Executive Sales Director

MATTHEW KEDDINGTON

**** **** **** ***** • Roy, Utah 84067

************@*****.*** • 801-***-****

EXECUTIVE SALES DIRECTOR

Regional Planning • Sales Force Development • Financial Management

Highly accomplished, visionary sales leader with demonstrated history of delivering record-breaking sales and revenue generation, as well as year-over-year double-digit growth rates. Adept at transforming districts and regions, leveraging market expertise and superior sales force development strategies to forge exceptional sales strategies and teams dedicated to achieving top organizational rankings. Operational and administrative acumen spanning budget administration, compensation program development, product marketing and promotion, and business process reengineering.

CORE COMPETENCIES

• Business Development

• Complex Negotiations

• Compensation Strategies

• Lead Generation & Closing • Sales Development Programs

• Staffing, Hiring & Training

• Presentation & Public Speaking

• Public & Community Relations • P&L / Budget Management

• Process Analysis & Redesign

• Mentoring and Coaching

• Team Building & Retention

PROFESSIONAL EXPERIENCE

HSBC NORTH AMERICA — Multiple US Locations, 1998 to 2009

Built impressive record of achievement and advancement through progressively responsible financial product and real estate sales management roles for #2 global banking leader, consistently exceeding targets and implementing turnarounds to drive assigned territories to achieve top sales rankings.

Assistant Vice President & Utah General Manager, 2008 to 2009

Held full responsibility for $400M in P&L management across 76+ branch offices within the 10-state Western Region; directly oversaw 10 branch offices within Utah, managing 150+ sales managers, account executives, and administrative staff. Built and launched sales and marketing strategies for rollout to 3500 sales staff, creating sales techniques and practices in precise alignment with market requirements for substantially increased productivity; modeled and implemented sales incentive offerings and competitive compensation programs. Maintained open communication channels with branch and district management staff, utilizing weekly meetings and productivity metric reporting to identify and correct performance issues; reported to and communicated with senior executives on a daily basis.

Key Achievements:

 Designed and introduced a series of sales training programs, delivered to 2800+ regional sales professionals, to play a key role in moving the Western Region from 4th to 1st place in account executive production levels within a single year.

 Achieved 167% of target for 2008 despite declining economy and market challenges.

 Established regional succession planning and management development pipeline, saving nearly $3M in annual hiring costs through dramatic reduction of turnover rate, from 44% to 14%.

 Spearheaded a new approach to new hire training for substantially improved performance, resulting the only region where 8 of 10 new hires exceeded the 90-day performance objectives.

 Reduced sales pipeline from 17 to 13 days; the new sales cycle increased monthly sales by $3M.

 Personally maintained consistent ranking within the top 10% of peers for all HSBC tenures.

District Sales Manager, 2004 to 2008

Advanced into district management role, initially overseeing 10 branch offices of the Wisconsin East district, then 10 branches in the Tucson / Las Vegas district, driving double-digit growth and garnering an array of awards and honors. Provided hands-on development to 10 branch managers and related sales staff, building core sales competencies for branch performance and cultivating candidates for promotion to district management. Performed all staffing and recruiting, including orientation / training, performance coaching, and compensation administration. Managed 10 branch budgets and operating expenses.

Key Achievements:

 Increased district sales by over 100%, from $30M to $65M; led districts in credit card sales for 2006.

 Drove the Wisconsin district from 123rd out of 147 districts to #1 ranking within 9 months.

 Built an exceptionally strong sales team and achieved an employer turnover rate under 10%.

 Pioneered improvements to prospecting and closing, leveraging face-to-face techniques for enhanced relationship development; increased real estate units per account executive by 1.25 units on average within 120 days of workshop completion.

 Liaised throughout the communities to build relations and generate community involvement partnerships; orchestrated participation in humanitarian / philanthropic events including Habitat for Humanity, Junior Achievement, United Way, and local Boys’ and Girls’ Clubs.

 Earned multiple awards and recognition, including District Manager of the Year (out of 147 candidates) for 2007, President’s Council Award 2004, 2005, 2006, and 2008, the 2005 Excellence in Execution Award, and 2007 Western Region Leadership Award; recipient of 7 vacation awards.

Branch Sales Manager, 2001 to 2004 | Senior Account Executive, 1998 to 2000

Earned rapid promotion from account management role to hold responsibility for branch sales at locations in California and Utah, assuming responsibility for branch activities in excess of $25M annually; spearheaded improvements to customer service, loan document accuracy, and sales production. Continuously developed sales staff for improved performance and toward promotion to management, utilizing techniques such as focus groups to achieve top productivity levels.

Key Achievements:

 Achieved and maintained ranking within top 10% of branch managers within the division; hand selected to serve as one of six Hiring and Training Managers, from 72 branch managers.

 Drove an average of 18% year-over-year growth across all branch management tenures.

 Developed eight sales leaders into branch management candidates, leading to successful promotions for each professional; cultivated leadership pipeline of 10 within six months.

 Substantially improved key performance indicators; achieved 100% loan document accuracy levels and an ongoing customer satisfaction rating exceeding 90%.

 As Senior Account Executive, recognized for exceeding sales goal within the first 4 months of tenure and rapidly rose to rank of 7th top Account Executive; earned Branch Manager of the Year for 2003 and 2004 out of 5000+ nationwide, along with national trip vacation package.

** ** ** Additional service in the US Navy in flight operations; highly decorated tenure included US Navy Commendation, Good Conduct, and Achievement Medals. ** ** **

PROFESSIONAL DEVELOPMENT BACKGROUND

Certification: Six Sigma (green belt)

Training: Behavioral Interviewing • Making the Right Choice in Hiring • Coaching to Drive Performance • Developing Leadership Capability • High-Performance Leadership • Leveraging & Developing Diverse Talents • Performance Management • Presentation Skills for Trainers • TDF Pattern Theory & Application • Communicating the Leader’s Message • Management Perspectives • Navy Finance & Accounting Program

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