Kenneth Matthew
Wildwood,Missouri
Summary
A proven performer with over twenty years of direct and distributor sales experience. Delivering sales objectives, capitalizing on new revenue growth, and managing all aspects of daily business operations. Opened “Greenfield” sales and product launch operation in North America. Extensive product management background, strategic planning and new market development. P &L management, Market share development Negotiation of multi-year contracts, Sales channel determination and support Account management Directing marketing resources
Overview
38
38
years of professional experience
Work History
Vice President – Sales
Afa Polytek (North America)
09.2008 - 02.2024
- Started Sales office in North America with zero sales, profitable first year, 2023 $160M in sales
- Called on and established National accounts, Tier 2 and Tier 3 accounts
- Cultivated strong relationships with key stakeholders, including customers, vendors, regulators, and community leaders to promote collaboration and long-term success.
- Led cross-functional teams for the successful completion of major projects, resulting in increased efficiency and client satisfaction.
- Developed and implemented Afa Polytek (North America) distributor program, set distributor strategy, inventory program, marketing programs
- Budget and manage P & L’s for sales and marketing department.
- Collaborated with senior management to develop strategic initiatives and long term goals.
Vice President – Sales & Marketing
ContinentalAFA Dispensing Co.
12.2003 - 08.2008
- Hired, trained, and managed 4 sales reps - Targeted sales goal of $94 million
- Oversaw all marketing efforts (brochures, info CD’s, press releases, advertising, etc.)
- Responsible for managing Director of Customer Service & six CSR’s
- Budget and manage P & L’s for sales and marketing department
- Increased sales 3.2% through June of 2008.
Vice President - Field Sales
ContinentalAFA Dispensing Co.
01.2007 - 12.2007
- Trained, hired and doubled field sales force
- Developed & implemented base compensation & incentive compensation plan for sales personnel
- Developed and implemented ContinentalAFA’s distributor program, set distributor strategy, inventory program, marketing programs (informative DVD’s, samples kits, etc.)
- Led team to sales growth of 4% in first year and 16% in second year
- ContinentalAFA received Dispensing Supplier of the Year from Berlin Packaging
- Appointed as a board member of the National Association of Container Distributor’s Industry Advisory council.
Director of Sales
ContinentalAFA Dispensing Co.
11.2003 - 01.2007
- Responsible for national accounts such as Church & Dwight, Orange Glo, Reckitt Benckiser
- Responsible for negotiating multi-year contracts with Fortune 500 companies.
Industry Manager – Household & Chemical
Owens- Illinois
05.2001 - 11.2003
- Set sales and expenditures budget
- Directed Sales & Marketing efforts for Household & Chemical Division
- Directed R&D activities for new product development such as hose-end sprayer
- Led Specialty division to the first growth year in over 5 years
- Member of divestiture team when sold to ContinentalAFA.
Director of Sales
Continental Sprayers, Inc/Indesco
01.2000 - 05.2001
- Managed a sales force with annual sales of approximately $60M
- Responsible for hiring & training of a sales force of four
- Consistently exceeded sales budget.
National Account Manager
Continental Sprayers, Inc/Indesco
01.1997 - 01.2000
- Responsible for handling largest accounts: Scotts, Clorox, TurtleWax & United Industries
- Worked with all facets of large accounts
- Initiated and set up quarterly business reviews to better manage our customers’ business.
Sales Representative
Continental Sprayers, Inc/Indesco
05.1994 - 01.1997
- Replaced the loss of Continental Sprayers largest account within 18 months
- Built territory from no accounts to approximately 100 viable customers.
Regional Sales Manager
AFA Corporation
02.1991 - 05.1994
- Responsible for national accounts
- Landed AFA’s largest and most profitable account – Monsanto/Scotts
- Ran AFA’s most profitable region while maintaining strong business relationships.
Manager – Distributor Sales
AFA Corporation
05.1988 - 02.1991
- Responsible for distributor network of 30 companies with branch offices throughout the USA
- Developed marketing programs to improve selling practices and assist distributor sales
- Coordinated promotional programs and product technical training seminars
- Evaluated distributors’ quarterly productivity with analytical quarterly matrices and set sales goals and target plans to achieve those goals
- Increased sales 67%.
Sales Representative
Northwestern Bottle Company
01.1986 - 06.1988
- Earned the responsibility for opening and developing new sales territory in southern California
- Increased sales 20.4% by landing two of the branch’s biggest accounts.
Education
Bachelor of Science in Business Administration -
University of Missouri - Columbia
Skills
- Team Leadership
- Relationship Building
- Decision-Making
- Critical Thinking
- Sales and Revenue Growth
- Competitive Intelligence
Affiliations
- National Association Container Distributors – Industry Advisory Council
- Board member
Personalaffiliations
Eagle Scout
Timeline
Vice President – Sales
Afa Polytek (North America)
09.2008 - 02.2024
Vice President - Field Sales
ContinentalAFA Dispensing Co.
01.2007 - 12.2007
Vice President – Sales & Marketing
ContinentalAFA Dispensing Co.
12.2003 - 08.2008
Director of Sales
ContinentalAFA Dispensing Co.
11.2003 - 01.2007
Industry Manager – Household & Chemical
Owens- Illinois
05.2001 - 11.2003
Director of Sales
Continental Sprayers, Inc/Indesco
01.2000 - 05.2001
National Account Manager
Continental Sprayers, Inc/Indesco
01.1997 - 01.2000
Sales Representative
Continental Sprayers, Inc/Indesco
05.1994 - 01.1997
Regional Sales Manager
AFA Corporation
02.1991 - 05.1994
Manager – Distributor Sales
AFA Corporation
05.1988 - 02.1991
Sales Representative
Northwestern Bottle Company
01.1986 - 06.1988
Bachelor of Science in Business Administration -
University of Missouri - Columbia
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