Sales Marketing

Matthew L. Malfitano PROVEN LEADER IN ACCELERATING GROWTH AND PROFITABILITY

**** **** ******* **. #***, MN, 55416 • 201-***-**** • *******@*****.***

Dynamic Global Sales and Marketing Executive looking for a leadership opportunity to develop and

grow a brand to meet and exceed growth expectations.

Holds extensive experience in leading the global sales and marketing capabilities in multiple

industries including luxury automobiles, aircraft, advanced technology, and consu mer goods.

Successfully launched high profile products to deliver growth objectives and establish prominence

within new and emerging markets. Proven track record of exceptional business development and

financial performance, consistently exceeding revenue targets. Recognized for sales management

and execution, marketing innovation, building strategic business relationships, and for the ability to

empower highly engaged sales teams, which led to increased sales, profitability, market position,

and customer satisfaction.

Decisive and motivational leader who improves top and bottom-line performance, while

developing and motivating high performing teams to achieve results, possessing natural talent for

fostering collaboration and influencing C-suite stakeholders.

Areas of Expertise Include

*Global Sale and Marketing *P&L Management *Strategic Business Planning

*Sales / Program Support & Execution *People Development *Sales Incentives

*Global Distribution Networks *Strategic Pricing *Contract Negotiations

*Inventory Management *Improving Dealer & Customer Satisfaction

Arctic Cat – Minneapolis, MN 2013 – Present

A $750M American motorsports manufacturer.

VICE PRESIDENT OF SALES

Recruited by CEO and Chairman of the Board to develop Best in Class Sales processes, Customer Lead Generation

and Follow-up Life Cycle processes in addition to realigning the Dealer Network/Brand to drive sales and

accelerate brand awareness.

Increased Sales 11% while in role.

Developed new Inventory Tracking Systems for 780 locations which created first-time visibility to Dealer

Level Performance and the ability to engage with dealers in a way that informs upstream strategy and

increases profitability.

Reorganized Sales and Dealer Development Team to align with corporate metrics.

Launched Sales force integration that assimilated customer information, market share data, inventory and

order pipeline to create accurate visibility to dealer sales metrics and profitability.

Authored a Dealer Training Program modeled after best in class customer experience in an effort to drive

brand and product understanding while increasing sales.

Developed a 3.5M Dealer Rebranding Campaign with the objective of enhancing the customer

experience and creating brand loyalty from both customers and dealers.

Introduced a new consumer finance company that resulted in increase profits of 3-5% for Arctic Cat and

the dealer network and generated an increase of 30% of products financed.

Authored and executed a pilot program to reduce retail inventory and increase Arctic Cat sales with a

program designed to increase the turn of products and reduce dealer aged inventory. This program was

joined by 100% of dealers in the pilot and saved 50% of dealers engaged from opting out of Articat

relationships that had previously resigned from their affiliation and wi llingness to carry the brand.

Matthew L. Malfitano Page 2

FISKER AUTOMOTIVE – Anaheim, CA 2012 – 2013

A $350M American automobile manufacturer.

Recruited by Board to partner in the creation of the Global S ales Organization and to drive sales worldwide for this

$1.2 Billion start-up automobile business. Leading sales and marketing, distribution, pricing, finance and IT. Direct ly

managed 40 people and budget of $8M.

DIRECTOR OF GLOBAL SALES, MARKETING, OPERATIONS, PUBLIC RELATIONS AND SERVICES,

Reported to CEO during reorganization of corporation and tasked to maintain Dealers, Distributors Globally as

well as Communication with 2100 customers following the release of 95% of company staff.

Weekly Update With CEO and Board of Director on key areas regarding retention of distribution channel,

operational impacts and Marketing/PR reporting of the 1.2 Billion dollar investment in an effort to rebuild

the company.

Created Strategic Communication Plan with consumers, dealers and distributors, with the objective to

regain and maintain customer confidence in the viability of the company and long term support of their

purchase.

Developed Parts and Service support system with remaining engineering team to support Distribution

Channel and customer expectations during reorganization.

Retained 100% of the Dealers and Distributors in the restructuring of the business.

DIRECTOR OF GLOBAL SALES AND OPERATIONS 2011 – 2012

Designed and implemented a global sales strategy and distribution network to drive sales of Fisker Automotive.

Launched the first car in North America and Europe, delivering $200M revenue in year one.

Identified, negotiated, and established 7 distributorships in Europe, Asia, and the Middle East which had the

potential to sell from 200 to 1,500 cars specific to their geographic/demographic makeup.

Created Pipeline Management Model for manufacturing to align with global sales and marketing objectives.

Developed innovative CRM system for corporate and retail lead development.

Authored and executed Sales and Operations Organizational Structure, Reporting Matrix, and Communications

Protocol.

Served as member of executive team which established a 24/7 call center, training/development strategy,

web development, interactive store displays, and distribution logistics plan; multiple initiatives to launch and

propel brand.

MASERATI OF NORTH AMERICA / ALFA ROMEO – Englewood Cliffs, NJ 2008 – 2011

A $1B Italian manufacturer of luxury automobiles.

VICE PRESIDENT OF SALES OPERATIONS

Selected to drive growth and profitability of North America business, which represented 42% of company. Led

National Sales, Market Analysis, Vehicle Distribution, Dealer and Customer S atisfaction, Inventory Management, and

Sales I ncentives. Directed staff and budget of $330M. Reported to the President and CEO of North America.

Established brand and product growth/profitability goals, and launched aggressive marketing and sales

initiatives, focused on new car sales and strategic co-branding opportunities.

Increased sales 11%, generating $45M revenue annually.

Increased profitability 1.6%.

Successfully launched the GT convertible to the competitive market, delivering $30M incremental revenue.

Negotiated strategic relationships with national magazines and multi -media channels, leading to three-five

co-branding events annually and $1M additional exposure.

Created new quarterly training curriculum to increase product knowledge and empower dealers to increase

sales. On-site program reduced training costs 60%.

Established/implemented New Vehicle Location System, reducing time to locate cars from four days to real

time resulting in increased dealer profitability along with increased customer satisfaction and brand loyalty .

Developed inventory management process to maximize revenue and minimize working capital.

Reduced inventory 700 units ($100M) over 15 months, positively impacting gross margin/EBITDA.

Reduced inventory supply from 18 months to 62 days.

Matthew L. Malfitano Page 3

ECLIPSE AVIATION CORPORATION – Albuquerque, NM 2007 – 2008

A $2B manufacturer of very light jet (VLJ) aircraft.

SENIOR DIRECTOR, GLOBAL SALES AND MARKETING

Recruited to this early-stage aerospace business to increase global sales of ground -breaking Eclipse 500 aircraft.

Led Sales and Marketing, Internet and Direct-mail Marketing, Distribution Network, and Customer Communications.

Directed a staff and budget of $18M. Reported to the Vice President of Sales and Marketing.

Delivered $900M revenue growth through sales channel development, global distribution networks, complex

dealer/customer management, and world-class creative marketing and sales campaigns. Consistently

exceeded sales and profitability targets.

Created distributorships in India and Europe, while developing distributorships in South America and the Middle

East. Each distributorship holding the potential and agreement to sell at least 100 aircraft at $1.25M each.

Drove sales of 400 planes in first year, with market value of $500M.

Developed and implemented new CRM system with SAP to track leads, customer satisfaction, and future

profitability, and to reduce customer response time from multiple days to minutes.

FORD MOTOR COMPANY / VOLVO CARS OF NORTH AMERICA – Irvine, CA 1997 – 2007

A $4.2B global automotive company.

VICE PRESIDENT, WESTERN REGION, 2005 – 2007

Transferred at the request of the President to increase sale s in 13-state Western Region, a region with 35% higher

volume than previously managed Midwest Region. Led P&L a nd total operations, including Parts and Service, Sales

and Marketing, Dealer Development, Distribution, and Customer S atisfaction. Directed more than 40 people and

P&L of $1.2B. Reported to the Executive Vice President Sales and Marketing.

Increased dealer profitability 1.8%.

Increased annual sales $5M, and increased profitability through captive financing.

Increased annual sales of parts and service $800K.

Developed CA marketing strategy, targeting the higher-end luxury car customer channel. Successfully secured

Board approval and 50% increase in marketing budget.

Created Value Edition Vehicle programs and integrated aftersales marketing to suppor t sales efforts.

Served as member of Executive Team that developed National Creative Forum integration of Tier I, II, and III

advertising plans to ensure effective management of media purchases.

Developed media strategies and drove Internet training of retailers to enhance response times to customers,

Selected as one of 12 global “Next Generation” leaders by Volvo Car Corporations executive team.

VICE PRESIDENT, MIDWEST REGION, 2003 – 2005

Promoted to assume leadership for the 18 -state Midwest Region. Led P&L and total operations. Directed 38 people

and P&L of $565M. Reported to the Executive Vice President of Sales and Marketing.

Increased market share for Volvo 35% and increased product awareness 4%.

Achieved more than 6 % annual sales growth, delivering $ 57M revenue.

Increased market share of Volvo cars to competitor cars from 1.8% to 2.8%.

Led operations to achieve #1ranking nationwide for customer satisfaction and #1 ranking for sales increases

year-over-year.

SALES AND MARKETING MANAGER, WESTERN REGION, 2001 – 2003

Transferred at request of President to develop customer/dealer presence in Western 13 -state region. Led sales and

marketing, dealer incentives, distribution, and pricing. Directed 20 people and budget of $120M. Reported to the

Western Region Vice President.

Developed strategies to achieve sales goals for Volvo vehicles and executed marketing plan, including

advertising, promotions, and media activities.

Increased sales 10%, delivering $140M revenue.

Increased profitability of retailers 1%.

Created and deployed Dealer Web Portal to enhance communication which was then a dopted by the global

organization.

Matthew L. Malfitano Page 4

MANAGER OF MARKETING STRATEGY, 2000 – 2001

Selected to serve as liaison to executive management at headquarters to assist with developm ent of 2001 business

plan. Led Marketing, Pricing, Strategic Planning, and Retail Operations. Directed 45 people and budget of $150M.

Reported to the Vice President of Sales and Marketing.

Created annual Volvo Cars Business and Marketing Plan, with five-year view. Presented plan to Global

Executive Board at the world headquarters in Sweden.

Led the launch of three new cars with $20M marketing budget, delivering $300M revenue.

Piloted PDA UPS tracking system in CA market to assess impact of marketing initiatives on sa les performance.

Tracking system adopted nationwide.

RETAIL OPERATIONS MANAGER, 1999 – 2000

Promoted to oversee all dealer operations in Central/North FL. Led aftersales, marketing, and customer satisfaction.

Directed staff and budget of $19M. Reported to the Regional Vice President.

Increased sales $7M, from $85M to $92M, achieving 120% of regional sales goal.

Increased aftermarket part sales 2.5%.

MARKETING MANAGER, 1998 – 1999

Promoted to increase sales and brand awareness in FL. Led sales and marketing, advertising, and dealer incentives.

Directed staff and budget of $17M. Reported to the Regional Vice President.

Created and executed FL Hub Marketing Strategies, including Pricing, Advertising, Car Procurement, and

Incentive Tracking.

Increased sales 8%, delivering $6.5M revenue.

Integrated retail operations with web presence for first time.

Re-engineered incentives and special package pricing, reducing cost of cars 6%.

AFTERSALES MANAGER, 1997 – 1998

Recruited to investigate buy-back claims and research product issues. Oversaw warranty claims and

dealer/customer satisfaction for Central/North FL. Directed budget of $1.5M. Reported to the Regional Vice

President.

Region recognized as #1 for customer satisfaction.

Decreased warranty costs 8%.

Early Sales and Marketing Career

DIRECT MARKETING MANAGER, Worldata Corporation 1997

SALES AND MARKETING REPRESENTATIVE, Monarch Marketing 1994 – 1997

CHANNEL MARKETING MANAGER, Expert Software 1993

ASSISTANT BUYER, Office Depot 1990 – 1993

REGIONAL MANAGER/BUYER, Polo/Ralph Lauren 1984 – 1990

Education / Certifications

BS, Business Administration, Lynn University, Boca Raton, FL

Certified, Media Interviewing Techniques, BBC Global

DMAIC Leadership Techniques, Volvo Cars of North America

ISO 9001 Leadership Training, Volvo Cars of North America

ISO Organizational Development, Volvo Cars of North America

Executive Champion for Six Sigma, Volvo Cars of North America

Contact this candidate