Matthew T. Serio
Elmhurst,Illinois
Summary
Accomplished Senior Account Executive with over 10 years of professional experience. Driving process efficiencies to ensure optimal performance including the following: Highly successful B2B Sales and Sales Operations experience with an established record of accomplishments in professional sales, sales training, pipeline management, revenue generating targets and operational efficiency roles. Detail centric approach to sales enablement bridging the gap between Sales, Training, Marketing, Product, SFDC and Operations. Committed with demonstrated success in sales, customer relations and prospecting. Dedicated leader with experience training and mentoring new team members.
Overview
10
10
years of professional experience
4
4
years of post-secondary education
Work History
Senior Account Executive
Hilti
Chicago, IL
08.2020 - Current
- Achieved annual strategic product profit plan for 2021 growing business 14% over PY
- Generated 4.5% growth over 2022 by growing mid-market clients from net zero
- $1M in net sales in first year in territory
- Increased tool quantity sales in territory by 21% and while averaging 38% of tools sold on fleet management service
- Mentored two new team members and was selected by peers to represent them in division’s peer council
- Participant in Hilti Emerging Leader Program class focusing on creation of data driven solution combining two separate services, Hilti's Fleet Management and Hilti's ON!Track, to strengthen gain market share from competitors
Outside Sales Executive
Waste Management
Lombard , IL
02.2019 - 08.2020
- Execute average of 100 cold calls daily, to influence potential commercial customers (small and/or less complex accounts) into setting average of three appointments daily with business owners for purpose of presenting and selling Waste Management services
- Conducts pre-sales activities to gain understanding of customer’s needs and prepare for meetings, including gathering appropriate marketing material and pricing plans, identifying customer needs and interests to determine best sales strategy and identifying potential objections with plans to address during sales meetings
- Finalized sales deals and contracts
- Drove business success by maintaining and applying current knowledge of sales, promotions and policies regarding payments, exchanges, and security practices
- Contributed ideas and offered constructive feedback at weekly sales and training meetings
- Collaborated with managers to provide customer feedback and recommend operational changes to meet emerging trends
Account Manager
Waste Managment
Lombard , IL
11.2016 - 02.2019
- Part of team responsible for 50K customers with annual revenue of $12M
- Excelled at improving customer satisfaction from 23% in 2017 to 72% in 2018 with high level of communication, follow up, and balancing customers’ business needs with Waste Management best practices while generating revenue growth by utilizing consultative selling approach in retention of current Waste Management customers
- Use of effective negotiation skills minimizes impact of cancellation request and rate rollbacks
- Secured updated contract agreements
- Increased contract agreements each month
- Providing ongoing education of contract details to existing customers, and by obtaining customer contract commitments using sound telephone-based negotiation practices.
- Set clear sales goals to identify activities and behaviors to advance sales process and close deals
- Reviewed and mitigated discrepancies to increase sales, reduce costs and streamline processes
- Coordinated with internal teams to facilitate prompt delivery of client projects
Inside Sales Representative
Waste Managment
Lombard, IL
02.2015 - 11.2016
- Conducts pre-sales activities to gain understanding of customer’s needs and prepare for sales calls
- Overcomes objections during sales negotiations by emphasizing value of WM offerings that benefit customer
- Use consultative approach that clearly shows how solutions would meet needs and provide benefits; leverages supporting evidence and clearly connects WM solutions to customers’ business needs.
- Determined needs, delivered solutions, and overcame objections through consultative selling skills.
- Maintained up-to-date knowledge of available products to best serve customers and maximize sales potential.
- Met or exceeded sales targets and quotas to contribute to overall sales goals and revenue of company.
- Increased monthly contract secure rate by 10%
- Developed strategic relationships with existing customers by learning preferences and managing regular communications.
- Used CRM software to maintain detailed contact logs and account records.
Education
Bachelor of Arts - Communication
DePaul University
Chicago, IL 02.2010 - 07.2014
Skills
Client relations
undefinedTimeline
Senior Account Executive
Hilti
08.2020 - Current
Outside Sales Executive
Waste Management
02.2019 - 08.2020
Account Manager
Waste Managment
11.2016 - 02.2019
Inside Sales Representative
Waste Managment
02.2015 - 11.2016
Bachelor of Arts - Communication
DePaul University
02.2010 - 07.2014
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