MICHAEL HUGHES

Toronto, ON M4S 3H4 ♦ M: 647-991-6501 ♦ H: 416-597-6501

t.michael.hughes@gmail.com

An accomplished business leader, leveraging deep and wide expertise in sales and
business management, marketing, sales operations, business planning, and
controllership, honed in technology companies including Hewlett-Packard, Celestica,
AST Computer, and NEC.
Motivating and empowering cross-functional teams to understand and support big-
picture strategy, adapt to change, and employ a winning attitude to deliver results.
Passionate about helping people and companies become better through selecting
and adopting great technology.

PROFESSIONAL EXPERIENCE
HEWLETT-PACKARD (CANADA) CO. (HP) 1999 - 2010
Business Development Manager, Imaging & Printing Group, (2008 - 2010)
Built new relationships with key stakeholders in federal government and major
public sector organizations to influence policy directions, enabling higher levels of
mutual success. Achieved 122% of quota in fiscal 2009.
 Assessed business and initiated cross-functional change, to simplify segment
offerings
 Developed opportunity qualification/profitability assessment sensitivity in
enterprise-level customers including evaluating outsourcing, intangibles and
multiple risk variables.

National Sales Development Manager, Personal Systems Group, (2008)

Led enterprise named account opportunity funnel and forecasting process, by
integrating cross-functional business views to improve sales results and
predictability. Focused on sales coverage, routes to market, and sales process
models to improve sales effectiveness, and lower cost of sales across segments and
regions.
 Led marketplace sizing analysis for Canada, as part of HP worldwide team
integrating internal and external databases. Leveraged wide customer
knowledge in order to establish baseline for growth targets and stretch goals to
exceed them.

Director, Commercial Business Unit, Personal Systems Group, (2005 - 2008)

Leader of HP’s $500M+ commercial business unit in Canada with responsibility for
profit-and-loss results. Coached managers and staff on marketing strategy, product
lifecycle marketing, sales operations, strategic pricing, and business planning. Major
product lines included business notebooks, desktop and workstation computers,
smartphones, and PDA handhelds.
 Over-achieved planned top-line and bottom-line performance every quarter by
driving a disciplined but flexible approach to business decisions throughout my
teams.
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 Balanced business routes-to-market across multiple indirect and direct

distribution channels including telecom carriers.
 Mandated development and use of market models integrating internal research
and data from leading market research firms to discover actionable insights,
supporting more accurate business planning targets.
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Manager, Business Planning, Personal Systems Group, (2002 - 2005)

Led team linking sales, marketing, finance and operations, with overall
responsibility for planning and implementation of programs in support of business
objectives. Functions included strategic pricing, bid management, business
development and forecasting, sales quota review, and other go-to-market or
market-segment based programs. Number two decision-maker and advisor to
Senior VP to approve or restructure large business-to-business deals in Canada.
 Negotiated annual and multi-year business plans with North American and
worldwide HP stakeholders to set the foundation for goal-setting and quota
deployment in Canada.
 Drove a significant turnaround in profitability for the business after the major
merger with Compaq Computer.
 Designed and refined national sales opportunity funnel and forecasting
process to incorporate sales coverage, go-to-market, and sales process models
to improve sales effectiveness and lower cost of sales.

Operations Manager, Business PC Group, (2000 - 2002)

Led supply chain management team in Canada for HP’s Business PC group, covering
demand and supply planning, inventory management, and customer order
management.
 Drove improved visibility for sales teams, resulting in lowered inventory
costs, better matching of supply to demand, and increased sales.

Corporate Sales Development Manager, PSG, (1999 - 2000)

Planned and executed market demand generation strategy within the Corporate
Business sector in Canada for HP PC, Server, Storage, and Mobile products.
Responsible for strategy, marketing programs and plan execution targeted at
corporate and large enterprise customers across Canada.
 Drove successful return of HP to federal government PC business to capitalize
on market opportunities and grow sales.

CELESTICA INC. 1998 - 1999

Sales Operations Manager & Acting Inside Sales Manager,
Celestica Memory Division & Celestica International Inc., Toronto
Led sales operations and product marketing operations of Celestica Memory
Products working with sales, financial, design, and manufacturing. Added inside
sales leadership function for contract electronics division, power products division,
and memory products, serving the largest worldwide electronics, computer and
communications corporate customers.
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AST CANADA INC., A SAMSUNG COMPANY 1993 - 1998

Director, Business Operations, Toronto, (1997 - 1998)
Operating officer and controller for this major personal computer manufacturer,
leading sales and marketing operations, finance and accounting, strategic planning,
supply and demand management, and profitability.

National Operations Manager, Toronto, (1994 - 1997)

Senior management team member of this major manufacturer. Key responsibilities
included overall product and pricing strategy, product pricing and selection, supply
and demand management, inventory management, and gross profitability.

Regional Sales Manager, Ottawa, (1993 - 1994)

Achieved record sales in the territory. Awarded gold medal for AST Americas’
highest sales achievement at that time.

NEC TECHNOLOGIES CANADA 1989 - 1993

District Manager, Eastern Canada & Federal District Sales, Ottawa

Award-winning sales manager of NEC computer products, serving major accounts,
private and public. Achieved Canada's largest laptop computer sale to that date.

SHL COMPUTER INNOVATIONS (NEXINNOVATIONS) 1983 - 1989

Canada’s largest computer reseller firm, SHL Computer Innovations operated as
ComputerLand Canada during much of this period.

Senior Sales Representative, Ottawa (multiple Excellence Club member)

EDUCATION
Master of Arts (Leadership) College of Management & Economics,
University of Guelph, 2009
Bachelor of Arts, Economics & Political Science, Carleton University,
Ottawa, 1986

OTHER
Interests include leadership, reading, business, technology, music, education, public
affairs, cooking and sports.

Dual-citizen, Canada and Ireland (European Community)

Chair, Holy Cross School Council, 1998 - 2003. Member, Holy Cross School Council,
1996 - 2003