Sales Marketing

Thomas Pollock

Introduction

As an entrepreneur, senior business consultant, and a senior level executive, my career has allowed me to develop all the

key areas required for this position. I have continuously provided business development and management leadership, along

with innovation and strategy, to establish and facilitate growth. I have extensive experience over the last twenty years in

B2B, e-business and design-technical / manufacturing. I am used to operating under tight deadlines and in very competitive

marketplaces.

I am able to successfully identify and connect with key decision makers to listen to their needs and deliver creative ideas

which give a competitive advantage and provide real solutions to the client’s pain. I am experienced in selling through

complex, solution based sales cycles and to C-level executives.

I am an effective communicator with excellent mentoring, negotiating and presentation skills. I am self -motivated, persistent

and results oriented. I have the ability to think creatively, adapt to new situations and provide clients and prospects with

ideas and solutions which create strong, long lasting, profitable business relationships.

I have over twenty years of experience in hiring, positioning personnel, and building sales / management teams thr ough the

use of profiling tools and I am an advanced level certified communications trainer. I have managed departments of over 25

people.

Some of the clients I have worked with include Nike, GM, Disney, A&F, L.L. Bean, BP Oil, Eastern Mountain Sports, First

Midwest Bank, Live Nation, Five Below, Reebok, TD Bank(US), Designtex (A Steelcase Company), Menard’s, Whole Foods,

Hanes Brands, Champion, Coit Restoration, Cruise America, CanaDream RV, Big Rock Brewery, Mark’s Work Warehouse,

and Forzani Sporting Goods.

I have:

Developed sales teams from initial start-ups into multi-million dollar per year sales forces. I have worked with underperforming

sales personnel and restructured them into high performing, result producing teams.

Sold large $ projects valued into the millions involving complex product rollouts.

Developed prospecting systems, which generate qualified leads consistently, allowing concentration on working with new

clients and servicing existing ones. Experienced in search engine marketing, optimization and mobile apps.

Over twenty years of experience in hiring, positioning personnel, and building sales / management / operations teams through

the effective use of profiling systems and I am an advanced level certified communications trainer.

Shown companies how to create and implement new growth strategies; evaluate and establish new clients; research, identify,

and capitalize on market opportunities.

Experience in preparation of business plans, marketing strategies, and product development procedures.

Experience in raising investment capital, patent applications, product licensing and *GSA applications. *Approved US Government

Services Supplier

Experience in raising investment capital, *patent applications and product licensing.

*Scientific Research & Experimental Development (SR&ED) program.

Education / Training

Baccalaureate Degree in Business Administration – Mercy College – New York

Advanced Level Certified LifeLanguages™ Communication Trainer

Certified HEROES™ Character Development Education Trainer.

Various Sales Courses and Seminars – Spin Selling, Great RainMakers, Challenger Sale, etc.

E-Myth™ Business Development Program - Proven Business Development Systems.

Canadian Citizen with Valid BC Driver’s License (Clean Driver’s Abstract) and Passport.

(I have worked in the US on TN visas.)

I am looking for opportunities which allow me to use my experience and expertise. My passion for sales, innovation and for

providing solutions to clients needs will make me a valuable resource and an asset to your company.

Please consider my qualifications and experience and I look forward to talking with you at your earliest convenience.

Thank you,

Thomas Pollock

Thomas E. Pollock

2373 Bellamy Road, Victoria, BC V9B 3M8

Contact Phone: 250-***-**** Alternate Phone: 778-***-**** E-mail: abxlrj@r.postjobfree.com

… I nnovative Professional Executive …

“An innovative professional executive with national and international experience

in management, marketing and operations.”

KEY PERSONAL STRENGTHS

Entrepreneurial, Innovative and Versatile

A Positive, Loyal, Ethical and Enthusiastic Leader

Effective Communicator with Excellent Mentoring, Negotiating and Presentation Skills

Self Motivated and Persistent

Key Reporting Metrics and Results Orientated

Extensive Experience in B2B and Business Development Solutions

US and Canadian Work Experience

KEY COMPETENCIES & SKILLS

Skilled in providing business development and management leadership, along with innovation and strategy, to

establish and facilitate profitable growth.

Twenty+ years experience in hiring, positioning, and building sales and management teams. Strong

leadership qualities with good communication and interpersonal skills . Work easily with individuals and teams

to encourage and achieve optimum results. Enjoy working with people to see them reach their personal and

professional potential.

Demonstrated negotiation capabilities coupled with the ability to apply influence to drive business results.

Solid understanding of business metrics concepts and reporting. High degree of self-motivation, detail-

orientated with strong organizational and time management skills.

Able to identify and develop lead generation systems, which deliver qualified leads consistently. Train how to

identify and connect with key decision makers; listen to their needs and deliver creative ideas which provide a

competitive advantage and real solutions for their needs. Experienced in training to sell through complex,

solution based sales cycles.

Design, articulate and develop product strategy based on leveraging product and services knowledge. Build

and maintain strong vendor / partnership / third party relationships as required in order to enhance and grow

overall business objectives. Skilled in preparation of business, marketing, and product development plans.

Experienced in patent applications and product licensing. (Own two patents) Experienced in GSA (US General

Services Administration) contract application process.

Computer proficient with Microsoft Office and Customer Relationship Management (CRM) software’s.

EDUCATION / TRAINING

Baccalaureate Degree in Business Administration – Mercy College – New York

Advanced Level Certified LifeLanguages Communication Trainer

Certified Character Development Education Trainer.

Sales Training Courses and Seminars – Spin Selling, Great RainMakers, Challenger & Solution Selling, etc.

E-Myth Business Development Program - Proven Business Development System

EXPERIENCE HI-LITES

June 2012 – Current – Victoria Company – Director of Sales & Marketing

Moved to Victoria from the US to start position June1st. Responsible for establishing marketing strategy and North American

sales network. Company had undisclosed financial issues which have made it necessary to seek new employment.

February 2009 –April 2012 – Chicagoland Educational & Business Consulting Co. – General Manager

Work with businesses and educators to provide innovative new resiliency, character development programs and guidance in

hiring, positioning personnel, provide conflict management and communication profiling. Exclusive US distributor for a

program which helps children to grow in resiliency and the ability to make wise character growth, behavior and relationship

choices. Encouraged businesses to become involved in supporting the introduction of these programs into schools.

January 2008 – December 2008 New England Printing Company – VP of Sales & Marketing

Created a local and remote sales team as the company previously has had no formal sales department. Managed the

marketing and sales of a new visual merchandising product which saved clients millions in shipping and graphic costs.

July 2005 – December 2007 – Chicagoland Printing Company – VP of Sales & Marketing

Analyzed existing personnel, released / hired several individuals, added new tools and market direction to the team and

company increased sales by 171%. (2005 sales $4.8 mil – 2006 Sales $6.9 mil / 2007 Sales 8.2 mil.) Developed several

new markets for the company including fleet graphics, new sports markets and added new major retail clients.

Nov. 2000 – June 2005 - Digital 1 Enterprises Ltd. – Senior Business Strategist and Consultant

Consulting and Business Development for companies ranging from, analyzing, creating and implementing effective business

strategies and corporate re-structuring; to preparing business and marketing plans. Established a fleet graphics division for a

wide format digital imaging company and taught the sales team to effectively sell fleet graphics; resulting in over $2 million of

annualized contracts in the first 6 months. Developed and helped execute marketing plan for light truck Accessories

Company. Sales increased by 50% in the first three months of the plans implementation. Contracted with a major

photographic firm to re-organize the company for new market growth and to achieve profitability. It was losing $1.2 million

per year and now is profitable with annual profits over $2.0 million and growing.

May 1996 – Oct. 2000 Big Color Creations Ltd. – President / CEO

Built one of the most unique, digitally focused wide format printing companies in Canada, especially in the area of corporate

and 3rd party advertising. Developed company from start-up of 3 people in 2500 sq. ft., to staff of over 25 people in 18,000

sq. ft. facility in four years, with an increase in sales each year of 75%. Developed market in Canada and United States

through phone marketing and direct mail. Created, developed and patented (US / Canada) in-ice graphics medium which

allows placement of complex and photographic images into ice surfaces. (Used in 1999 Disney movie “Mystery Alaska”; NHL

Stanley Cup Playoffs and professional curling i.e. – Scott’s Tournament of Hearts.)

1983 – 1996 Management / Sales / Production

Signwest – 1992 – 1996 Tripled sales output of all sales people through the development and use of prospecting and tracking systems.

Increased total company sales 65%. Developed system to sell complex electronic sign packages by phone marketing in Western

Canada. Skilled in applying for development permits and reading blueprints.

Sagebrush Graphics – 1987 – 1992 Introduced wide format digital graphics into the Western Canadian market. Sold the first digitally

imaged fleet and third party fleet advertising graphics in Canada.

North American Life Insurance – 1983 – 1987 Developed innovative sales prospecting systems, allowing agents to increase time

closing sales and less time prospecting for potential clients.

TECHNICAL / SOFTWARE EXPERIENCE

Word, Excel, Publisher, Power Point, Outlook, WebEx, - Various industry specific software.

TQ Tracker, Plexus, Sales Force, ZoHo, Google (CRM, MIS), Instant Customer, Constant Contact.

Search engine marketing, optimization and mobile apps. Experienced in reading blueprints and design build situations.

HP Scitex / Vutek / Durst and other wide/super wide format ink jet, photographic, dye-sub, UV, direct digital and screen-

printing. UV flatbed printers, roll to roll, and roll to sheet printers.

Authorized to work in Canada and the US.

Personal and Professional Insights

1) I have extensive experience selling into all types of major industries because of my background in

commercial retail graphics. In commercial retail graphics it is a vital part of providing quality products and

service to become very familiar with each specific industries needs and requirements. I have always found

that skills are easier to teach than attitudes. If I have someone with a good attitude it is my belief you can

train them for almost anything.

2) I have built and managed sales teams for the past 20+ years from initial startups where teams are

required to be built from scratch and also where I have inherited teams which need to be re -trained, re-

focused and made accountable for their productivity.

3) I am a big believer in results. Sales metrics are the best way to track a nd measure and achieve the

desired goals which have been established. As an advanced certified communication profiler I understand

exactly the type of profile required to be successful in a hunter sales position. In the system I use an

intensity level of 70 is the minimum requirement for a sales person to have long term effectiveness as a

“hunter” salesperson. My personal intensity level is 89.

4) I am a proponent of developing new accounts through providing solutions to client’s problems . I always

look at ways to increase sales through any potential avenue which is presented. As a result I have patents

in the US and Canada from products which I have developed and sold which came from a client’s

problem.

5) In the graphics and printing industry (which is my background) printing has been heavily commoditized

and therefore I have developed creative selling systems which bring the client back to focusing on the

results of the product, instead of just the initial purchase price.

6) My negotiation techniques follow the path of being both challenger and solution based selling where I am

not simply selling by price and instead work to be viewed as an asset by the client and a part of their

ongoing success.

7) In several positions I have held as VP of Sales it has involved managing sales teams of 20 or more who

were located in multiple cities and time zones. I have found it is most effective in managing to be

structured in my approach and also to focus more on the team members which require additional sup port

and to assist other team members who are producing effectively only when situations arise requiring

additional support and input. Again, following reporting metrics allows me to be watching progress as it

happens and therefore if an issue is beginning to be observed it can be handled quickly and resolved

before it becomes a problem.

8) I am very computer literate - 8 out of 10 scale with Microsoft products.

9) I have a bachelors’ degree in Business Administration.

10) I am currently located in Victoria, BC and have worked legally in both Canada and the US. I have worked

as a consultant for clients in San Francisco, Los Angeles, Portland, Seattle and several other major areas

in the US. (Chicago, New York, Boston, etc.)

11) I am an advanced certified communication profiler and a certified character development trainer.

12) In Challenger and solution based selling I have found it absolutely essential to be listening to and

observing what the client’s needs are. In challenger selling it is paramount to actually be finding industry

issues which might affect your client even before they are aware of them.

13) I am constantly looking at things and trying to determine how they could be more effective and efficient. In

all the profiles I have ever taken; each one indicates I have a high aptitude toward being a leader,

entrepreneur, risk taker and a pioneer.

14) With the sales teams I have managed and even the operations / production teams I have been involved

with, I have always been able to gain trust, build relationship and help individuals and teams to grow both

personally and professionally. When people see you are truly caring and concerned about them and they

receive encouragement from you (which in many cases they have never received before) it is my

experience people always respond positively with successful results.

15) I have been trained in communication profiling and part of that involves how effective teams are built and

how people can be helped to communicate effectively with each other which cause positive team

dynamics to occur.

16) By setting out clear goals, providing clear instructions and expectations, delegating the required authority,

responsibility and accountability (the yardstick – usually monitored through reporting metrics) mixed with

praise, encouragement and discipline when needed, results tend to be the automatic outcome of the

process rather than by chance.

17) By using reporting metrics you can analyze the information quickly and effectively an d keep yourself from

getting bogged down in information which simply can cloud issues and not really provide anything useful

to the situation or the achieving of goals and desired results.

18) I am extremely comfortable and effective working in both environments whether on my own or as part of

team.

Contact this candidate