Matthew Gannarelli

Accomplished executive leading business development, strategic partnerships, and marketing initiatives. Expert in driving revenue growth, developing targeted sales and marketing strategies, and executing with cross-functional alignment to deliver enterprise results.

• Strategic Business Development Leadership: Spearheaded targeted campaigns to penetrate new market segments, resulting in increased product specifications, expanded market share, and multi-million dollar revenue growth.
• Market Expansion Strategy: Conducted market segmentation analyses to identify high-growth opportunities, developing tailored outreach plans and ensuring operational readiness for fulfillment.
• Marketing Alignment: Directed creation of technical collateral, virtual demos, and customer success stories to enhance brand positioning and support business development goals.
• Content Marketing Initiatives: Launched a strategic content marketing program including whitepapers, lookbooks, and case studies to position Trulite as an industry thought leader, increasing lead conversion rates and strategic pipeline quality.
• Oversee the creation of targeted business development strategies to penetrate new markets segments and enhance the company’s competitive edge.
• Cross-Selling Program Development: Established data-driven cross-selling strategies leveraging historical purchasing trends, resulting in higher wallet share, improved customer loyalty, and accelerated revenue growth with minimal acquisition costs.
• Strategic Partnerships: Identified and secured strategic partnerships with key industry players, enhancing brand reputation, expanding capabilities, and creating recurring revenue streams. Built and managed enterprise-level partnerships with industry leaders, driving $2–3M in new revenue and creating a scalable model for $10M+ growth.
• Executive Collaboration: Partnered with operations, sales, and finance to ensure initiatives aligned with company profitability goals and market expansion objectives.
• Team Leadership: Mentored junior business development and marketing team members, building future leaders.

As Vice President of Sales, I oversee approximately 50 sales professionals and managers, fostering a culture of accountability, performance excellence, and continuous skill development while maintaining full P&L responsibility for the Southwest and Greater Midwest regions (Arizona, California, Nevada, Utah, Colorado, Wisconsin, Indiana, Ohio, Tennessee) of over $330m.

In this role, I oversee and lead functions related to sales, operations and distribution. As a member of the senior management team, I collaborate cross-functionally to develop overall company strategy. I also establish overall pricing strategies and operational goals including cost reduction measures. Additionally, I review daily operations performance metrics and create customer segmentation and pricing strategy with the Sales Manager.

Key contributions include:

• Created and deployed a unified KPI framework and accountability cadence, transforming regional performance.
• Developed and implemented a comprehensive sales training program, resulting in an increase in team productivity and a reduction in staff turnover of 75%, increasing team productivity by 20%, and cutting onboarding time in half.
• Leverage advanced data analytics to refine sales strategies, optimize pricing models, and predict market trends, driving informed decision-making and competitive advantage which increase sales from 2022 to 2024 by 58%, an increase of $120m in revenue.
• Championed the integration of cutting-edge CRM and sales automation tools, enhancing lead generation processes and streamlining the sales cycle, improving forecasting accuracy, and reducing deal close time by 30%.
• Realized enhancements in business operations by streamlining processes and optimizing resources, in the absence of capital investment funds.
• Established and currently manages the Sales and Operations (S&OP) planning process, while also directing the creation of account-specific sales strategies.

• Recruited, hired, coached, and developed a high performing field based sales teams
• Developed and managed strategic business strategies for the Building Envelope industry of a $120 million region
• Managed a staff of 32 professionals across state lines
• Used business-tracking tools that achieve improved accuracy in customer forecasting as well as a heightened understanding of current territory base business and future sales growth
• Solid understanding of Arizona and California market dynamics and challenges, and change course when appropriate
• Lead projects on CRM/SAP integration, AIA presentation packages, HR systems, and new sales incentive programs

• Designed and implemented a strategic sales plan that expands company’s customer base and ensure it’s strong presence
• Managed recruiting, objectives setting, coaching and performance monitoring of sales representatives and customer services representatives
• Assisted employees in determining margins, identifying resources, and assessing future potential business
• Identified emerging markets and market shifts while being fully aware of new products and competition status
• Presented sales, revenue and expenses reports and realistic forecasts to the management team
• Oversaw annual sales over $42,000,000 and designed sales strategy to increase year over year sales 16%

• Served as the primary liaison between architects, general contractors, and the internal engineering team to support design, specification, and performance validation for complex commercial glazing systems, including curtain wall, storefront, and architectural glass solutions.
• Delivered customized presentations and product education seminars to architecture firms, developers, and consultants, effectively promoting Oldcastle’s capabilities while positioning the company as a value-added technical partner early in the design phase.
• Advised design professionals on system compatibility, structural performance, energy efficiency (U-Value, SHGC, VLT), and code compliance to ensure optimal product selection based on project-specific conditions.
• Played a key role in driving specifications through Division 08 by tailoring solutions to design intent and performance goals, resulting in increased conversion of specified products to awarded bids.
• Built long-term strategic relationships with top-tier architecture and design firms across the Southwest, leading to repeat engagements and inclusion in early-stage planning for multi-million-dollar projects.
• Partnered with estimating and operations teams to ensure alignment between design vision, cost parameters, and fabrication capabilities, reducing change orders and improving project delivery timelines.
• Monitored industry trends, regional codes, and LEED requirements to proactively present compliant and innovative solutions to decision-makers.

• Managed a diverse portfolio of commercial construction accounts, serving as the primary point of contact for glazing contractors, general contractors, and developers across Arizona.
• Consistently exceeded annual sales targets through proactive territory management, client relationship development, and strategic deal structuring, contributing to steady revenue growth across multiple fiscal years.
• Led end-to-end sales cycles for large-scale projects, from lead generation and estimating coordination to negotiation, order entry, and post-sale support—often managing complex, multi-phase contracts simultaneously.
• Developed and executed account growth plans by identifying upsell opportunities, introducing new products, and expanding wallet share within existing accounts, resulting in higher average revenue per customer.
• Conducted site visits and job walks to assess project requirements, resolve field issues, and ensure product suitability and performance across curtain wall, storefront, and insulated glass systems.
• Maintained strong alignment with internal departments including estimating, production, logistics, and credit to ensure seamless customer experience, timely delivery, and issue resolution.
• Provided technical product expertise to customers, assisting with material selection, performance specifications, and compliance with project design intent and budget constraints.
• Regularly presented sales forecasts, territory reports, and project pipeline updates to regional sales leadership, contributing to strategic planning and resource allocation.
• Mentored junior sales representatives and collaborated with cross-functional teams to drive process improvements and customer service excellence.