Matthew Bischoff
Marietta,GA
Summary
With over a decade of sales management experience and an MBA in Finance, I am deeply committed to driving revenue growth and ensuring sales excellence across our organization. In my current role, I bridge the gap between sales teams and our arsenal of tools, enabling us to deliver revenue faster and more effectively. I lead the implementation of a custom sales methodology tailored to our unique needs and a new training platform to enhance our sales force skills. Additionally, I spearhead data-driven projects to increase sales efficiency. Leveraging my expertise in solution selling and proficiency in salesforce.com, I collaborate with cross-functional teams to drive complex solutions and identify new opportunities. My ultimate goal is to transform our teams for revenue growth and sales excellence through strategic leadership and data-driven solutions.
Overview
29
29
years of professional experience
1
1
Certification
Work History
Director of Sales Enablement / Revenue Operations
United Site Services
Atlanta, United States
10.2023 - Current
- Sales Playbooks: Developed comprehensive sales playbooks for various roles, providing step-by-step guidance on prospecting, objection handling, and closing techniques
- Content Management System (CMS) Integration: Successfully integrated a CMS with Salesforce, streamlining content creation, management, and distribution for field sales teams
- Sales Process Optimization: Standardized opportunity creation process, defined stages, and enforced exit criteria using Salesforce Collaborated with analytics to create a forecasting tool for accurate pipeline management
- Pipeline Strategy: Worked closely with area sales managers to foster a culture of effective sales pipeline management
- Director of Sales Development Program: designing and development of curriculum focused on: forecast and pipeline trainings gap closure strategies, commission training and overview, scorecard review exercises and coaching session development.
Regional Director of Sales
United Site Services
Atlanta, United States
07.2023 - 10.2023
- Territory Coverage: Oversee sales performance across Texas, Louisiana, Mississippi, Alabama, Tennessee, Georgia, North Carolina, South Carolina, and Florida
- PNL Responsibility for $300+ million in revenue
- Strategic Recommendations: Analyze sales data to recommend projects and action plans aimed at increasing sales and improving performance
- Process Discipline: Instill core business sales process discipline, ensuring adherence to standards and excellence in execution
- Training Guidelines: Develop and recommend comprehensive training guidelines for all sales areas to enhance team capabilities
- Leadership & Implementation: Lead and implement various sales initiatives, processes, and tools to drive sales effectiveness
- Data Management: Develop, implement, and manage critical sales data for the South Sales Region, using analytics to challenge annual objectives and enhance selling efficiency
- Revenue Growth: Utilize data-driven insights to formulate strategies that drive revenue growth and optimize sales efficiency.
Director of Sales
United Site Services
02.2020 - 07.2023
- Combine entrepreneurial drive with business-management skills to drive gains in revenue, market share and profit performance
- PNL responsibilities for multiple channel revenue targets and multiple lines of business
- Responsible for direct management of up to 25 employees
- Communicate a clear, strategic sales vision, effectively training and coaching both veteran and junior sales team members
- Provide Solution Selling training to team members to drive growth
- Coordinated training through the South region
- Salesforce.com super-user -- provide training and management of sales region through SFDC.
Foodservice Sales Manager
PepsiCo
Greater Atlanta Area
06.2016 - 02.2020
- Develop business plan for specific group of national customers restaurants to forecast volume, revenue and expense
- Activate PepsiCo system (e.g., cross-functional team members, segment resources) to develop and implement business plan/solution that meets customer needs and drive beverage category profit and volume, contributing to overall sales growth for the customers' entire business
- Management of national programs down to local field level in regards to service supply chain, and equipment
- Strong understanding of customers business needs, issues faced and opportunities with various customer buyers to develop viable solutions
- Conduct regular business reviews with customers to build and maintain strong relationships with key members of the customer's organization, reaffirm strategies linked to needs and steward the business, operational and/or personal value created for the customer
- Meet with senior level buyers to build relationships and gain their support and commitment to various initiatives/programs.
Senior Business Development Director, Strategic Accounts
Covance
Atlanta, GA
06.2008 - 06.2016
- Nutritional Chemistry and Food Safety
- Reporting to the Executive Director of Commercialization and Strategic Relationships, focus on broadening and deepening relationships with large multinational customers, leading technical sales team to deliver solutions and proposals to clients
- Servicing accounts in the Eastern US, Eastern Canada, Mexico and Western Europe
- Large account management focused on global and multinational companies with a wide variety of analytical and microbiological testing needs
- Account portfolio spanning multiple industries - food production and manufacturing, beverage manufacturers and developers, dietary supplements, raw materials, flavor and fragrances, ingredients and biotechnology
- E-marketing Sales Advisory Board
- 2010 Business Unit of the Year Award for delivering sales and operational excellence.
Account Manager
Golden State Foods
05.2003 - 05.2008
- Reported into Vice President of Global Sales, managed $25 million in total sales
- Increased account sales by 30% in two years
- Responsible and management for 1 sales person
- Leads day-to-day management and optimization of client campaigns
- Demonstrates working knowledge of each area of company's resources, in order to evaluate recommendations before presenting to the Client.
Assistant Director
Aramark
Greensboro/Winston-Salem, North Carolina Area
08.1996 - 12.1998
- North Carolina School of the Arts
- Responsible for Daily operation of student eating facility, catering and local snack
- Responsible for daily management of 30 employees including management level employees
- P & L Responsibility on labor and food cost.
Location Manager
Aramark
Greensboro/Winston-Salem, North Carolina Area
08.1995 - 08.1996
- Wake Forest University
- Managed front of the house service providing 7,000 meals daily
- Responsible for daily management and hiring of 130 employees
- 5 national restaurant brands reporting requirements and P&L responsibility
- Menu and concept development.
Education
MBA - Finance
University of Georgia - Terry College of Business
01.2006
BA - International Business
High Point University
01.1995
Diploma -
Chaminade High School
01.1991
Skills
- Pipeline Development
- KPI analysis
- Sales team training
- Sales strategy development
- Revenue Growth
- Sales Pipeline Management
- Sales leadership and training
Websites
Certification
- Sales Enablement Certified | Core
- Coaching Fanatical Prospecting Workshop
- Coaching OutBound Prospecting Calls
- MIller Heiman Green, Blue and Gold Sheet
- Richardson Solution Selling
Languages
Spanish
Languages
Spanish
Limited
Timeline
Director of Sales Enablement / Revenue Operations
United Site Services
10.2023 - Current
Regional Director of Sales
United Site Services
07.2023 - 10.2023
Director of Sales
United Site Services
02.2020 - 07.2023
Foodservice Sales Manager
PepsiCo
06.2016 - 02.2020
Senior Business Development Director, Strategic Accounts
Covance
06.2008 - 06.2016
Account Manager
Golden State Foods
05.2003 - 05.2008
Assistant Director
Aramark
08.1996 - 12.1998
Location Manager
Aramark
08.1995 - 08.1996
MBA - Finance
University of Georgia - Terry College of Business
BA - International Business
High Point University
Diploma -
Chaminade High School