SCOTT WASHINGTON
Summary
Strategic, results driven sales leader that is focused on growth and creating value. Exceeded all revenue targets year over year. Drives process at the organizational level that goes beyond sales to encompass building strategic, mutually beneficial relationships between the company and its key customers. Strategic business acumen - understands financial information (P&L) that can drive strategy and sales tactics. Strong collaboration and team-building skills with knowledge on how to draw on internal resources for success. Innovative leader who is able to synthesize information, identify opportunities and communicate to executives. Effective project management and organization skills that create focus for the team, ensuring work is completed. Ability to identify market opportunities and work with senior level executives on identifying acquisition opportunities.
Overview
30
30
years of professional experience
Work History
National Director, North American Business Development
Day & Ross
Mississauga, Canada
01.2020 - Current
- Achieved increase in sales for fleet outsourcing and conversion services within Canadian and US markets.
- Conduct contract negotiations to facilitate customer onboarding and ensure seamless integration.
- Managed high-value agreements ranging from $2 million to $26 million spanning multiple sectors such as food and beverage, healthcare, consumer goods and retail.
- Responsible for leading Account Management activities including Quarterly Business Reviews and strategic account planning.
- Support RFP responses and new business opportunities.
Director, National Account Management
Canada Cartage
Mississauga, Canada
01.2017 - 01.2020
- Managed and sustained more than $84 million in revenue through current retail sector accounts.
- Led all Account Management activities, encompassing contract negotiations.
- Coordinated end-to-end management of RFP proposals and responses.
- Lead Quarterly Business Reviews and managed KPI reporting.
Director, Customer Service & Account Management / Director, Business Development
SCI White Glove Transportation
Mississauga, Canada
01.2014 - 01.2017
- Successfully grew existing account revenue for SCI White Glove by over 15% in 2014. Rescued two major accounts by developing a strategic action plan that resulted in securing multi-year contracts and over $2 million in additional revenue.
- Led a customer service team of 10, overseeing performance and development.
- Overhauled Customer Service department by enhancing talent and refining job roles.
- Developed and lead the implementation of a quarterly Customer Satisfaction survey helping identify service gaps and increase performance levels.
- Led a Customer Service operational review focused on process and workflow effectiveness within operations and finance.
- Designed tool to track open customer quotes and ensure timely follow-up for securing deals.
- Developed a new customer on-boarding process to monitor proper client engagement and follow-up to ensure successful implementation of new business.
- Worked with executive team in developing the annual corporate strategic plan.
Director - Sales & Marketing
Rogue Specialty Transportation
Mississauga, Canada
01.2010 - 01.2014
- Managed a team of 8 Sales and Customer Service Representatives.
- Responsible for all Sales, Business Development, Marketing and Customer Service functions.
- Responsible for developing and implementing the company’s sales management process and strategy supported by strategic marketing communications and branding.
- Responsible for leading, managing and coaching a diverse team of 4 Sales and 4 Customer Service professionals.
- Represented the company at various community, business and industry associations to promote the company that included various charitable board positions.
- Lead planning, negotiating and implementation of strategic partnerships resulting in expanded transportation services, reduced cost and increased profitability.
- Researched and developed sales strategies and plans identifying market/customer threats and opportunities.
- Analyzed and evaluated the effectiveness of sales strategy and results – including the development of key reporting tools and KPI’s.
- Responsible for developing and managing sales and marketing budgets.
- Directly manage major accounts and coordinated the management of all other accounts through a disciplined sales management process.
- Developed and implemented short and long-range goals, objectives, policies, and standard operating procedures.
- Supervise the preparation and delivery of sales materials and promotional programs.
- Responsible to coach sales reps to build and promote a positive rapport with all customers in both the sales opportunity as well as dealing with customer problems/complaints in a timely and professional manner.
- Marketing strategy resulted in 'Canadian Best Fleet Image' award and 'Best New Booth Design' award at a leading Canadian Healthcare trade show.
Regional Sales Manager – Ontario & Atlantic Canada
J. Ennis Fabrics Ltd.
Mississauga, Canada
01.2003 - 01.2010
- Company Overview: J. Ennis Fabrics is one of North America’s largest importers and distributors of textiles with locations in Edmonton, Vancouver, Mississauga, Indianapolis and Ningbo, China.
- Managed a team of 10 Sales Representatives.
- Responsible for leading, managing and coaching a diverse team of 10 Sales Professionals.
- Responsible for meeting and exceeding annual revenue targets. Setting business goals for the sales team and holding them accountable through regular evaluation, communication and business updates.
- Annual creation of business plans that outline revenue forecasts, opportunities, objectives and a clear roadmap of how revenue forecasts will be met.
- Ensured appropriate sales structure and territory alignment is in place in order to maximize sales growth.
- Identify key positions and recruit top talent for future organizational growth and bench strength.
- Perform ongoing competitive analysis to determine product performance levels and need for new product development, product positioning and inventory levels.
- Develop best practices in all areas of presentations, business planning and forecasting accuracy.
- Driving force behind new direction in product positioning and merchandising that is focused on key, target market segments as outlined within the company’s strategic sales and marketing plan.
- J. Ennis Fabrics is one of North America’s largest importers and distributors of textiles with locations in Edmonton, Vancouver, Mississauga, Indianapolis and Ningbo, China.
National Account Manager - Canada / Northeastern USA
Tietex International, Ltd.
Spartanburg, USA
01.1997 - 01.2003
- Company Overview: One of the world’s leading manufacturers of polyester textiles with operations in Mexico, Thailand and U.S.A.
- Reporting to the Vice President of Sales, responsible for managing all key accounts in Canada and select key accounts in the northeastern United States.
- One of the world’s leading manufacturers of polyester textiles with operations in Mexico, Thailand and U.S.A.
Canadian Sales Representative
Johnston Industries Inc.
Columbus, USA
01.1995 - 01.1997
- Company Overview: JII was listed on the New York Stock Exchange and won the 1994 Textile World Magazine’s 'Best Mill in America' award.
- Responsible for major North American accounts including Vintex, Beckwith Bemis, Gates Rubber, Simmons and Serta.
- Helped develop and implement a regional strategic marketing plan for Polar Bear Performance outdoor fabric evaluating competitive product lines, market size, potential customer base, pricing structure, inventory levels, advertising and promotions.
- JII was listed on the New York Stock Exchange and won the 1994 Textile World Magazine’s 'Best Mill in America' award.
Education
B.A. - Economics
Bishops University
Lennoxville, Quebec01.1993
Skills
- Contract negotiation
- Revenue growth
- Sales forecasting
- Customer relationship management
- Team leadership
- Strategic planning
- Performance improvement
- Process optimization
- Profit and loss management
- Sales management
- Recruitment and hiring
- Negotiation and conflict resolution
- KPI reporting
- Sales strategy
Timeline
National Director, North American Business Development
Day & Ross
01.2020 - Current
Director, National Account Management
Canada Cartage
01.2017 - 01.2020
Director, Customer Service & Account Management / Director, Business Development
SCI White Glove Transportation
01.2014 - 01.2017
Director - Sales & Marketing
Rogue Specialty Transportation
01.2010 - 01.2014
Regional Sales Manager – Ontario & Atlantic Canada
J. Ennis Fabrics Ltd.
01.2003 - 01.2010
National Account Manager - Canada / Northeastern USA
Tietex International, Ltd.
01.1997 - 01.2003
Canadian Sales Representative
Johnston Industries Inc.
01.1995 - 01.1997
B.A. - Economics
Bishops University
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