General Manager Sales
Resume:
MATTHEW
GOODNIGHT
Dalton Gardens, Idaho
*********@******.***
OBJECTIVE
Grow and develop in a dynamic environment as a Sales Executive. Increase sales and customer base to achieve company’s sales objectives and stay ahead of competition.
Committed employee with a history of meeting company needs with consistent and organized practices. Skilled in working under pressure and adapting to new situations and challenges to best enhance the organizational brand.
EXPERIENCE
-Vice President of Sales
Furniture and mattress, 2018-current
Develop sales associates to improve their skills in selling value, positively differentiating our service offering, and deepening the sales by closing new opportunities through direct feedback and process improvement.
Serve as an active member of the commercial leadership team, provide feedback, communicate key issues to the team, and provide peer coaching.
Deliver needed results including profitability, revenue generation, asset utilization, and loaded ratio.
Collaboration with Pricing, Operations, Network, and Customer Service to ensure flawless execution of the deal.
Establish relationships with clients and industry experts to maintain a pulse on the competitive landscape of the market to be most effective in a selling environment.
Build and maintain expertise in transportation and distribution by researching and monitoring the competitive landscape.
Manage the team's pipeline to ensure a sufficient number of new opportunities are added weekly and opportunities are advanced or removed from the pipeline.
Creation and execution of the strategic plan to achieve organizational objectives.
Escalation point for all negotiations with existing customers.
Deliver and achieve the annual sales plan for the Inside Sales Team including revenue, profit, and strategic objectives.
Establish operational benchmarks, timelines, resources, and budgets needed to achieve strategic goals.
Effectively hire, develop, and lead a competent and diverse sales team.
Implement or optimize sales processes, structures, and rigor that result in improved sales team performance, flexibility, and timely reporting
Responsible for leading and managing a high-performing inside sales team covering the markets we serve
Leads accurate and timely forecasting efforts of the inside sales team
Coordinates the involvement of sales support personnel and/or leadership to ensure customers’ expectations are met
Works with the executive leadership team to ensure strategic and business objectives are met by the inside sales team
Establish and develop strong vendor partner relationships to ensure Barcodes, Inc. is the partner of choice
Penetrate large accounts at the C-Level to maximize the value of new and existing relationships
Proactively assesses, clarifies, and validates customer requirements and satisfaction by engaging key customer accounts in conjunction with sales personnel managed
Provides an executive-level point of contact for key customers. Builds and maintains strong customer relationships
Accurate insight into the competitive landscape, including detailed assessments of key competitors, including why opportunities are won or lost
Establishes productive relationship with marketing based on frequent communication, collaboration, and the effective allocation of marketing investment
Willing to act as a player/coach and can initiate and close deals and play a hands-on role in the creation of these opportunities
Identifies deficiencies in skills of management team members and works to improve individual’s capabilities through coaching, development, and training
Hires and develops sales managers, utilizing company human resources guidelines and support resources
Directs and supports the consistent implementation of company initiatives
Positively impacts the performance of individual sales management team members by implementing and managing sales and sales support tools, including training programs, productivity initiatives, account and territory planning methodologies, and customer communication tools.
-General Manager of Sales and Operations
Auto and RV sales company, 2015-2018
Hires, trains, supervises and monitors the performance of the new- and used-vehicle department managers.
Participates in the preparation of the annual dealership forecast by projecting unit sales, gross profits, expenses, and operating profits for the new- and used-sales departments.
Meets with sales managers (new and used) to establish annual and monthly objectives for unit sales, gross profits, expenses and operating profit.
Ensures that sales managers (new and used) understand dealership policies, procedures and sales systems.
Provides feedback annually to new- and used-vehicle department personnel during career development sessions.
Works with dealer and general manager to determine appropriate days’ supply for new and used vehicles and orders/acquires vehicle inventory accordingly.
Establishes standards for displaying, merchandising and maintaining new and used vehicles.
Establishes procedures for quick disposal of over-aged vehicles.
Issues all demonstrators and ensures that appropriate dealership records are maintained.
Checks the condition of all demonstrators monthly.
Audits repair orders for used vehicles as needed to ensure prompt reconditioning.
Meets with the general manager to review monthly forecasts, commission sheets, productivity reports, and the profit performance of each department as a whole and each salesperson individually.
Studies local market conditions, demographics, and past sales history. Makes recommendations to the general manager regarding short- and long-range advertising plans, sales promotions, staffing needs, lease promotions, and compensation plans.
Conducts major sales promotions and advertising as needed (i.e., used-car classifieds, large new display ads, radio, Internet etc.).
Approves all sales incentives in writing before submitting to the office.
Addresses customer complaints to ensure high level of customer satisfaction.
Creates systems that ensure ongoing sales training, including weekly sales meetings.
Audits all appraisals of trade-in vehicles. Attends auction at least once monthly.
Reviews and initials all deals before they are posted.
Facilitates new-vehicle pre-delivery with the service manager.
Makes sure facility is secure, well lit, and professional in appearance.
Maintains a professional appearance.
Attends managers meetings as requested.
Other tasks as assigned.
-Sales Manager of retail operations
Mor Furniture for less, 2009-2015
Develop annual sales quotas for regions and territories
Implement national sales programs by developing field sales action plans and reviewing sales performance
Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors
Establish and adjust sales prices by monitoring costs, competitors, and supply and demand indicators
Complete sales operation requirements by scheduling and assigning sales team members and following up on work results
Maintain national sales staff through regular recruiting, selecting, orienting, and training
Employ assistance from sales-focused freelancers as needed to ensure quotas are consistently met
Project expected sales volume and profit for new and existing products
-General Manager of sales and operations, 5 years
Cadwell machine Corp, 2003-2009
Recommend service and product enhancement to improve the sales potential and customer satisfaction
Ensure the delivery of targets through individual recognition, performance review, people management and reward
Meet with customers to discuss their evolving needs and to assess the quality of the company’s relationship with them
Determine the company’s gross-profit and annual unit plans by analyzing trends and results and implementing marketing strategies
Develop field sales action plans to facilitate the implementation of the regional sales programs
Maintain technical and professional knowledge by reviewing professional publications, participating in professional societies and establishing personal networks
Plan for the achievement of individual and divisional targets in alignment with the strategies and policies of the company
Establish sales objectives by projecting expected sales volume and forecasting and developing sales quotas for territories and the region
Keep current with economic indicators, changing trends, supply and demand and competitors to maintain sales volume and product mix.
Positively contribute to team effort by accomplishing related results
Provide the necessary support to sales associates to enable them to generate market leads and close new deals
Develop and implement new programs, sales initiatives and strategies to capture key demographics
Document customer interactions and maintain data related to activities, accounts and partners
Design cross-selling programs and campaigns
Ensure the effectiveness of cross-selling activities by guiding employees
Uplift the regional sales volume to its possible best
Organize training for new staff
Develop and review long- and short-term sales strategies
Develop and maintain channels between product developers and resellers
Participate in interviews and the processes of recruiting new employees
EDUCATION
Clark College of Washington
Business Development and administration
3.8 GPA
Award for best practices
Award for master achievement
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