Account Executive & Operations Manager      

Dedi-Chem Chemical Manufacturing in Concord, Ontario, Canada

1991-1997

My Journey

I started at Green Warrior as a sales executive in 1988.  I was hired by Mr. Domenic Pontone who was a part of the ownership team and the father of a good friend of mine.  I was tenacious and a quick study.  I impressed Domenic and the ownership team by securing 2 of our Anchor clients (Toronto Star and the Globe and Mail).  When their Sales Manager had resigned, they were left searching for a replacement.  They assigned me as the acting Sales Manager. After having a difficult time sourcing a replacement, they offered me the job on a full-time basis.  At this time, I was studying Process Controls, Manufacturing and Automation at George Brown College.  So, I took a keen interest into our manufacturing process.  I often got into discussion with our Chief Chemist Ash Jaffery regarding our manufacturing and way to reduce cost while increasing throughput.  Ash was getting tired of managing and manufacturing process as his core competency was in Chemistry.  So, I began helping him with the planning and oversight of manufacturing.  We had a small staff that ran our manufacturing equipment and the manufacture of our various SKU’s, however this was purely procedural.  After a period of time Ash requested from the ownership team that I be handed the responsibilities of running manufacturing.  Which the ownership team approved, and I accepted. Overtime, my role as sales manager and manufacturing lead transformed into my role as Operations Manager.

Top Achievement

  • Lead the signing of our key anchor clients Honda Canada, Toronto Star, Toronto Sun and Caterpillar Heavy Equipment that lead to acquisition of the company.

 

Operations & Business Management

  • Owned P/L for the organization.

  • Worked with ownership team to develop our 1/3-year strategic plans

  • Participated in development of OpEx & CapEx budgets, forecasting, tracking metrics and expenditure approvals.

  • Provided regular communications, synthesized and presented status reports (Ops and Sales KPIs) to the ownership team.

 

Sales

  • Developed Sales lifecycle, CRM, sales targets, performance plans, marketing collaterals and rigorous, objective standards for sales representatives.

  • Project and forecast annual and quarterly revenue and for one or more sales territories.

  • Develop sales strategies to acquire new customers/client and associated sales KPI’s.

  • Collaborate with marketing channel reps to develop lead generation plans.

  • Determine and assign sales quotas, targets, and/or goals.

  • Lead/Managed/Mentored and fostered the growth and development of our 12-person sales team that across Canada

  • Monitor competition, and competitive product offerings and promotions

  • Maintain a deep understanding of customer needs and monitor their preferences.

  • Resolve escalated customer issues and customer complaints regarding sales and service.

  • Analyze sales data on sales results and develop plans to address performance gaps.

  • Provide expertise when adjusting pricing plans and discount rates during contract negotiations.

  • Lead the signing of our key anchor clients Honda Canada, Caterpillar Heavy Equipment, Toronto Star, Toronto Sun and the Globe and Mail.

 

Product Development & Manufacturing

  • Oversight of manufacturing operations.

  • Managed manufacturing lines and scheduling to optimize yield.

  • Lead procurement activities including contract negotiations with suppliers.

  • Worked with corporate Chemist to conceptualize and develop prototype solutions in line with required margins.

  • Interfaced with 3rd party testing organizations to ensure product safety.

  • Interface with WHMIS consultant to ensure compliance with regulatory guidelines.