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Sales Manager

Rincon, Georgia, United States
March 15, 2019

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Matthew S. Gailey

*** ********* *****, ******, ** 31326



Medical / Plastics / Automotive / Wire / Cable Industries

Expert in driving sales, expansion and profitability in start-up, turnaround and growth environments. Consistent peak performer and visionary sales and technical leader with advanced skills in strategic and tactical planning, resource allocation and management, change management, product development and launch. Solid business acumen combines with particularly strong relationship management and talent for revitalizing, building and developing teams that achieve impressive revenue gains within highly competitive markets/industries. Full complement of executive leadership competencies in technology organizations.

Veteran: United States Army ~ Desert Shield and Desert Storm Combat Veteran

Core Competencies/ Skills

Business Development – Negotiated and closed multiple product development projects at EMD Performance Materials across a variety of product lines including laser additive and laser direct structuring.

Focus On Top Line Sales – Devised and Executed regional sales plans for the Americas that considered country specific preferences resulting in double-digit growth for the US, Canada, Mexico, and Brazil.

Driving Brand Awareness – Successfully created comprehensive technical sales approaches – technical presentations, selected attendance at industry tradeshows, improvement of web presence, direct to market efforts, and rethinking of customer contracting processes.

Process Based Business Solutions – Designed, developed, and implemented a wide range of strategies across a variety of areas such as Lean Six Sigma implementation at the Savannah production site.

Strategic Planning Implementation

Program Management

Personnel Management

Strategic Marketing

Excellent Presentation Skills


Cross Functional Team Management

Lean Six Sigma Black Belt

Lean Manufacturing

Global Project Management

Laser Marking of Plastics and Coatings

Laser Direct Structuring

Product Positioning



Technical Sales

Laboratory Set-up and Streamlining

Professional Experience & Achievements


EMD Performance Materials

Leading global supplier of pearlescent pigments and laser additives.

Technical Manager-Americas, Laser Projects (2011 – 2018)

**Revitalized a flat sales organization to double digit annual growth in a declining market.

Promoted to provide turnaround leadership and jump start sales, which were completely flat. Rebuilt, trained and energized the Sales group to produce results providing vision, structure, strategy, and mentoring that the sales organization did not previously have. Overhauled and instituted new sales processes; created National and Regional Laser Accounts teams. Developed and strengthened sales force through training program implementation (Total Solutions Based selling).

Drove national sales from $20 thousand to $5 million in 6 years - Spearheaded the laser additives business growth through long-term project management of laser projects from initial introduction and teaching new prospective customers on the laser process to the final purchase of lasers and additives generating double digit growth for 6 years.

Managed a team of 6 Sales Executives and 2 Laboratory Technicians - led team to consistent double-digit growth and surpassing sales objectives yearly.

Jumpstarted Brand Awareness through technical presentations, targeted attendance at industry tradeshows, improvement of web presence, direct to market efforts, and rethinking of customer contracting processes.

Designed and executed a profitable business model in going from an additive supplier to a total solutions provider guiding customers through the entire laser marking process. Partnered with various laser manufacturers as well as plastics suppliers.

Developed the sales team to close multimillion-dollar accounts while efficiently managing smaller accounts through mentoring and training on laser applications.

Redesigned sales objectives through collaboration with sales leadership resulting in improved clarity for the team and exceeding annual targets.

Emd Chemicals, Inc.

Global supplier of pearlescent pigments and laser additives.

North America Technical Service Laboratory Manager (2001 – 2011)

Promoted to rebuild and manage the Applications Technology Laboratories concentrating on reducing scrap and waste while decreasing lead times for projects and increasing customer satisfaction. Restored customer confidence while collaborating with Sales and Marketing force.

Developed and drove the lean six sigma approach for the North American laboratories reducing lead times by 62% and increasing project completion rates by 100% in 2 years.

Tapped as the Lean Six Sigma Champion for the Savannah Site and led a cross functional team that developed, implemented, and trained personnel on a more efficient work model.

Managed cross functional team of 8 industry and application experts.

EMD Industries, Inc.

Global supplier of pearlescent pigments and laser additives.

Plastics Laboratory Technician, Plastics and Additives (1996 – 2001)

Recruited while in university and assigned to support the pigments division through testing and customer validation of products used in plastics applications. Completed first degree while working full time in this position.

Developed and recommended formulations for customers based on final end use and application.

Supported Savannah production site by testing and verification of pigment performance for specific industries.

Volunteered to become the organization’s subject matter expert on laser applications.

Negotiated the acquisition of NIR laser for the laboratory to supplement CO2 technology.

Exceeded plan and named Technician of the Year in 2000 out of 5 regions nationwide.

US ARMY 1989 – 1994

CH-47D Helicopter Flight Engineer

Military Service

Systems expert of the aircraft with an extensive mechanical and technical knowledge of aircraft systems and performance. Worked in close coordination with the two pilots during all phases of flight. Operated and monitored all aircraft systems. Diagnosed and where possible rectified or eliminated any faults that may arise during flight. Responsible for pre-flight and post-flight aircraft inspections, ensured that the weight and balance of the aircraft is correctly calculated. Executed and certified all repairs to the aircraft.

Desert Shield and Desert Storm Combat Veteran.

Meritorious Service Medal recipient for life saving actions during Hurricane Andrew relief efforts.

Participated in numerous humanitarian missions throughout Honduras and Central America.


Bachelor of Science, Law, minors in Math & Electrical Engineering

Armstrong Atlantic State University, Savannah, GA

Lean Six Sigma Black Belt, Continuing Education

Villanova University, Philadelphia, PA

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