An innovative, results-oriented, leader qualified by more than 13 years of successful, business-to-business, consultative solutions sales, marketing, account/channel management and business development experience. Recognized as one of the Top Client Managers within IBM’s Americas’ organization. Proven track record of consistently exceeding sales goals. International experience selling to senior executives in both Fortune 500 and Small and Medium Business customers throughout North America. A creative thinker with strong analytical, strategic planning and problem solving skills. An enthusiastic, high-energy individual with a tenacious sales attitude. Exceptional customer service, interpersonal, time-management, organizational, communication and relationship building skills and solid ethics and integrity.

1. TODD W. SMITH, B.A. (Econ.)
214 Auburn Drive, Waterloo, Ontario N2K 3T2
toddsmith@rogers.com 519.579.7751
SENIOR SALES & MARKETING PROFESSIONAL
An innovative, results-oriented, leader qualified by more than 13 years of successful, business-to-business, consultative
solutions sales, marketing, account/channel management and business development experience. Recognized as one of
the Top Client Managers within IBM’s Americas’ organization. Proven track record of consistently exceeding sales goals.
International experience selling to senior executives in both Fortune 500 and Small and Medium Business customers
throughout North America. A creative thinker with strong analytical, strategic planning and problem solving skills. An
enthusiastic, high-energy individual with a tenacious sales attitude. Exceptional customer service, interpersonal, time-
management, organizational, communication and relationship building skills and solid ethics and integrity.
Specific areas of expertise include:
 New Business Development  Communication – Creating and Delivering Presentations
and Proposals
 Key Account, Channel & Relationship Management
 Advanced Microsoft Office/Computer Skills
 Consultative Solution Selling
 Organizational, Project and Time Management
 Strategic Planning
 Understanding and Relating Complex Technical Ideas to
 Launching New Products/Entering New Markets
Technical and Non-Technical Audiences
 Leading & Facilitating Groups
 Strong Passion for Technology
 Coaching & Motivating Teams
PROFESSIONAL EXPERIENCE
Senior Account Representative, Eastern Canada 2006 to 2009
Eastman Chemical Canada Inc., Waterloo, Ontario
Established and maintained relationships with direct and indirect customers in a USD$25 Million territory selling
raw materials to the Coatings industry. Used a consultative-solution-selling approach to determine customer
needs and recommend solutions. Collaborated with Channel Partners to develop demand creation and
pricing strategies. Negotiated contracts and sales incentives and conducted customized, product training
sessions across Canada. Worked from home office and travelled extensively throughout North America.
Major Accomplishments:
 Achieved 118% of plan on gross margin and 124.5% on volume in first year in position
 Saved the company over USD$3 Million in ongoing annual revenue by preventing a Small Customer from
leaving Eastman and growing them into the Largest Direct Account in Canada with multiple-year, double-
digit (42%) sales increases and becoming their primary supplier for their largest volume product
 Developed and implemented channel growth strategies to expand into the Canadian Oil and Gas, Mining,
Pharmaceutical, Food and Beverage markets. Collaborated with Eastman’s Innovation and Research and
Development Teams to develop new products for these markets as well
 Created a global Distributor Extranet Portal and Internal SharePoint site to improve productivity, collaboration
and communication between Eastman’s Global Sales Force and Distribution Channel
 Saved the Company hundreds-of-thousands of dollars by leading a Project Team tasked with evaluating and
developing a go-to-market strategy for a new “solar-activated coating” product with potential revenue of
USD$7.5 Billion and recommending that management not pursue at an early stage in the project
Strategy Consultant / Business Development Manager 2005 to 2006
Open Options Corporation, Waterloo, Ontario
Sold and delivered business strategy consulting services to Senior Level Executives in Fortune 500 companies
throughout North America. Created opportunities through disciplined research, cold calling, online webinars
and networking. Presented complex technical material; contributed to analysis; helped facilitate and execute
strategy projects; and present results. Travelled extensively throughout North America.
Major Accomplishments:
 Saved a Major U.S. Airline millions of dollars in a labour negotiation with their Union
 Saved a Waterloo Startup hundreds-of-thousands of dollars by evaluating their go-to-market strategy
 Developed solutions to some of the biggest problems at some of the biggest companies in the world

2. TODD W. SMITH
Page 2 toddsmith@rogers.com 519.579.7751
Business Development Manager 2002 to 2005
Creative Options Inc., Waterloo, Ontario
Managed a USD$2 Million U.S. territory selling internal training and awareness programs to large U.S. Retailers.
Conducted full sales cycle, new business development and account management responsibilities with new
and existing clients. Trained New Hires and mentored several members of the Team. Travelled extensively
throughout North America.
Major Accomplishments:
 Recognized as the Top Business Development Manager in 2003 and 2004
 Quadrupled sales from USD$300,000 to USD$1.2 Million at a large US Retailer to create company’s largest
account; grew that account by 59% in 2004; and signed them to the company’s first five-year contract
 Sold the company’s first SaaS-based Mobile Audit Solution and more than twice as many as any other Rep
Client Manager – Competitive Win-back Team 1998 to 2001
IBM Canada Ltd., Markham, Ontario
Established and maintained relationships with Key Line-of-Business and Information Technology Executives in a
competitively installed mid-market business territory of Banking, Finance and Professional Services customers in
downtown Toronto. Engaged in consultative solution selling to understand business initiatives and assist in
developing creative solutions to solve their business problems. Sold hardware, software and services solutions.
Worked from home office.
Major Accomplishments:
 Recognized as one of the Top Client Managers in the Americas after growing my territory by over 68% in 2000
and coming in at 141% of plan. Awarded a trip to BestFest 2001 in Puerto Rico
 Doubled sales every year – CDN$2 Million in 1998; CDN$4 Million in 1999; and CDN$8.5 Million in 2000
 Awarded two “Team Success Awards” for leading the IBM Client Team to multi-million dollar wins
Business Partner Representative 1996 to 1998
IBM Canada Ltd., Burlington, Ontario
Managed IBM relationship with over eighty Business Partners. Recruited new Business Partners and worked with
them to grow their businesses and achieve or exceed IBM sales targets. Developed business plans, participated
in trade shows and educated Partners about IBM programs, products and solution selling strategies. Worked
from home office.
Major Accomplishments:
 Achieved territory growth of 162% in first year in the territory
 Doubled sales every year; CDN$500K in 1996; CDN$1M in 1997
 Recruited more than twice as many Resellers away from Compaq than any other Representative in Canada
EDUCATION
Wilfrid Laurier University, Waterloo, Ontario 1995
 Bachelor of Arts, Economics
PROFESSIONAL DEVELOPMENT
 Eastman Business and Marketing Excellence  Miller Heiman Consultative Sales Process
 Eastman Stage Gate  Miller Heiman Strategic Selling
 Eastman Versatile Sales Person  IBM Signature Selling Methodology
 Franklin Covey FOCUS: Achieving Your Highest Priorities™  Upfront Presentation Skills
VOLUNTEER ACTIVITIES
 Coach, Waterloo Minor Soccer Club  Former Business Campaign
 Volunteer, St. Matthews Catholic School Chairperson, Arthritis Society
 Canvasser, Canadian Cancer Society  Former Special Events
 Soup Kitchen Volunteer, St. Vincent De Paul Chairperson, Arthritis Society
INTERESTS
 Spending Time with Family/Friends  Working Out/Mountain Biking
 Playing with My Kids  Camping/Canoeing/Hiking
 Playing Golf, Guitar and Hockey  Listening to Music/Podcasts
 Learning/Reading Books  Following Technology