Results-driven professional in sales management, known for high productivity and efficient task completion. Skilled in strategic planning, customer relationship management, and team leadership. Excel in communication, negotiation, and problem-solving to achieve sales targets and business growth.
Hi, I’m
Jeff Matlock
Olathe,KS
Summary
Overview
15
years of professional experience
Work History
WorkBrightBoulder, CO
Director of Sales
04.2024 - Current
Job overview
- Successfully launched an upmarket strategy, leveraging strategic partners in the HR Tech space.
- Restructured existing team and budget to align with new initiatives and position current reps in roles more suited to their skill set.
- Created an Enablement role, which led to faster throughput of cadences, sales collateral, and data management.
- Established TAM and Persona targets for reps.
- Developed an outbound strategy and hired a BDR to increase our organic efforts.
- Identified, developed and maintained relationships with key customers and partners.
- Developed and implemented sales strategies to maximize revenue growth.
- Managed a team of sales personnel to ensure performance goals were met or exceeded.
- Created detailed reports on sales performance metrics and trends.
- Attended trade shows, conferences and industry events to promote the company's brand image.
LightEdge SolutionsKansas City, Metro
Director of Sales and Business Development
09.2021 - 02.2024
Job overview
- Successfully built a Sales Development team of 12 that spanned 3 of our 8 markets
- Recruited and onboarded the largest team in our organization, while building new processes from the ground up.
- Promoted two reps to field selling reps within three months and promoted five reps within the first year
- Established TAM and Persona targets for reps
- Exceeded board-defined target by 36%.
- Lead my team to $3.7M in contract revenue for 2022.
- Developed and promoted weekly, monthly and quarterly sales objectives.
Vital Records ControlKansas City, Metro
Director of National Sales
07.2020 - 09.2021
Job overview
- Chosen by the Board of Directors and C-Level Leadership to pivot our previous Account Management department to a full cycle sales team
- Results from the Account Management team increased from 12.95% to 86.80% in organic sales month over month, contributing to this new model
- Buy-in from our Board of Directors and C-Level Leadership to expand our US sales team from 8 reps, centrally located, to 21 reps Nationally
- Lead the build out and development of a new department of Account Managers whose roles are catered to increasing engagement with our core group of 40,000+ business partners and increasing market share
- Developed a new strategy for client and prospect engagement leveraging relationships as the root of each interaction
- Worked with internal partners to integrate new teams from acquired organizations
- Established new metrics for each territory aligned with market history and forecasted growth
- Developed a new centralized CMS (Contract Management System)
Vital Records Control Inc.Kansas City, Metro
Sales and Development Manager
09.2019 - 07.2020
Job overview
- Established a new territory in the Midwest for a top three (3) National partner in Information Governance
- Developed relationships with CFO's and Directors to learn their needs through a consultative approach
- Market focus on corporate, legal, professional, and healthcare verticals
- Built new sales processes within a proprietary CRM then migrated them into a global contract management system
CivicPlus (CivicHR)Manhattan, KS
Sales and Consulting Manager
07.2016 - 03.2018
Job overview
- Partnered with 20+ Channel Sales Managers and Account Managers to cross-sell CivicHR by consulting with C-Level Human Resources professionals and providing strategic software demonstrations
- Built a National territory targeting Local and State Government IT and Human Resources Departments to streamline their applicant management and mitigate department costs
- Completed RFP's and RFQ's for public entities to compete with larger competitors and gain market share
- As a new product to CivicPlus my teammates and I were tasked with developing a GTM strategy
- This was my first experience with this and we did this with little oversight
Reliable Precast ProductsKansas City, Metro
Regional Sales Director
03.2015 - 07.2016
Job overview
- Developed a new marketing approach by utilizing our relationships with our long-term clients to establish a brand of trust and quality
- Brought existing products to new markets by re-tooling the current website and marketing through Google and miscellaneous direct to consumer campaigns
- Managed all client relationships to ensure their standards were being met and establish new orders Conduit between the General Manager and clients to coordinate project timelines
Validity Screening Solutions ('09-'14 and '18-'19)Kansas City, Metro
Business Development Executive
07.2009 - 12.2014
Job overview
- Built new sales processes within NetSuite to allow for our Marketing Department and Sales Team to close gaps within the existing lifecycle
- Created a new step in Validity's existing process to hand off new clients to the Onboarding/Project Management team allowing for a faster go-live and a better client experience
- Grew a pipeline value of over $500K and developed automated campaigns, using HubSpot, to streamline lower value accounts that communicate electronically
- This project contributed to a 28% increase in new sales in our 3rd quarter without any added manpower
- Reconfigured the back-end of Validity's proprietary Compliance Automation Software to allow for custom themes and backgrounds which resulted in increased conversions of our enterprise prospects
- Coordinated all travel, presenting, and collateral for our State and National conferences
- Market targets included: Staffing Companies, PEO's, Industrial, Professional, Healthcare, and Education Utilizing the new processes and software developments, sales increased by +200% over 2016 and 2017 new revenue
Education
05/2004Erie, KS
High School Diploma from Erie, KS
05.2004
University Overview
Johnson County Community CollegeOverland Park, KS
Some College (No Degree) from Entrepreneurship
University Overview
Skills
- Sales leadership and training
- Client Relationship Management
- Territory Management
- Sales Coaching
- Pipeline Development
- Revenue Growth
- Vendor Management
- Trade show representation
- Cold-calling
- KPI analysis
Outside the Role
Outside the Role
DE&I Chair Member
- Worked closely with our VP of HR and other Founding Members to establish a proactive effort for DE&I within our growing Organization
- Stepped in as the Chair Executive as an opportunity to lead by example
- Built a 25 person committee and enlisted the help of an outside firm to guide us through this important yet fragile landscape
- We worked together to redefine roles and have our job descriptions rewritten
- The committee increased diverse hiring in many male dominated tech roles and worked with recruiting to develop a non-biased hiring and recruiting model.
References
References
References available upon request.Timeline
Director of Sales
WorkBright
04.2024 - Current
Director of Sales and Business Development
LightEdge Solutions
09.2021 - 02.2024
Director of National Sales
Vital Records Control
07.2020 - 09.2021
Sales and Development Manager
Vital Records Control Inc.
09.2019 - 07.2020
Sales and Consulting Manager
CivicPlus (CivicHR)
07.2016 - 03.2018
Regional Sales Director
Reliable Precast Products
03.2015 - 07.2016
Business Development Executive
Validity Screening Solutions ('09-'14 and '18-'19)
07.2009 - 12.2014
05/2004
High School Diploma from Erie, KS
Johnson County Community College
Some College (No Degree) from Entrepreneurship