Matthew Chiricosta
Paychex Inc
Nashua,NH
9
years of professional experience
Ambitious sales professional with experience in consultative B2B sales, business development, and strategic account management. Passionate for solving business challenges and ready to take on a larger sales opportunity with greater impact.
Work History
Strategic Business Consultant
2 Months- Serve as the dedicated strategic business consultant for PuroClean, supporting a newly established national corporate partnership and driving growth within the franchise network
- Brand new strategic partnership since May and attended recent annual conference for PuroClean including vendor booth/networking which created several new deals in process
- Develop and execute market penetration strategies to introduce Paychex's payroll/HR/Insurance services across franchise owners in the brand
- Managing a dedicated portfolio through the full sales cycle including aggressive prospecting activities of at least 250 dials alongside 5 new First Meetings weekly
- Consistent coordination with PEO/H&B/WC teams for deeper product offerings with cross collaboration on prospect facing presentations
- Collaborating with Strategic BDR to maintain the corporate partnership and generate new marketing campaigns to grow interest and market share for PuroClean
SMB Sales Executive
1 Year 5 Months- Designated SMB executive for 1-50 employees and encompassing the full sales cycle
- Achieved 124% of quota mainly attributed to my experience with Paycor in the larger market/more complex offerings, my detailed sales process with the groups, and aggressive prospecting activities weekly
- Managed inbound marketing leads to gather interest and place into process alongside my outbound prospecting efforts including self-built cadences that yielded success with several teammates
- One of two team members who achieved quota which went on to work with the 50-99 market segment
- Executed targeted sales strategies to drive growth in assigned territories throughout NY State, Connecticut, and the Carolinas
- Conducted extensive product demonstrations of the Paycor technology myself for all prospect opportunities which heightened interest from the organizations, kept their buying criteria organized, and had a single point of contact for all matters of their evaluation
- Constant collaboration with cross-functional teams (ASO/PEO/401K/H&B) to align sales initiatives which awarded several successful closed referrals between all teams
- Analyzed customer feedback and market trends to refine product offerings and improve sales cycle value propositions
HCM Sales Executive
1 Year 4 Months- Major Market Sales Executive responsible for generating new sales opportunities through intentional prospecting activities and partner referrals to identify the Paycor solution best fit to solve the prospect’s business challenges
- Actively prospecting into new accounts in my territory to uncover potential clients in the 50-500 headcount space
- Advanced usage of tools ranging from Zoominfo, SalesNav, MiEdge, SFDC, and others to properly profile accounts, POC’s, and organization information for a more targeted and intentional prospecting effort
- Identifying current business challenges and pain points through consultative sales process to determine which aspect of the Paycor technology will solve for that need
- Responsible for conducting at least 100 dials/15 drops per week to generate opportunities – average outreach in 2024 between 170-200 prospecting activities and 15 average drops per week
- Creating new relationships with COI’s and business leaders in my area to have a reciprocal relationship turning into more pipeline generation and new sales opportunities
- Strategize with internal team members, solution experts, sales director, and COI’s to ensure a consultative and tailored sales process with a structured plan for the prospect’s needs, challenges, future state goals, and timeline with the appropriate decision makers
- Proven success with both Enterprise sellers and SMB sellers to win new business in both spaces and realigning the sales process to fit their needs/complexities with different focuses on end result
- Proficient in the Paycor platform and its capabilities in the demo dashboard to assist with prospect facing meetings at any stage of the evaluation and highlight the advancements of Paycor versus the top competitors in the industry
Senior Business Development Representative
1 Year 3 Months- BDR responsible for generating new sales opportunities and creating qualified leads to a sales funnel alongside 4 account representatives in the Public Sector
- Prospecting into new accounts throughout half of the U.S
- To identify pain points and provide a solution for the future of their business
- Developed new sales opportunities for school districts ranging from 500 employees to 30,000 employees while facing challenges of customer budgets, buying processes, and red tape associated with the Public Sector
- Utilizing tools such as Zoom Info, Gartner Intent Data, G2, and company websites to gather intel about the current landscape of HR/Payroll/Timekeeping solutions in place
- Creating unique and engaging campaigns to target key prospects with team of 4 sales representatives including mailers, webinars, gift card/redemption options, and cold calling/emails
- Growing and accelerating current partnerships with customers through proactive marketing and similar campaigns to further expand our relationship and to upgrade/increase modules used
- Responsible for conducting over 60 activities per day with an emphasis on outbound calling to uncover the most information possible prior to the discovery call with sales
- Attended all discovery calls with sales reps to understand the sales process and to prepare myself for a future role of becoming an Account Representative
- This shadowing provided insight on how to ask effective open ended questions, handle objections, and set strategic goals for future conversations/demos with the prospect
Professional Sales Representative
1 Year 3 Months- Outside Sales and Coatings Representative responsible for a $1.6 Million territory in the Arlington and Cambridge markets
- Responsible for growing and servicing over 400 professional accounts
- Utilizing professional knowledge to offer customer service oriented and accurate recommendations to trusted professionals in the industry
- Highly accurate cross-selling approach to new and active customers, products ranging but not limited to Benjamin Moore, Home Depot, Farrow & Ball
- Identifying sales opportunities through a customer focused sales process to uncover more information on every interaction
- In addition to current clients, using prospecting, generated leads from teams in the company, and working hands on with servicing stores to uncover new sales opportunities daily
- Customer data management through Lead Generation as the key CRM tool
- Responsible for proper 'damage control' during projects with failures and customer concerns ranging from product to pricing, always handling with effective and professional efficiency
- Reviewing customer history and reports to better engage with each customer and structure better relationships for the present and future
- Weekly commutation with different teams to form a reliable and customer focused approach to building relationships and identifying new sales opportunities
- Successfully grew territory over projected budget numbers throughout monumental industry shortages in products, labor, and delayed shipping times
- Creative problem solving to uncover new sales opportunities during unprecedented times
Retail Store Manager
3 Years 4 Months- Manage coverings and contractor supply store with $900,000+ in annual revenue
- Provide product sales, marketing and customer assistance for all needs
- Providing ability to cross-sell and up-sell existing and new customers daily
- Proven success securing new clients and contracts through innovative marketing techniques and in-person sales consultations
- Responsible for setting store budget within corporate protocols
- Self educated in niche segments in the industry ranging from commercial floor epoxy to retail fire retardant coatings warrants massive sales increases with superior margins to achieve record breaking numbers consistently
- Provide mentoring and training to all employees at our location; Manage and supervise four employees
- Over 130 new wholesale charge accounts in 2019, 27% raw sales increase in 2018 followed by 24% sales increase in 2019
- Successfully grew sales 14% over store budget, nearly doubled gallon units sold, and controlled margins/expenses to achieve the Master's Spectrum of Excellence Award in 2019
- Premium Product sales growth from under 40% to over 64%, increased profit in each market segment by converting existing accounts to using more lucrative product options
Education
Bachelor of Science - Marketing
Timeline
Strategic Business Consultant
Paychex Inc
06.2026 - CurrentRead More
SMB Sales Executive
Paycor
01.2025 - 06.2026Read More
HCM Sales Executive
Paycor
09.2023 - 01.2025Read More
Senior Business Development Representative
ULTIMATE KRONOS GROUP
06.2022 - 09.2023Read More
Professional Sales Representative
SHERWIN WILLIAMS
03.2021 - 06.2022Read More
Retail Store Manager
SHERWIN WILLIAMS
11.2017 - 03.2021Read More
University of Massachusetts Darmouth
Bachelor of Science from Marketing
Read More