Sales & Business Development Executive

MATT SCANLON

SALES & BUSINESS DEVELOPMENT EXECUTIVE

Phoenix, AZ 303-***-**** ********@******.*** linkedin.com/in/mattjscanlon

EXECUTIVE PROFILE

Business development and consultative sales leader with 20+ years of experience building executive relationships, opening new accounts, developing complex solutions, negotiating contracts, and growing revenue across Fortune 500 organizations. Built and scaled a professional services firm to more than $1 million in annual revenue. Proven ability to identify business challenges, develop tailored solutions, navigate complex enterprise sales cycles, and turn initial engagements into long-term client partnerships.

CORE COMPETENCIES

Enterprise Sales • Business Development • Consultative Selling • New Client Acquisition • Strategic Account Development • C-Suite Relationships • Complex Solution Sales • Contract Negotiation • Revenue Growth • Pipeline Development • Client Retention • Proposal Development • Executive Presentations • Cross-Selling • CRM & Sales Operations

PROFESSIONAL EXPERIENCE

PURPLE TREE RECRUITING Managing Director 2016–Present

Built and scaled a professional services and executive search firm to more than $1 million in annual revenue. Lead business development, enterprise sales, client strategy, contract negotiations, account growth, and delivery while developing long-term partnerships with senior executives at Fortune 500 organizations.

• Originated and sold a $780,000+ consulting engagement with a Fortune 200 organization, developing the opportunity from executive conversations through solution design, scope development, pricing, contract negotiation, and launch.

• Built trusted relationships with CPOs, CHROs, CFOs, COOs, CEOs, and other senior executives across more than 50 Fortune 500 organizations, creating opportunities through consultative relationship development rather than transactional selling.

• Generated new business through executive networking, outbound prospecting, referrals, existing-account expansion, and long-term relationship development.

• Negotiated and executed enterprise recruiting and consulting agreements exceeding $600,000 in new revenue by defining business requirements, project scope, pricing, delivery models, governance expectations, and commercial terms.

• Led complex enterprise sales cycles involving Procurement, Human Resources, Finance, Legal, and executive leadership, navigating multiple stakeholders from initial discovery through contracting and implementation.

• Maintained a client retention rate exceeding 95% by developing trusted executive relationships, consistently delivering against commitments, and identifying additional opportunities to support client priorities.

• Developed customized proposals and solutions based on client business challenges, helping position the firm as a strategic partner rather than a transactional service provider.

• Built and managed sales pipelines, account strategies, pricing models, forecasts, and business development priorities while maintaining responsibility for overall financial performance.

• Led implementation of Salesforce CRM and SharpSpring, redesigning sales workflows, improving pipeline visibility, automating follow-up and reporting, and creating dashboards to track business development activity and opportunities.

EXECUTIVE MANAGEMENT SERVICES, INC. Business Development Manager 2023–2024

Led new business development for a national facilities services organization providing janitorial, maintenance, landscaping, security, and related facility solutions.

• Closed a $350,000+ account with a major semiconductor company, managing the sales process from initial outreach and discovery through solution development, proposal, negotiation, and close.

• Ranked among the Top 3 sales professionals nationally within the first year, developing new business and building relationships with key decision-makers across target accounts.

• Built a scalable prospecting and business development process to identify target organizations, connect with decision-makers, create executive-level conversations, and consistently develop new sales opportunities.

• Developed relationships with executives and operational leaders by taking a consultative approach to understanding facility challenges and developing solutions around each customer's needs.

THE TELDAR GROUP Executive Recruiter / Business Development 2005–2016

Joined as the firm's first business development professional and helped grow one of the nation's leading executive search firms focused on supply chain and procurement leadership.

• Generated more than $4 million in executive search revenue through new business development, consultative selling, account expansion, and long-term executive relationships.

• Developed business relationships with more than 45 Fortune 500 organizations across energy, manufacturing, healthcare, technology, and industrial markets.

• Helped secure and lead major workforce consulting engagements with BP and Spectra Energy, developing project scope, client strategy, pricing, and delivery approaches for engagements generating more than $800,000 in revenue.

• Developed relationships with senior executives and converted business challenges into executive search and consulting opportunities, managing the sales process from initial outreach and discovery through proposal, negotiation, close, and delivery.

• Selected to lead a 10-week consulting engagement for one of India's largest oil and gas organizations, working directly with leadership to assess operations, develop solutions, and implement improvements.

• Expanded existing client relationships by identifying additional business needs and introducing new executive search and consulting solutions.

• Helped establish sales methodologies and business development practices while coaching recruiters on client development, relationship management, prospecting, and consultative selling.

ROBINSON BRICK COMPANY Territory Sales Representative 2003–2005

• Managed a $5 million sales territory representing six commercial product lines.

• Achieved 124% of annual sales quota through new account development, strategic relationship management, and consultative selling.

• Generated more than $500,000 in new product sales and led high-profile product launches for Parade of Homes developments.

• Developed relationships with contractors, architects, developers, and distributors to grow existing accounts, win new business, and expand market share.

OFFICE DEPOT Account Representative 2002–2003

• Opened 97 new business accounts in nine months through outbound prospecting, relationship development, and new customer acquisition.

• Finished at 134% of quota and earned Rookie of the Year, Top Internet Sales, and Highest New Account Billing awards.

EDUCATION

Newman University — Bachelor of Arts, Business Management GPA 3.45 Golf Scholarship Team Captain

New Mexico Military Institute — Associate of Arts, Liberal Arts GPA 3.30 Golf Scholarship

Contact this candidate