Summary
Overview
Work History
Education
Skills
Affiliations
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MATTHEW KALL

MATTHEW KALL

SALES EXECUTIVE
CLEVELAND,OHIO

Summary

A Sales Hunter. Hard-working professional with 25 years of successful Sales experience and a proven knowledge of account development, brand management, and client relations. Aiming to leverage personal skills to successfully fill the National Account Sales, Regional Business Development Manager position within the company. Under direct supervision of the Director of Industrial Sales. The Business Development Manager for the Company, served as a key member of the industrial sales and marketing team. Collaborated with account managers and internal staff to cost-effectively achieve sales goals and growth within the market. Generation of sales leads, advance the sales process, and administer the sales funnel while providing application expertise including product requirement definition, product configuration, installation, integration, and product usage. Initiate and grow positive, productive business relationships with customers. Served as role model and leader of the Company’s values, and supported Department efforts to create a high performance, winning sales culture. Key Responsibilities Actively calling on current customers and developing new business opportunities through quote follow up and lead generation Develop and maintain customer relationships with the highest credibility and professional representation of Furnace Parts Actively mine territory for new opportunities and maximize margin on all sales Understand market dynamics and channel management (distribution, service, OEM, end users) Accomplished National Account Sales Manager with 5 years of experience improving sales numbers for temperature measurement organizations. Adept at setting goals, improving performance and capitalizing on vertically integrated opportunities. Successful history of exceeding sales objectives. Driven National Account Sales Manager focused on delivering exceptional service and support to nationwide customers. Expert sales leader, relationship builder and problem solver. Offering 25 years of experience in Sales. Veteran National Account Sales Manager knowledgeable about customer needs in the sensor industry. Highly effective at customer service, trend analysis and sales planning. Motivated National Account Sales Manager enthusiastic about driving sales growth and increasing customer numbers. Ready to bring deep industry knowledge and sales expertise to progressive companies, successful coordinating processes and activities running parallel nationwide. Maintained equilibrium for efficiency across entire organization. Handle all departments and enforced organizational and industry standards to deliver quality and cost-efficient output. Recruit, train and develop staff and introduce new technologies and systems to enhance organizational productivity. Outside sales specialist with strength in negotiations, e-commerce and customer service. Excellent interpersonal and time management skills. Dynamic Sales acumen with extensive experience in customer service. Highly organized professional establishes relationships with customers. Stays calm under pressure. Results-oriented sales worker engages with customers to help establish rapport. Proven track record of building customer relationships and successfully closing sales. Committed to delivering exceptional customer service and exceeding sales goals. Detail-oriented team player with strong organizational skills. Ability to handle multiple projects simultaneously with a high degree of accuracy. Results-oriented National Account Manager effective at expanding territories and building retention. Highly organized with excellent communication and planning abilities. Offering 25 years of experience in fast-paced sales environments. Business Development Manager skilled in growing sales and improving stakeholder relations. Strategically-minded in capturing new business and leveraging dynamic market opportunities. Accomplished in exceeding targets with results-driven approach. Skilled Business Development leader offering 20 years of experience in leading operations and enhancing revenue. Bringing expertise in client acquisition and contract negotiation, along with excellent interpersonal communication, relationship-building and team leadership abilities. Results-driven and proactive with demonstrated record of accomplishment in meeting and exceeding sales and revenue objectives. Skilled Business Development leader offering 25 years of experience in leading operations and enhancing revenue. Bringing expertise in client acquisition and contract negotiation, along with excellent interpersonal communication, relationship-building and team leadership abilities. Results-driven and proactive with demonstrated record of accomplishment in meeting and exceeding sales and revenue objectives. Strategic-thinking Business Development Manager with history of transforming inefficient, underperforming operations into successful enterprises. Accomplished communicator with talent for building over-achieving teams. Dedicated to continuous improvement and achieving market-leading results. Creative Business Development Manager with impressive track record of improving sales and growing company customer base. Innovative program management, strategic planning and team leadership skills. Successful team builder with exceptional communication abilities. Energetic business development professional driven to motivate and excite employees to reach optimum performance. Natural leader and complex problem solver. Experienced with product testing, management and development of new business opportunities. Innovative Sales Executive experienced in converting sales leads and managing multiple accounts. Highly skilled in forecasting, project management and strategic planning with exceptional communication abilities. Thorough in monitoring trends and capitalizing on emerging opportunities. Accomplished Development Manager with innovative leadership style and expertise in brand positioning strategies. Outstanding sales and marketing talents to manage product-related budgets. Great influencing and communication strengths. Goal-oriented manager with distinguished experience in 6 industries and proven leadership abilities. Expert in increasing productivity and customer satisfaction while driving revenue and sales. Committed to streamlining procedures while optimizing employee talent. Accomplished Sales Manager offering 20 years of experience developing and maximizing sensor sales. Diligent in building and retaining accounts by providing support and attentive service. Expertise in marketing strategies, product promotion and merchandising to achieve market penetration. Successful record of expanding network connections through persuasive brand imaging. Performance-oriented Sales Leader offering exceptional record of achievement over 25-year career. Tenacious manager with strategic and analytical approach to solving problems, bringing in customers and accomplishing profit targets. Talented in identifying and capitalizing on emerging market trends and revenue opportunities. Organized and dependable candidate successful at managing multiple priorities with a positive attitude. Willingness to take on added responsibilities to meet team goals. Hardworking and passionate job seeker with strong organizational skills eager to secure Sales and Business Development positions. Ready to help team achieve company goals. To seek and maintain full-time position that offers professional challenges utilizing interpersonal skills, excellent time management and problem-solving skills. Skilled Business Development leader offering 20 years of experience in leading operations and enhancing revenue. Bringing expertise in client acquisition and contract negotiation, along with excellent interpersonal communication, relationship-building and team leadership abilities. Results-driven and proactive with demonstrated record of accomplishment in meeting and exceeding sales and revenue objectives. Skilled Business Development leader offering 20 years of experience in leading operations and enhancing revenue. Bringing expertise in client acquisition and contract negotiation, along with excellent interpersonal communication, relationship-building and team leadership abilities. Results-driven and proactive with demonstrated record of accomplishment in meeting and exceeding sales and revenue objectives. Skilled Business Development leader offering 25 years of experience in leading operations and enhancing revenue. Bringing expertise in client acquisition and contract negotiation, along with excellent interpersonal communication, relationship-building and team leadership abilities. Results-driven and proactive with demonstrated record of accomplishment in meeting and exceeding sales and revenue objectives. Skilled Business Development leader offering 20 years of experience in leading operations and enhancing revenue. Bringing expertise in client acquisition and contract negotiation, along with excellent interpersonal communication, relationship-building and team leadership abilities. Results-driven and proactive with demonstrated record of accomplishment in meeting and exceeding sales and revenue objectives. Skilled Business Development leader offering 20 years of experience in leading operations and enhancing revenue. Bringing expertise in client acquisition and contract negotiation, along with excellent interpersonal communication, relationship-building and team leadership abilities. Results-driven and proactive with demonstrated record of accomplishment in meeting and exceeding sales and revenue objectives. Skilled Business Development leader offering [Number] years of experience in leading operations and enhancing revenue. Bringing expertise in client acquisition and contract negotiation, along with excellent interpersonal communication, relationship-building and team leadership abilities. Results-driven and proactive with demonstrated record of accomplishment in meeting and exceeding sales and revenue objectives.

Overview

25
25

Years of Sales Excellence

Work History

NATIONAL ACCOUNTS SALES MANAGER

JMS Southeast
  • Expanded JMS Southeast to the Midwest Region
  • Developed and created a New
  • Territory
  • Worked directly with Manufacturers Representatives in major cities including Cleveland
  • Chicago, Detroit, Milwaukee, Indianapolis, Cincinnati and Pittsburgh
  • Increased territory creating $5M in New Business Opportunities
  • Expanded the bandwidth and joined Charter Member Trade Organizations
  • Key role in development of New Business
  • Developed strategies to engage high-value clients and promote new programs.
  • Developed and strengthened relationships with national customer accounts.
  • Assessed customer needs and promoted company products and services.
  • Networked in field to generate leads and acquire new accounts.
  • Networked in field to generate leads and acquire new accounts
  • Trained and mentored new account management and sales personnel
  • Developed strategies to engage high-value clients and promote new programs
  • Resolved customer issues with speed and accuracy to maintain satisfaction
  • Increased market penetration by growing brand awareness
  • Forecasted sales and established processes to achieve sales objectives and related metrics
  • Reached out to customers frequently to check on satisfaction, inquire about needs and propose new offerings
  • Resolved complex problems to positively impact sales and business direction
  • Assessed customer needs and promoted company products and services
  • Developed and strengthened relationships with national customer accounts
  • Managed, supported and grew business relationships with existing accounts and developed strategies to increase sales and revenue
  • Developed sales strategy based on research of consumer buying trends and market conditions
  • Created representative and customer sales reports and recommended initiatives for marketing and promotional programs
  • Directed sales support staff in administrative tasks to help sales reps close deals
  • Developed and implemented comprehensive sales plan to achieve designated group sales objectives consistent with overall company short- and long-term objectives
  • Operated within budgetary constraints, participated in development of annual budget forecasts and reconciled operating budget
  • Provided product demonstrations to share features, answer questions and overcome concerns
  • Collaborated with business development managers in partner planning process to develop mutual performance objectives, financial targets and critical milestones
  • Provided analytical rationale to identify, develop and implement activities within allocated account base
  • Supervised and trained new hires on best practices and proper protocols; updated training materials and sales collateral and decreased process gaps
  • Complied with policies and quality standards to maintain consistency in quality of services
  • Improved profit opportunities by cultivating expansion of existing customer base and generating new accounts
  • Identified profitable business leads and built pipeline of prospective customers
  • Worked diligently to resolve unique and recurring complaints, promoting loyalty, and enhancing operations
  • Efficiently resolved sales, service and account issues to maximize customer satisfaction
  • Opened new national account customers across 6 markets and increased product sales to over $12M
  • Identified staff requirements and worked with human resource department to initiate recruitment and training processes
  • Tracked sales data to assess trends and make proactive strategy changes
  • Improved bottom-line profits by creating new product penetration and retail market opportunities
  • Brought lapsed accounts back to active status and providing additional revenue
  • Evaluated costs against expected market price points and set structures to achieve profit targets
  • Shaped solutions and approaches by leveraging trends in customer marketplaces and industries
  • Decreased process lags and managed 3 national account representatives spanning 20 states
  • Awarded commission for effectively forecasting trends, conducting performance evaluations and reporting data to management
  • Supported senior management in increasing website traffic, resulting in 100 unique monthly visitors
  • Served customers with knowledgeable, friendly support at every stage of shopping and purchasing
  • Built relationships with customers and community to promote long term business growth
  • Contributed to team objectives in fast-paced environment
  • Informed customers of promotions to increase sales productivity and volume
  • Gained customer trust and confidence by demonstrating compelling, persuasive and composed professional demeanor
  • Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas
  • Set and achieved company defined sales goals
  • Selected correct products based on customer needs, product specifications and applicable regulations
  • Trained new employees on customer service, money handling and organizing strategies
  • Maintained current knowledge of evolving changes in marketplace
  • Fielded customer complaints and facilitated negotiations, resolving issues and reaching mutual conclusions
  • Achieved or exceeded company-defined sales quotas
  • Developed and maintained strong working relationships with professionals within assigned territory
  • Attended monthly sales meetings and quarterly sales training
  • Stayed current on company offerings and industry trends
  • Negotiated prices, terms of sales and service agreements
  • Contributed to event marketing, sales and brand promotion
  • Identified new business opportunities through cold calling, networking, marketing and prospective database leads
  • Consulted with businesses to supply accurate product and service information
  • Built diverse and consistent sales portfolio
  • Generated advertising brochure for vendor use
  • Opened new national account customers across [Number] markets and increased product sales to over $[Number]
  • Performed projects under-budget and on-time, maximizing efficiencies of print campaigns
  • Gained [Number] new customers and delivered $[Number] in account revenue by overseeing new account sales
  • Earned top spot out of [Number] employees across [Location] for outstanding [Type] and [Type] contributions
  • Decreased process lags and managed [Number] national account representatives spanning [Number] states
  • Awarded [Award] for effectively forecasting trends, conducting performance evaluations and reporting data to management
  • Performed effectively in self-directed work environment, managing day-to-day operations and decisions
  • Promoted conversion of casual shoppers into customers through product knowledge and product solutions to meet customer needs
  • Met with customers to discuss and ascertain needs, tailor solutions and close deals

BUSINESS DEVELOPMENT MANAGER

Cleveland Electric Laboratories
12.2020 - 03.2022
  • Developed Accounts within Midwest Region
  • Emphasis on New Business generation and plan for existing accounts
  • Created $4M in new business
  • National Accounts Development- created partnership between CEL and multiple
  • National
  • Established relationships with key decision-makers within customer's organization to promote growth and retention.
  • Researched and identified opportunities for account growth, account penetration and market expansion.
  • Reached out to potential customers via telephone, email and in-person inquiries.
  • Negotiated and closed long-term agreements with new clients in assigned territory.
  • Worked with existing customers to increase purchases of products and services.
  • Reached out to potential customers via telephone, email, and in-person inquiries
  • Generated new business with marketing initiatives and strategic plans
  • Established relationships with key decision-makers within customer's organization to promote growth and retention
  • Negotiated and closed long-term agreements with new clients in assigned territory

MIDWEST REGIONAL BUSINESS DEVELOPMENT MANAGER

Ultra Electronics Energy
04.2004 - 09.2020
  • Led the company in Sales Revenue throughout the entirety of my career with Ultra
  • Electronics - Furnace Parts
  • Worked with and reported to Capital Investment Directors when the company was owned by Takoda Capital and Prairie Capital
  • Effectively managed Midwest Region and grew the business from 3.4M to 12M prior to the sale to Ultra Electronics
  • Worked as Business Development Manager for Ultra Electronics reporting to VP of Sales
  • Developed CRM database of qualified leads through referrals, cold calling, direct mail, email campaigns and networking.
  • Provided sales support for new and inactive customers, increasing sales volume 25%.
  • Developed and implemented business plan and marketing strategy for Primary Metals market.
  • Gathered customer needs and worked with product development teams to implement changes based on feedback.
  • Built customer acquisition strategy, generating monthly growth of 5%.
  • Prepared, reviewed, discussed, negotiated and finalized contracts with over 20 clients, bringing in $10 Million in revenue annually.
  • Collaborated with marketing team to develop successful marketing strategies.
  • Analyzed monthly sales to identify product lines needing additional promotion, maximizing profits 15%.
  • Elicited stakeholder feedback and input through interviews and surveys.
  • Monitored competitive activity and market conditions to provide feedback to management.
  • Established relationships with key decision-makers within customer's organization to promote growth and retention.
  • Negotiated and closed long-term agreements with new clients in assigned territory.
  • Worked with existing customers to increase purchases of products and services.
  • Reached out to potential customers via telephone, email and in-person inquiries.
  • Negotiated, prepared and signed contracts with clients.
  • Researched and identified opportunities for account growth, account penetration and market expansion.
  • Generated new business with marketing initiatives and strategic plans.
  • Performed research to uncover potential target areas, markets and industries.
  • Represented company and promoted products at conferences and trade association meetings.
  • Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit.
  • Collaborated with company departments to develop new strategies to capitalize on emerging customer and market trends.
  • Collaborated with sales and marketing departments to support business objectives and client acquisition.
  • Created reports and presentations detailing business development activities.
  • Devised effective marketing, sales and other promotional initiatives.
  • Collected data and performed customer needs analysis.
  • Completed and submitted monthly and yearly reports to support executive decision making.
  • Coordinated innovative strategies to accomplish marketing objectives and boost long-term profitability.
  • Identified key products, services and customers and used data to devise innovative sales and marketing plans enabling dramatic growth.
  • Uncovered and qualified prospects and sales opportunities in targeted markets using external resources.
  • Developed and implemented favorable pricing structures balancing firm objectives against customer targets.
  • Consistently exceeded quotas through penetration of new accounts.
  • Applied consultative selling techniques to prospect senior management to close business.
  • Prospected 25 new weekly leads using cold calling, site visits and customer referrals.
  • Capitalized on industry and marketplace trends to strategize marketing solutions and enhance business operations.
  • Developed and promoted successful company sales and account management personnel into leadership positions to drive company growth.
  • Devised SWOT analysis to create and execute business plan supporting achievement of established quotas.
  • Grew sales numbers by $5M through skilled sales support for new and existing customers.
  • Collaborated with marketing team to develop successful marketing strategies
  • Developed CRM database of qualified leads through referrals, cold calling, direct mail, email campaigns and networking
  • Built customer acquisition strategy, generating monthly growth of 5%
  • Gathered customer needs and worked with product development teams to implement changes based on feedback
  • Established relationships with key decision-makers within customer's organization to promote growth and retention
  • Performed client research and identified opportunities for account growth, account penetration and market expansion
  • Represented company and promoted products at conferences and industry events
  • Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit
  • Negotiated and closed long-term agreements with new clients in assigned territory
  • Monitored market trends and competitor activities to identify areas of potential opportunity
  • Developed new proposals, contracts and procedures to draw in more clients and streamline work operations
  • Established key performance indicators to track and analyze business progress and adjust strategies accordingly
  • Taught consultative selling techniques to new and existing staff members to build expertise
  • Compiled product and customer data to generate informed profit projections
  • Scheduled and implemented product promotions in accordance with available inventory and staff resources
  • Built relationships with customers and community to establish long-term business growth
  • Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues
  • Prepared sales presentations for clients showing success and credibility of products
  • Demonstrated products to show potential customers benefits and advantages and encourage purchases
  • Directed sales support staff in administrative tasks to help sales reps close deals
  • Increased sales volume and expanded product line to new retailers, warehouse clubs and natural food chains
  • Developed compelling presentation decks to gain approval for ideas and communicate results
  • Collaborated with advertising group to create uniformity between advertising messages and retail incentives
  • Drove sales by developing multi-million dollar contract sales
  • Built customer acquisition strategy, generating monthly growth of 5%
  • Provided sales support for new and inactive customers, increasing sales volume 25%
  • Developed and implemented business plan and marketing strategy for Aerospace market
  • Analyzed monthly sales to identify product lines needing additional promotion, maximizing profits 10%
  • Collaborated with upper management to implement continuous improvements and exceed team goals
  • Exceeded sales quotas and increased profitability through effective sales strategy and business planning
  • Managed accounts to retain existing relationships and grow share of business
  • Recruited, interviewed and hired employees and implemented mentoring program to promote positive feedback and engagement
  • Implemented systems and procedures to increase sales
  • Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy
  • Compiled and analyzed data to determine approaches to improve sales and performance
  • Built customer acquisition strategy, generating monthly growth of [Number]%
  • Achieved sales goals and service targets by cultivating and securing new customer relationships
  • Resolved problems with high-profile customers to maintain relationships and increase return customer base
  • Managed revenue models, process flows, operations support and customer engagement strategies
  • Increased profit margins by effectively controlling budget and overhead and optimizing product turns
  • Boosted marketing, reviewed pricing strategies and expanded distribution channels to increase sales revenue
  • Aligned company goals with customer outcomes and increased satisfaction by automating contact management systems
  • Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience
  • Delivered recommendations to long-term accounts to promote brand awareness to key audience
  • Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives

SALES REPRESENTATIVE

Unisource Worldwide Georgia-Pacific/ Bain Capital
  • Increased sales by offering advice on purchases and promoting additional products.
  • Achieved monthly sales goals by promoting product benefits and enrolling new clients.
  • Retained excellent client satisfaction ratings through outstanding service delivery.
  • Trained and mentored new sales representatives.
  • Reached out to customers after completed sales to evaluate satisfaction and determine immediate service requirements.
  • Served as liaison for company, clients and referred prospects regarding inquiries, issues, order management, post-sales follow-up and customer relations.
  • Effectively sold significant overstock of inventory, reducing overhead and improving cash flow.
  • Documented customer interactions using SalesForce to capture data in processing system.
  • Met with existing customers and prospects to discuss business needs and recommend optimal solutions.
  • Developed and delivered engaging sales presentations to convey product benefits.
  • Increased sales by offering consultation on products and services and applying customer service and upselling techniques.

Education

Bachelor of Business Administration - BUSINESS MANAGEMENT, BUSINESS FINANCE

YOUNGSTOWN STATE UNIVERSITY
Youngstown, OH

NCAA Football

West Liberty University
West Liberty, WV

Skills

  • Client Acquisition
  • Account Coordination
  • Customer Experience
  • Service Coordination
  • Sales Presentation
  • Service Planning
  • Customer Engagement Strategies
  • Customer Needs Assessments
  • Personnel Management
  • Prospecting and Cold Calling
  • Contact Management Systems
  • Account Management
  • Customer Implementation
  • Client Satisfaction
  • Consultative Sales Approach
  • Six Sigma
  • Account Development
  • Effective Customer Communication
  • Business Growth and Retention
  • Client Relationship Management
  • Social Media Platforms
  • Customer Presentations
  • Customer Loyalty
  • Strategic Positioning
  • Cold Calling Strength
  • Customer Order Management
  • Profit Target Achievement
  • Digital Sales
  • Product or Service] Expertise
  • Sales Tactics

Affiliations

NIST

NADCAP

AMS2750

CQI-9

ISO 17025

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MATTHEW KALLSALES EXECUTIVE