Sales Manager

MATTHEW W. EVANS

**** ***** ***** **** *****, Salisbury, NC 28147

e: *********@*****.*** p: 704-***-****

Executive & Senior Vice President successful at leading B2B and B2C sales organizations to maximized profits through;

improved sales strategies, operational efficiency and improved client experience while establishing the collective vision and plan

necessary to accomplish our goals. Motivational management style with a proven ability to build, retain and lead highly motivated

cross-functional teams into action. Expert at building/maintaining networks, liaisons and business connections while

negotiating/managing client engagements and strategic partnerships. Strong record of implementing systematic processes of

organizational synergy & talent detection to build, reposition and merge organizations to boost returns on investment. Core strengths

include:

Strategic & Tactical Sales/Market Planning Multi-site & Global Management

Competitive Analysis, P&L Mgt, Budgeting & Pricing Product Introduction & Life Cycle Management

Corporate Sales Restructuring & Performance Enhancement Creative Custom Staff/Team Development Programs

Mentoring and Client Relationship Expertise Creative Branding & Marketing Communications

Market Opportunity Identification & Positioning Major Account Development & Portfolio Management

PROFESSIONAL EXPERIENCE

LASSA PARTNERS, Virtual/Travel, NC 2009 – present

Interim-Chief Operations Officer (temporary contract position)

Recruited by startup to develop and organize sales structure, go-to-market strategy, operations and assist in identification of client

opportunities.

HARRIS INTERACTIVE, Rochester NY 2007 - 2008

Senior Vice President, Global Sales Leader: Technology, Emerging and General Markets, HCR & CPG Business units

Held responsibility for the reorganization and P&L of the company’s three leading major business units generating ~$100 million in

annual revenue. Established sales vision, developed strategic goals and implementation plans to enable the company to grow

organically and garner new business.

Delivered immediate and impressive results with newly developed businesses with an increase up to 45%

Integrated newly acquired resources into sales model while managing the growth of existing accounts

Revised the existing go-to-market strategy to eliminate loss and leverage 20% growth in “down markets”

Developed and implemented landmark resource utilization system (GRAS), resulting in a 20% reduction of downtime and

increased segment’s gross margin by 12%

Mentored and cultivated top-performing global business leaders and teams to successfully drive individual businesses beyond

their specific goals

New Market identification and development which lead to building West Coast office and 27% top-line contribution

2007-2008 Selected Results:

Expanded responsibilities taking on and turning around three leading business units. Post turn-around, those businesses reached their

goals successfully and achieved: Double-digit top-line growth (10-20%) and bottom-line growth (up to 40%). Reorganized sales

teams produced a 30% increase in sales with existing accounts and 45% increase in proposal win-rate. Development of strong internal

sales/research partnership improved quality and delivery, created accountability and improved pre and post sales activity. I decreased

sales costs year over year (reduction of 5-9%), increased employee satisfaction scores (4+ out of possible 5), increased client

satisfaction scores (7.3-9.1 out of 10). Recognized by the Chief Executive Officer for my teams’ success, resulted in his request for

global implementation. Expanded breadth of Fortune 100 client roster, while significantly increased the depth of current client

relationships and repeat business.

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MATTHEW W. EVANS

1092 North Devon Park Place, Salisbury, NC 28147

e: *********@*****.*** p: 704-***-****

HARRIS INTERACTIVE, Rochester NY 2007

Vice President, Sales and Marketing

Recruited for strong sales, marketing, organizational and communication skills, to identify and resolve issues resulting in flat sales,

decreased client satisfaction, repeat business and referrals. Integrated full platform of CRM management and analysis tools.

Converted the professional sales force from transaction-based to full consultative client partners. Integrated global teams to share

knowledge, resources and develop leadership.

Exceeded projected sales goals by 10% through strategic planning and resolution of significant market/brand challenges with

existing and potential clients

Initiated a strategy for a new “hands-on” participative approach to sales, created mentoring/management teams, assisted in pre

and post sales initiatives, developed tracking and analysis tools creating visibility within team and senior management

Successfully repositioned and integrated the Canadian and APAC acquisitions into larger sales force through shared territories

and resources

Reorganized sales teams into consultative client partners; resulting in a 30% increase in sales for existing client accounts and

45% increase in proposal wins – CEO requested global implementation of my process

Increased customer touch points through the development and implementation of Client Advisory Board within vertical markets,

improving customer satisfaction 7.3-8.0+ and increasing RFQ’s

AMERICA’S HOME PLACE, Statesville NC 2005 - 2007

Division Vice President

Managed and led three independent operating locations including vendor/supply network of 100+, supervised 12-staff

team/$15million budget. I structured, implemented and led growth and expansion strategies contributing to the Division exceeding

profits by 15%. Promoted from General Manager.

Reversed financial declines and captured cost reductions by restructuring poorly performing districts, avoiding $1million in

projected company losses

Reorganized and trained sales and production staff, implemented/monitored performance metrics, resulting in early profitability

trends

Improved or Created new vendor partnerships to improve quality and reduce pricing through increased volume; Reduced material

costs lowered pricing of end product by 10% (lowest in the company) and increased vendor utilization and quality

Decreased production cycle time by 40% which increased customer satisfaction from 4.5-7.0+ and increased referral rate by 50%

Assisted Division President in development, implementation and enterprise-wide sales training and cycle time management

procedure for pre-post sales

WAYNE HOMES, INC., Statesville NC (Dissolved by parent 2005) 2002 - 2005

Director

Developed crucial analysis of expansion opportunities for Mid Atlantic division of $15 billion construction firm (parent company was

Centex Corp.). Generated $17M+ in annual sales. Recognized for achievements and promoted from Sales Manager (2004-2005),

served as New Home Counselor 2002-2004.

Researched and presented detailed analysis of market opportunities for Mid-Atlantic Division of $15B construction company

Successfully hired and trained new staff within division

Developed “Shared” vendor-partner network philosophy to improve quality and reduce pricing through increased volume

Winner of multiple sales management awards, president club awards and most notably, national sales person of the year

Personally sold 96 custom design build projects generating $17M in revenue while managing

Increased client referral rate from 8%-42% through integration of production staff to sales and design process

Pioneered unique sales methodology (System of Thirds), employed company-wide by parent company

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MATTHEW W. EVANS

1092 North Devon Park Place, Salisbury, NC 28147

e: *********@*****.*** p: 704-***-****

BUILDING MATERIALS WHOLESALE/RETAIL, Statesville NC (Sold/Dissolved 2004) 1999 - 2002

Regional Sales and Operations Manager

Recruited by General Manager to execute solutions that will create customer satisfaction, reverse declining sales, increase efficiency

and revenue, and effectively lead teams to boost sales and improve market share. Promoted from Inside/Outside Sales

Researched and analyzed problems by developing and implementing client advisory committee

Devised and implemented a business development plan addressing spiraling sales and client satisfaction ratings; resulting in a

$800k increase in revenue within the first year and a $2M increase in year two

Negotiated with manufacturers and brokers to ensure price stability and competitiveness

Established a quality assurance tracking system to ensure customer’s expectations and needs are successfully met/exceeded

Managed retail/wholesale product sales and services in tri-county region. Oversaw $6M budget/generated $5M in annual sales

EARLIER EXPERIENCE

Accomplished inside/outside sales professional within highly competitive and new product markets and acted as change agent to

establish and implement Best Practices for internal accounting processes

84 Lumber Company, NC – SC; Outside Sales Representative

GMS, Tucker Materials, SC; Outside Sales/Operations for new product launch

KPMG Peat Marwick, LLC, GA; A/P-A/R-Payroll Internal Process Auditor

PROFESSIONAL TRAINING & DEVELOPMENT

Executive Leadership Training with Lee Thayer author of “Leadership: Thinking, Being, Doing” – 2007

Center for Creative Leadership, Executive Leadership Development Graduate – 2006

Miller Heiman, Conceptual Selling, LAMP, Strategic Selling, Business Diagnostics Certificates – 2006 – 2008

America’s Home Place; Mold Remediation, BOLT, Project Management

Top Gun Sales, Certificate, Richey Institute – 2005

Pacific Institute, Living the Vision – 2004

Centex Corporation; Project Management, New Manager Training Program, DISC, Behavioral Interviewing – 2003-2005

OSHA; 30 hour construction jobsite safety training course Certificate – 2001

Ikon Office Solutions, MCSE NT 4.0 Certification – 1999

Dale Carnegie (Trainer Certified, 3 time participant) – 1998, 1996, 1991

EDUCATION

Western Governor’s University – MBA, Strategic Management; Anticipated Graduation, 2010

Catawba College, Salisbury, NC – Bachelor of Business Administration, 2006

REFERENCES AVAILABLE UPON REQUEST

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