RESUME. Business Pilot.....

Business Pilot Management Consulting.,
Mississauga, Ont. Canada.
Contact e-mail: buspilot@rogers.com


Major areas of Expertise:

* Effective key account sales presentation in North American & international market contexts.
* Technical skills, including detailed sales budget preparation, sales forecasting, P&L responsibility.
* Public speaking to trade, professional & business organizations.
* Seminar development, design & presentation: “Your customers buy from people they like…but what do they like?”
* Behaviour & attitude analysis in the sales /customer purchase decision functions and in sales staff performance contexts. Sales knowledge skills testing.
* Managing senior relationships at the client CEO and owner levels.
* Conducting external key manager/owner performance reviews.
* Strategic sales plan development.
* Defining, refining sales goals, setting S.M.A.R.T. objectives.
* Sales: define strengths, weaknesses opportunities & threats (SWOT) analysis.
* Sales force coaching. Sales problem diagnosis/identification/remediation.
* Sales management, sales training.

Highlights:

* Launched successfully & profitably operated business for 9 years, as owner, chair/facilitator, of three president’s peer advisory boards, Mississauga, Kitchener, & Hamilton, comprising more than 30 corporations.
* Sold Canadian manufactured products internationally for two major Canadian corporations. More than 25 visits to the Far East & South America.
* Mentored “new exporters” in the Federal Gov’t NEXUS programme.
* Winner of the ‘Canada Export Award’.


Board Chair: ‘Business Pilot’.
(Peer advisory boards for company presidents).
1997-June 2006.

* Chaired three separate peer advisory boards, consisting of about 30 corporations total.
* Facilitated board meetings, developed content material.
* Coordinated guest key note speaker presentations.
* Designed and implemented an “accountability” process for board member participants.
* Provided business coaching, planning / goal setting and executional guidance to individual board Members at private sessions between monthly board meetings.
* Conducted three annual weekend business “think tank” retreats for board members.


Business Consultant:
1997-present
* Provided strategic planning & international business/export market development counsel for manufacturing and service clients.
* Connected business leaders to non-conventional sources of expansion capital.
* Provided qualified job related 'behavioural and attitudinal assessment/analysis' for peer board members and their employees, with follow-up action programmes.
* Human resource hiring & employee performance recommendation.
* Designed & implemented employee opinion surveys.
* Customer satisfaction surveys.
* Organized & interpreted key manager 360 Degree multi-rater review assessments.


International Sales /Marketing Manager (9 years).
Ganong Bros. Ltd.
(Confectionery manufacturer).

* Winner of Canada Export Award.
* Developed international sales & marketing plans, successfully capturing
market share in Asia & South America.
* Managed harmonious long-term relationship with Thailand joint venture.
* Undertook qualitative market research techniques in 3 Far East Markets.
* Spent more than 18 months ‘on the road’ in the Orient/South America.
* Coordinated product and packaging development for overseas markets.
* Quarter backed the relationship with the Thailand factory joint venture partner.


Export Manager (10 years).
E.D.Smith & Sons Ltd.
(Food processor).

* Built Caribbean distributor network in the hotel/restaurant sector.
* Developed and managed USA N.E. food broker network.
* Conducted food related festive gift programmes with major Japan & Middle East department store chains.
* Secured the largest (27 containers) jam order for the Saudi Arabian institutional market.


Education/Achievement:

* Member: British Advertising Association.
* Member: British Institute of Marketing.
* Numerous related professional business courses, including Wharton School of Business.
* Winner Canada Export Award.
* Certified Business Behaviour, Attitudes & Values Analyst.
* French language skills, spoken & written.

Canadian citizen. Clean driving license.
Health: A1
Area media coordinator, a Canadian Federal political party.
Drove overland from the UK to Cape Town. Trip duration 12 months.