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Scott Cline
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- Sales Operations
- Negotiation
- Product Development
- Sales Management
- Pricing
- Show all
Bio
Credentials
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Negotiation Success Program
Negotiations Ninja™Nov, 2023- Apr, 2026 -
Selling to Key Executives
Sales Readiness GroupFeb, 2023- Apr, 2026 -
Empathy for Sales Professionals
LinkedInJan, 2021- Apr, 2026 -
Sales: Closing Strategies
LinkedInDec, 2020- Apr, 2026 -
Virtual Selling for Sales Professionals
LinkedInDec, 2020- Apr, 2026 -
Professional Networking
LinkedInNov, 2020- Apr, 2026 -
Sales Prospecting
LinkedInNov, 2020- Apr, 2026 -
Building Better Routines
LinkedInJul, 2020- Apr, 2026 -
Holding Yourself Accountable
LinkedInJul, 2020- Apr, 2026 -
How to Make Strategic Thinking a Habit
LinkedInJul, 2020- Apr, 2026 -
Acting Decisively
LinkedInJun, 2020- Apr, 2026 -
Improving Your Listening Skills
LinkedInJun, 2020- Apr, 2026 -
Interpersonal Communication
LinkedInJun, 2020- Apr, 2026 -
Cultivating Mental Agility
LinkedInMay, 2020- Apr, 2026 -
How to be an Adaptable Employee During Change and Uncertainty
LinkedInMay, 2020- Apr, 2026 -
Persuading Others
LinkedInMay, 2020- Apr, 2026 -
Strategic Thinking
LinkedInMay, 2020- Apr, 2026 -
Advanced Persuasive Selling: Persuading Different Personality Types
LinkedInApr, 2020- Apr, 2026 -
Craft Your Sales Pitch with Competitive Differentiation
LinkedInApr, 2020- Apr, 2026 -
Persuasive Selling
LinkedInApr, 2020- Apr, 2026 -
Selling with Authenticity
LinkedInApr, 2020- Apr, 2026 -
Asking Great Sales Questions
LinkedInMar, 2020- Apr, 2026 -
Sales Foundations
LinkedInMar, 2020- Apr, 2026 -
Selling into Companies
LinkedInMar, 2020- Apr, 2026 -
CPSA Member
Canadian Professional Sales AssociationJul, 2022- Apr, 2026
Experience
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National Account Manager
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Sep 2020 - Present
Reporting to the Vice President of Sales, it is my responsibility to build, manage and maintain Kal Tire’s relationships with large corporate customers and key accounts. I develop, implement and coordinate programs to optimize profitable sales, develop relationships and promote the full spectrum of Kal Tire’s product and service offering.
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Business Development Manager
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Aug 2019 - Aug 2020
I joined McDougall Energy (MEI) as the lubricants specialist for the Greater Toronto Area. It was my responsibility to drive the organic growth of MEI’s lubricants business across the GTA geography by researching, soliciting and securing new business from new and existing customers. My prospects included large trucking and construction companies as well as multi-location resellers. I also liaised with MEI’s lubricants and equipment suppliers to leverage their marketing programs and technical resources. I acted as a lubricants product and market resource for MEI staff and customers.
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Canada
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Oil and Gas
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700 & Above Employee
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Regional Sales Manager
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May 2017 - Mar 2019
Parkland Fuel employs a team of 13 very skilled sales professionals to maintain and grow their 300 million litre commercial fuel, lubricants, propane and cardlock business in Ontario. It was my privilege to help build and coach this team. Together, we grew our volume by 13% in a flat market and grew our margin by 5%. I acted as a liaison between the sales and operations teams to strategically target opportunities and onboard new customers.I owned Parkland's commercial sales P&L for Ontario. Key lines of business included traditional bulk fuel, wholesale, in-fleet fueling, diesel exhaust fluid, commercial propane and lubricants. It was my responsibility to work collaboratively with our operations team to identify growth opportunities and ensure they were supported. I also had the opportunity to guide the team and the organization through the changes that accompanied Parkland's growth. I led the commercial team's journey to optimize Salesforce to help us improve the efficiency and metrics of our sales activities. As a Salesforce Mountaineer I understand its value and I am adept at leveraging it effectively as both a sales professional and sales manager.
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National Sales Manager -- Lubricants
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Jul 2014 - May 2017
I had the privilege of managing a great team of 9 sales professionals across Canada. Our mandate was to maintain and grow our $40 million B2B lubricants business. We explored new business sectors and found innovative ways to help our loyal partners grow their businesses with premium lubricant products and services. Our customers included Lordco, Fleet Brake, Kal Tire, FGI, Uni-Select, Best Buy, Fountain Tire and Modern Sales. The team was made up of experienced veterans, talented up and comers and enthusiastic rookies each of whom brought more to the table than I. Together we pushed our boundaries and drove our business in new and meaningful directions.
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National Account Manager
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Mar 2011 - Jul 2014
I joined the Permatex team to help grow their share of retail mass in Canada with their heritage brands as well as their newly acquired brands. My diversified portfolio included Walmart, Esso, Target, Home Depot, Lowe's, Princess Auto, Safeway, TSC Stores, Loblaw and Sobey's. Some of my successes included 56% growth in sales to Sobey's, 51% growth in sales to TSC Stores and 240% growth in sales to Home Depot. I also experienced healthy growth in the overall profitability of my portfolio between 2011 and 2014. I managed all aspects of my businesses including P&L, category management, promotional planning, sourcing and product lifecycle management. I developed strong professional relationships at multiple levels within my customers' organizations and maintained a robust and dynamic opportunity pipeline. My hands-on technical background gives me a unique perspective into the installed and DIY automotive businesses. I was often consulted internally as an automotive expert on technical matters during my time at Permatex.
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National Account Manager - Walmart
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Aug 2009 - Mar 2011
I successfully led a sales team dedicated to Walmart Canada’s automotive business. Together we guided the account through several operational transitions, category managers, line reviews, and we negotiated a bold new marketing program. With a robust promotional calendar, including Walmart’s two largest motor oil events to date, I grew the Pennzoil and Quaker State conventional lubricants business by 146% during my final year and grew Walmart’s conventional POS by 116%. Through effective promotional activity, I grew Shell’s premium lubricant business by 118% during my final year and grew Walmart’s premium POS by 3%. I secured Walmart Canada’s $2 million OEM seat cover program and designed and implemented a successful Advanced Sales training course and schedule for Walmart Tire and Lube Express associates.
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Industrial Account Manager
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Nov 2007 - Jul 2009
I quickly became a key member of Canada's direct lubricants sales team. My customers included Volvo Construction Equipment, Ford of Canada and Compass Minerals. I worked with Shell resources around the world to negotiate global tenders with Vale, Xstrata, Ryder, UPS, Myers Industries, Nationalease, Nestle and Brunswick Boats. My Canadian successes included work with Narmco, OEM Remanufacturing and K-Line Trailers. I leveraged local and international resources to develop solutions to reduce our customers total cost of maintenance.
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Reseller Account Manager
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Sep 2005 - Oct 2007
I relocated to British Columbia to develop a new territory comprised of Original Equipment Truck dealers and the Heavy Truck and Automotive Aftermarket. Working independently I developed strong relationships with key partners in each market of the province, leveraging national programs and existing relationships where possible. I grew total lubricants volume more than 388% in two years. 609% growth in OEM business leveraging national programs and 229% growth in the automotive and heavy duty aftermarket sectors.I grew total margin more than 291% in two years. I opened four Rotella Express fast lube locations including the first at a TruckPro.I significantly elevated the profile of the Shell brands in a market dominated by Chevron while managing market specific distribution partners.
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Product Manager
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Mar 2000 - Aug 2005
It was the responsibility of the Canadian Lubricants Brand Team to meet specified margin, share and volume targets while growing and protecting the Pennzoil and Quaker State brands. My responsibilities within this team included the management of all aspects of new product introductions, packaging, pricing and promotion. I also worked with our team of National Account Managers to execute customer-specific retail promotional activity.I developed new product concepts for Canada and managed their introduction. This process involved collaboration with the Shell Innovations team, Pennzoil and Quaker State brand management teams in Houston, Strategic Sourcing as well as local vendors, the media, advertising agencies and outside resources.
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Regional Support Manager
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1994 - 2000
I joined TD Canada Trust in an entry-level position and moved quickly through the organization. I was selected as a candidate for their management training program and, upon completion of the program, acted as the assistant manager of two branches. For my final position, I accepted a role in the office of the Senior Vice President as a Regional Support Manager managing high level customer complaints and assessing major exceptions to corporate policy.
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Education
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1989 - 1993McMaster University
Bachelors, Economics -
2005 - 2007
Simon Fraser University
Diploma, Management Studies -
2016 - 2030
Trailhead by Salesforce
Expeditioner
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Industry Focus. “Retail”
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