Matthew Sullivan
Newtown,CT
Summary
Accomplished and customer-centric Sales Director with over 20 years of progressive leadership in the luxury watchmaking sector. Proven track record of driving operational excellence, executing growth strategies, and delivering sustained financial performance in highly competitive markets. Adept at steering cross-functional teams, optimizing business operations, and aligning sales initiatives with long-term corporate objectives. Deep expertise in market dynamics, competitive intelligence, and consumer behavior, complemented by strong financial acumen and a data-driven approach to performance management.
Overview
23
23
years of professional experience
1
1
Certification
Work History
Head of Watch Operations, Material Good
01.2025 - Current
- Manage and oversee Material Good sales team for watches across all locations
- Facilitate watch sales as needed - pricing, brand and product history, etc.
- Communicates on all incoming and new timepiece arrivals (pre-owned / vintage / new), giving the teams what they need for outreach to clients including product data, specs, history to effectively market product to maximize sales revenue
- Lead contact for sales staff requests and replenishments across all MG locations
- Responsible for training sales team regarding watch selling best practices
- Develop KPI goals for watch sales for all staff
- Expand watch portfolio/manage Richemont SWM brands- VC, Panerai, JLC and IWC
- Review and approve all watch sales commission reports
Wholesale Director Americas, A. Lange & Söhne
01.2014 - 12.2024
- Responsible for all Authorized Dealers in North America, including External Boutiques
- Built strong Retail and Collector partnerships through regular POS visits that yielded incremental sales
- Led NA Brand analysis- inventories, sell-in/sell-out, market trends and reported to Brand President and Glashütte headquarters
- Achieved sales by contributing sales information and recommendations to strategic plans and reviews
- CRM- collection and maintenance, growing the database double digits YoY
- Prepared and completed clear and concrete action plans in conjunction with Marketing, training etc. for performing and non-performing doors
- Acting Interim Retail Director (Feb-Sept 2016)
- Client and press facing working closely with Marketing and PR team
- Led all sales interactions and presentations at Watches & Wonders (formerly SIHH)
- Serve as speaker and brand ambassador at events
- Built significant long-standing relationships with collectors
West Coast Sales Manager, Patek Philippe USA
01.2006 - 01.2012
- Established and built a positive and professional relationship with agents/owners of authorized dealerships on West and East Coast (46 of the total 98 US doors)
- Visited accounts on a regular basis to assess locale-specific market conditions and unique account needs; established relationships with key collectors
- Daily responsibilities included ensuring proper inventories, monitoring sales, tracking back orders and following up on priority orders
- Regular activities included: -Conducting one-on-one and group training sessions. -Planning and hosting collector events ranging from intimate dinners to large-scale exhibitions. -Accompanying Authorized Dealers and their VIP collectors to Geneva to tour Patek facilities. -Key contact for collecting, consolidating, and transmitting account reports to Geneva. -Screened collector applications for limited timepieces. -Liaison for critical service issues and escalations.
- Proactive activities included: -Historical research for Patek owners & enthusiasts. -One-on-one counseling with investors to assist them in building their collections. -Assisted in design of a unique piece for key collector. -Monitoring grey market to protect brand integrity.
Sales Supervisor of Fine Watches, Hermès of Paris
01.2003 - 01.2006
- Oversaw the selling of fine jewelry and watches
- Store specialist in fine watches, lead in-store presentations and train Madison Ave. sales team
- Track daily and monthly watch sales and devise sales incentive programs
- Responsible for ordering and inventory control of watches and spare parts including straps
- Oversee watch and jewelry repairs Member of the “Million Dollar Club.”
Education
BFA - Graphic Design
L.I.U. Southampton College
Southampton, N.Y.05.1998
Skills
- Watch Industry Expert
- New Business Development/ Growth Mindset
- Client Centric Focus
- Strategic Planning
- Builder/Collaborator
- Relationship Building/Strong Emotional Intelligence
Certification
- Scotwork Strategic Negotiating Skills Course, New York NY June 2018
- “Train-the-Trainer” (sales-related classroom sessions), Geneva CH January 2008
- Technical watchmaking training, Geneva CH January 2008
Timeline
Head of Watch Operations, Material Good
01.2025 - Current
Wholesale Director Americas, A. Lange & Söhne
01.2014 - 12.2024
West Coast Sales Manager, Patek Philippe USA
01.2006 - 01.2012
Sales Supervisor of Fine Watches, Hermès of Paris
01.2003 - 01.2006
BFA - Graphic Design
L.I.U. Southampton College
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