Matthew Jenney
Pinehurst,TX
Summary
PROFESSIONAL OBJECTIVE: Position as sales professional focused on growing sales which will capitalize and expand on my work experience, education, and skills to exceed company goals. Driven Area Sales Manager with 30+ years of experience in management capacity and strong competitive sales drive, adaptability and perseverance. Well-honed listening skills and problem-solving attitude to uncover needs and overcome objections to close sales and achieve goals within multiple assigned territories. Successfully motivates and develops sales teams in results-driven and customer-focused environments with positive attitude towards achievement.
Overview
33
33
years of professional experience
Work History
Area Sales Manager
Spirax Sarco
02.2020 - 12.2022
- Managed Texas Gulf coast and Louisiana market.
- Responsible for a team of five outside salespeople in Texas and one in Louisiana to increase growth in the following markets oil & gas, EPC, food and beverage and institutional.
- Negotiated product and service contracts for tier one companies such as Dow, Chevron Phillips and others
- Manager sales quota of fourteen million
- Managed five distribution channels within Texas and Louisiana territory for all products.
- Managed forecast and CRM for both territories along with sales goals and business plans
- In 2020, My team was 119% over quota.
- In 2021, My team was 116% over quota.
- Worked with manufacturing, inside sales and our engineering support staff to provide quality customer first strategy
- Selling complete service and turn-key projects on steam systems such as steam trap surveys and tracing systems
- Providing educational seminars for customers and distributors.
- Built lasting relationships with clients through outstanding customer service interactions.
- Exceeded targets by building, directing and motivating high-performing sales team.
- Established strong relationships with major accounts and key decision-makers to increase sales in designated territory.
- Hired, trained and managed sales staff and administered and implemented compensation plan to support area sales goals.
- Collaborated with vendors and built effective partnerships devoted to capitalizing on emerging and sustainable sales opportunities.
- Held weekly meetings with account managers to identify techniques to overcome sales obstacles.
- Coached sales associates in product specifications, sales incentives and selling techniques, significantly increasing customer satisfaction ratings.
- Conducted regular ride-alongs with sales staff to review policy and procedures and benchmark best practices.
Account Manager
Spirax Sarco
02.2018 - 02.2020
- For assigned territory within Texas Gulf Coast
- Responsible for sales into oil & gas market, EPC, food and beverage and commercial accounts working with distribution and direct sales to drive sales of products into customer base
- Provided sales information within CRM to forecast and provide account information for all customers assigned within area for regional sales managers
- Working with manufacturing, inside sales and engineering support staff to provide quality customer first strategy
- Selling complete service and turn-key projects on steam systems such as steam trap surveys and tracing systems
- Providing educational seminars for customers and distributors.
- Addressed problems with accounting, billing and service delivery to maintain and enhance client satisfaction.
- Built and strengthened long-lasting client relationships based on accurate price quotes and customer-centric terms.
- Oversaw new business development and customer servicing.
- Secured high-value accounts through consultative selling, effective customer solutions and promoting compelling business opportunities.
- Contributed to annual revenue goals by selling new services and developing new accounts.
- Listened attentively to client feedback and worked with product development team to introduce new services.
- Delivered engaging and polished presentations to highlight products and draw favorable competitor comparisons.
- Researched emerging industry trends, new applications, concepts and procedures for clients to update current training curriculum.
Houston EPC Sales Manager
Texas Steam & Instrumentation
03.2010 - 12.2017
- Directly responsible for marketing, sales, and service of products into assigned territory
- Managed five outside salespeople & four inside salespeople directly responsible for large capital projects
- Developed sales strategies and product sales training plans to increase vertical penetration into specific market segments
- Organized promotional events and interacted with community to increase sales volume.
- Produced contracts, reports, letters, and proposals for clients.
- Delivered engaging sales presentations to new clients, explaining technical information in simplified language to promote features and increase client base.
- Developed strategic relationships with key suppliers and clients to foster profitable business initiatives.
- Developed and initiated matrix plans to measure success of sales strategies
- Work with all manufacturers on sales quotas and product development for market we serve
- Accomplishments: ∙ Managed company’s largest client base for 20 years
- Grew sales from $400,000.00 year to over four million in 3 years (EPC Market) ∙
- Developed service sales strategies that returned $1 million plus in revenue ∙ Re-designed company line sheet and company brochures for different markets
- Coached employees in successful selling methods and encouraged cross-selling to drive revenue.
- Handled customer relations issues, enabling quick resolution and client satisfaction.
- Maintained relationships with customers and found new ones by identifying needs and offering appropriate services.
- Identified, hired and trained highly-qualified staff by teaching best practices, procedures and sales strategies.
- Grew sales and boosted profits, applying proactive management strategies and enhancing sales training.
Account Manager
Texas Steam & Instrumentation
03.1993 - 02.2010
- Reported directly to general manager
- Responsible for marketing, sales, and service of products into assigned territory
- Accomplishments: ∙ Texas Steam salesperson of year 9 times
- Maintained highest sales numbers out of 3 companies for last 20 years
- In 2014, exceeded yearly plan by 45%
- Maintained average gross margin of 25%, which was 10% above target.
- Addressed problems with accounting, billing and service delivery to maintain and enhance client satisfaction.
- Built and strengthened long-lasting client relationships based on accurate price quotes and customer-centric terms.
- Oversaw new business development and customer servicing.
- Liaised between account holders and various departments.
- Secured high-value accounts through consultative selling, effective customer solutions and promoting compelling business opportunities.
- Contributed to annual revenue goals by selling new services and developing new accounts.
- Listened attentively to client feedback and worked with product development team to introduce new services.
- Introduced new processes to improve account and market tracking for better data analysis.
- Improved account management by predicting potential competitive threats and outlining proactive solutions.
- Delivered engaging and polished presentations to highlight products and draw favorable competitor comparisons.
- Negotiated prices for products and freights to decrease overall costs to end user.
Houston Inside Sales Manager
Texas Steam & Instrumentation
01.1989 - 03.1992
- General Manager
- Directly responsible for supporting outside sales team for large capital projects and MRO business
- Managed inside sales staff, office personnel and warehouse staff
- Managed all aspects of sales, pricing, and Inventory
- Texas Steam Products: ∙ Steam, Water & Air: O’Brien, Armstrong International, QMAX, HBE Engineering, API Heat
- Transfer
- Steam Products: Armstrong, QMAX, HBE Engineering, API Heat Transfer∙
- Filtration: Mueller, Eaton, Titan
- Instrumentation: O’Brien, GEMS
- Texas Steam Markets: ∙ Engineering, Procurement, Construction (EPC), ∙ Power, Refining, Chemical, Pipeline, ∙ Food and Beverage, HVAC, Universities, and ∙ OEM’s and System Integrators to each market.
- Set and exceeded inside sales goals by establishing ambitious targets and motivating sales representatives.
- Prepared pricing strategies for current customers to enhance sales and increase profitability.
- Liaised with clients via email or phone to identify and address needs, growing existing accounts through cross-selling.
- Worked closely with other departments to promote products and marketing campaigns.
- Updated accounts and maintained long-term relationships with clients.
- Cultivated productive relationships and maintained quality communications with account contacts to maximize client retention.
- Scheduled and led department staff meetings, workshops and functions to encourage and inspire staff.
- Built relationships with customers and community to establish long-term business growth.
Education
Common Sense Sales Training – -
2022
Green Belt Certified – - undefined
2009
Bachelor of Arts - Marketing
McNeese State University
1986
Skills
- Complex Negotiations
- Consultative Selling
- Sales Quota Management
- Team Recruiting and Onboarding
- Bid Request Management
- Site Visits
- Account and Territory Management
- Team Meetings
I enjoy spending time with family golfing, fishing and hunting.
I have four children that are grown up and now have grand children. I enjoy spending time outside golfing, fishing and hunting.
Timeline
Area Sales Manager
Spirax Sarco
02.2020 - 12.2022
Account Manager
Spirax Sarco
02.2018 - 02.2020
Houston EPC Sales Manager
Texas Steam & Instrumentation
03.2010 - 12.2017
Account Manager
Texas Steam & Instrumentation
03.1993 - 02.2010
Houston Inside Sales Manager
Texas Steam & Instrumentation
01.1989 - 03.1992
Common Sense Sales Training – -
Green Belt Certified – - undefined
Bachelor of Arts - Marketing
McNeese State University
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