Matthias (Matt) Michael Buchmann
Kapolei,Hi
Summary
An established sales professional with over 36 years of Hawaii experience in Sales, Marketing, Management and Customer Service in a variety of wholesaler organizations. Having a proven ability to develop client profiles with the consistency of achieving solid results of profit and growth. Ability to provide an in-depth analysis of product knowledge, identifying customer needs and concerns, recommend solutions and become a trusted customer resource. A record of consistently, combining sales and management abilities along with sound business practices to position customers for long term growth and profitability. All this while using a motivational management style to build sales teams, with an emphasis on customer service relationship retention, quick achievement of sales quotas and a proactive approach to problem solving. Through the years, earning a reputation as a highly motivated self-starter, persuasive in presentations, negotiation and sales closing skills, bringing professionalism to a company.
Overview
31
31
years of professional experience
Work History
District Sales Manager
Paradise Beverages of Hawaii
08.2022 - 01.2023
- Manage, develop and motivate Sales Associates and merchandisers by executing a list of improvement or growth goals for each account in their territory
- Ensure Quality control by monitoring expiration dates to ensure supplier compliance
- Ensure growth in product knowledge by conducting weekly ride-withs and utilizing coaching opportunities
- Schedule merchandisers daily to ensure all customer service needs are met
- Utilize the latest POS and execute all programming in a timely manner
- Capture any incremental POD opportunities and coach the Sales Associates to sell and close.
Sales Director On/Off Premise
Johnson Brothers of Hawaii
11.2014 - 05.2022
- Managed, developed and motivated Key Account Managers and District Managers by developing a list of improvement or growth goals for each Key Account Manager and monitored progress
- Provided feedback to all direct reports on a daily, weekly, monthly and annual basis
- Educated Key Account Management staff to build/improve product knowledge and sales skills
- Established a monthly contact schedule with each KAM with a minimum of 5 full day 'work-withs' in a month
- Provided all tools and materials necessary for KAM's to successfully complete assignments
- Developed and implemented creative selling ideas within our team
- Conducted weekly group and individual meetings; attended and took part in the development and preparation of meetings and presentations for the division
- Implemented sales plans to achieve company and/or supplier goals
- Reviewed sales versus goal progress regularly and addressed issues immediately
- Assisted in the development of brand sales programs
- Monitored, developed and maintained account relationships
- Directed KAMS to recognize new product introductions and opportunities in their areas quickly to create a competitive advantage
- Worked with the sales group to identify and communicate competitive market activity in the marketplace
- Directed District Managers to recognize new account openings and opportunities in their areas quickly to create a competitive advantage.
Director of Sales - Retail
Young's Market of Hawaii
03.2012 - 11.2014
- Strategized/preplanned on how best to achieve sales and merchandising objectives by understanding company pricing and product programming information monthly and maintaining accurate historical account purchase information
- Called on local and national accounts in conjunction with the Key Account Managers
- Analyzed entire account base by visiting each buyer and identifying opportunities; complete all necessary surveys and ensures national account compliance where applicable
- Prepared and delivered professional sales presentations to customers by balancing the company's priorities and customers' needs to include selling display ideas, new products, cold box, shelf, and promotions
- Understood and worked with Sr
- Management on inventory levels by being aware of current inventory and out of stock situations and by alerting buyers and the Key Account team to possible fluctuations in demand
- Attained standards of performance goals by achieving the distribution, volume and activity goals of supplier brands as set by Sr
- Management
- Ensured maximum brand visibility within accounts by maintaining account standards as determined by Sr
- Management and used effective and current point of sale materials when appropriate to ensure programming success
- Maintained professional relationships with all suppliers by participating in effective supplier work with sales calls, and sales blitzes
- Remained informed of company/supplier activities and updates by attending and actively participating in sales meetings.
District Sales Manager/Key Account Manager
Johnson Brothers of Hawaii
04.2010 - 03.2012
- Trained, developed and motivated staff, forecasted store sales, maintained budgetary controls, supervised loss prevention, inventory control, merchandising, and customer service standards
- Analyzed customer volume during a 12-month time frame and developed strategic plans that targeted specific markets, product location, and traffic flow
- Provided hands-on sales, marketing and management expertise with training, supervising and motivating a team of four sales representatives and two merchandisers
- Introduced and cross-sold new products to increase account penetration
- Forecasted sales, developed inventory models, identified sales trends and opportunities, coordinated special projects, and monitored retail outlet productivity
- Developed policies and procedures that ensured consistency of quality customer service, ensured that distribution, merchandising, and price point objectives were achieved
- Skilled motivator with a proven ability to build leading sales teams which consistently achieve and exceed sales quotas
- Managed all military accounts.
State Sales Director
Anheuser-Busch Sales of Hawaii
11.1991 - 02.2010
- Responsibilities include sales throughout the state of Hawaii in retail and on-premise accounts, traveled on a regular basis to the outer islands to promote and build relationships with existing retailers, hotel food and beverage departments, as well as retail accounts
- Ensured confidence of the company to all aspects of the business
- Duties also included but not limited to the following: Increased sales by 15% for year over year
- Developed outstanding relationships by individualizing and nurturing loyal/regular clients
- Implemented an incentive sales program for buyers, grocery chain stores, and on-premise accounts
- Created at minimum 20 sales reports used in analyzing company business, assisting in the development of new sales strategies and programs
- Represented the company at numerous food trade shows throughout Hawaii with focus on increasing sales, creating new customers and solidify existing relationships.
Education
Skills
- Client Relationship Management
- Channel Development
- Sales Team Training
- Supplier Sourcing
- Sales Leadership and Training
- Profitability Optimization
- Vendor Management
- Pipeline Development
- Sales Strategy Development
- Sales Targeting
- Customer Service
- New Hire Onboarding
- Brand Marketing
- Customer Portfolio Management
- Account Management
- Market Trend Analysis
- Strategic Planning
- Marketing Strategy Development
- Sales Reporting
- Territory Management
- New Business Development
- Brand Development
- Competitor Analysis
- Consultative and Relationship Selling
- Time Management
- Decision-Making
- Sales Projections
- Business Analytics
- Sales Territory Growth
- Employee Retention
References
References provided upon request.
Timeline
District Sales Manager
Paradise Beverages of Hawaii
08.2022 - 01.2023
Sales Director On/Off Premise
Johnson Brothers of Hawaii
11.2014 - 05.2022
Director of Sales - Retail
Young's Market of Hawaii
03.2012 - 11.2014
District Sales Manager/Key Account Manager
Johnson Brothers of Hawaii
04.2010 - 03.2012
State Sales Director
Anheuser-Busch Sales of Hawaii
11.1991 - 02.2010
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