas University
Fredericton, NB01.1999
Skills
- Sales forecasting
- Budget management
- Relationship building
- Strategic planning
- Customer relationship management
- Negotiation techniques
- Market analysis
- Event coordination
- Team leadership
- Communication skills
- Problem solving
- Performance assessment
- Training and development
- Business development and planning
- Profitability optimization
References
Available upon request
Additional Qualifications
- Passed OTL (Insurance License) exam with a 94% from FSCO.
- Computer skills include Microsoft Office 2003 (Word, Excel, Office, Power point), Internet Explorer, XP/AS400/DOS based programs, Avaya, Siebel Systems, Plus, CRMS, AutoPlus and MVR.
- Two weeks of certified sales training for Allstate Canada.
- Ten years’ experience working with Merx, RMSO, Government contracts, tenders and proposals.
- In 2006 received highest rating on performance evaluation; 'Beyond Expectation'.
- 2016 received Top performer award at Moosehead Brewery’s.
- 2020 received Top performer award at Carlsberg Canada.
Timeline
Provincial Sales Manager – On-Premise
Carlsberg Canada
03.2023 - Current
Key Account Manager – On-Premise
Carlsberg Canada
05.2022 - 03.2023
City Manager – GTA
Carlsberg Canada
12.2019 - 05.2022
District Sales Manager – GTA
Moosehead Breweries LTD
01.2017 - 12.2019
Territory Manager GTA East
Moosehead Breweries LTD
01.2015 - 01.2017
National Account Manager
Canadian Beverage Supply
02.2010 - 01.2015
Business Development Agent
Allstate Insurance Canada
11.2009 - 02.2010
Account Representative
Newark Electronics
10.2000 - 10.2009
Business and Marketing Administration -
St Lawrence College
Bachelor of Arts -
St Thomas University
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