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Manager, Enterprise Account Management

Provide New Innovative Market Approaches to Drive Business

Tech-savvy agile sales professional who creates strategies from facts, data, and hard work. Culturally sensitive leader that coaches and mentors teams while driving change. Excellent negotiation skills, objection handling, building customer and partner relationships. Known as the "go-to" person to get things done.

Expertise in: 
- Leadership
- Sales Core Processes
- Adaptive Selling
- Networking & Relationship Building
- Key Account/Enterprise Management
- Pricing & Proposals
- Sales Cycle/Pipeline Management
- Sales Enablement
- Strategic & Tactical Planning
- Market Research

Technical Skills:
Microsoft Office (Excel, Word, PowerPoint, Teams), Salesforce, Hubspot, Google Drive, Slack, Zoom Info, Power BI, SAP, BW, EDI, CRM, SharePoint, HTML Programming, Full Circle, and Adobe Photoshop

Additional Relevant Experience:
Lived in Florence, Italy for 9 months studying International Marketing, Economics of the EU, International Law, and International Business Principles while gaining extensive knowledge on intercontinental markets and cultures.

AI-powered note-taking software that automatically bundles relevant information, so you can focus on working instead of searching.

• Prospect and qualify new business partnerships.
• Assist in the advancement of business strategies to enhance various industry sectors.

Sales Consultant 

Manager, Enterprise Account Management
Feb 2023 - Present

2022 Forbes Best Tech Startups and CNBC Top 100 Companies to watch. Dispatch is a software company dedicated to connecting our customers and independent contractor drivers via our Dispatch Marketplace solution. We also help customers manage their own fleets and deliveries via our Dispatch Connect SaaS solution. Dispatch differs from traditional services in that we provide our customers with consistency, transparency, and control over how and when their deliveries are made.

• Achieved record-breaking revenue milestones throughout the company's history.
• Consistently exceeded target expectations for the Enterprise Division by achieving exceptional performance in the consecutive months of March (101%), April (103%), May (101%), and June 2023 (97%).
• Revamped the reporting dashboard utilizing HubSpot to enhance sales activity management, facilitating agile adaptation, and enabling the identification of innovative strategies and approaches.
• Implemented a comprehensive restructuring strategy for the Total Addressable Market (TAM), resulting in enhanced operational efficiency across existing business operations and facilitating growth in prospective locations.


Regional Sales Manager - West
Jun 2022 - Jan 2023

Led, managed, and inspired sales professionals to over-achieve their goals while amplifying the team’s strengths at the individual level.

• Successfully managed the transition from a territory/regional focus to a vertical format. 
• Efficiently executed the launch of 25 new markets in 2022. Developed a solid book of business in these regions, which contributed to the overall company success of reaching target.
• Provided the necessary sales enablement tools and trainings for our sales division to ensure our success.
• Completely restructured our reporting efforts to clarify to the sales team on expectations and to accurately quantify action items for losses and gains.


Real estate firm that specializes in the Southern Orange County market.

• Managed all the direct marketing activities by using delivery systems: traditional mail, social media, email, and texting campaigns.
• Implemented and oversaw all lead generation through various mediums such as Facebook, Instagram, and zBuyer.
• Assisted with web development to further generate exposure in our targeted region.

Director of Marketing

Senior Sales Manager - National Accounts
Nov 2019 – March 2020

Founded in 2007 and generates $250M annually, TravisMathew draws its inspiration from all aspects of Southern California culture and lifestyle. Our focus is making premier men’s apparel, eyewear, footwear, and other accessories.

Accountable for the development and implementation of strategies to execute business plans with new and existing customers.

• Currently manage the Stitch Fix and PGA Super Store accounts.
• Develop and manage over $6M in sales annually.
• Through analysis of historical sell-thru data and improved reorder processes, drove the largest increase in 2020 with $113.6K in weekly sales.
• Successfully grew the Cuater shoe assortment from 2 to 7 styles (4 lifestyle/3 golf) in preparation for the Spring/Summer 2020 release.


Sales Manager - Strategy, Programs, & Inside Sales
Jun 2019 – Nov 2019

Responsible for driving sales via team management and the development/implementation of sales programs and strategies.

• Implemented a new reporting system to help inside sales professionals redirect their efforts in maximizing their efficiency with outbound calls, which delivered incremental sales over $100k in just under 3 months.
• Spearheaded the development of a new department and implemented effective new trainings: sales scripts, CRM tools, identifying incremental opportunities, prioritizing call cycles, an account ranking system to define frequency of calls, Google Maps to help determine seasonal territories, call planning strategies, and podcast tutorials to assist sales professionals with brand reinforcement while on the road.
• Assisted with the launch of the premium performance footwear brand Cuater by TravisMathew.
• Centralized a new tech information platform through SharePoint that encompassed all things sales related. Resulted in easy accessibility for all sales professionals, decreasing administrative time considerably.

Senior Sales Manager - National Accounts

Currently owned and operated by OluKai. Kaenon was founded in 2001 by elite sailors and known for having the best sun lens technology in the market.

Collaborated with senior management to establish a national market business plan and sales strategy to ensure profitability and overall sales goals. Led and trained the regional sales team of 23 reps in best practice sell-in through presentations and tactics. Educated, trained, and coached staff to improve and reinforce performance to facilitate skill development.

• Improved daily target tracking resulting in 17% business growth.
• Developed a program incentive driving 44% of quarterly sales.
• Restructured the optical business by creating an incentive for each prescription job by account. This helped identify the goals for each door and presented a clear objective to the rep force.
• The top 60 Kaenon doors accounted for 50% of the business. Created a key account rebate program based on % increase of sales to raise incremental sales. Quantified the sales targets into units by using an ASP to determine a quarterly goal, so that the accounts would consistently be on track throughout the year.

National Sales Development Manager

Fully integrated Italian eyewear creator, Safilo, is the 2nd largest manufacturer in the world originating in 1878.

Oversaw business development and implementation of commercial model, into all three regions. Executed approved strategic actions and monitored progress to develop profitable growth for assigned area of responsibility. Monitored KPIs and evaluated market consistency.

• Managed 22 independent sales representatives and the complete Safilo portfolio ($25M+ territory), which consisted of the following brands: Smith, Dior, Fendi, Rag & Bone, Gucci, Celine, Hugo Boss, Elie Saab, Givenchy, Havaianas, Kate Spade, Jimmy Choo, Moschino, Juicy Couture, Marc Jacobs, Carrera, and other various collections.
• Realigned Southern California, Arizona, and Las Vegas territories entirely, and vigorously grew the sales force with 17 new hires, adjusting regional lines due to heavy overlaps and major inefficiencies.
• Restructured subdivisions resulting in 33% above PY.
• Assisted with the transition of the Celine and Gucci brands, while simultaneously integrating the Rag & Bone, Moschino, Elie Saab, and Havaianas collections within the region.

Regional Business Development Manager - Southern California, Arizona, & Las Vegas 

Proactively developed and implemented sales strategies with a focus on increasing distribution and in-store excellence for the following brands: TOMS, Rebecca Minkoff, Paul Frank, Leisure Society, and Kilsgaard Eyewear.

• Led a team of 10 sales reps and set clear actionable targets to maximize performance; developed joint business plans with key accounts to leverage brand portfolio and increase sales; acquired annual new account target by Q2 (24 new doors).
• Developed a zero dollar producing territory to a $500K+ region in two years for the new TOMS Eyewear brand.
• Worked with the EVP of Sales to secure new account opportunities; identified areas of improvement with current accounts such as replenishment, shop-in-shop plans, assortment planning, merchandising, POP, windows and staff training.

North America Sales Manager & Southern California Regional Sales

Founded in 1995, DITA reinvented luxury eyewear. With over 20 years in design and manufacturing at the highest levels, DITA has had the unique pleasure of serving the world’s most discerning celebrity clientele.

Coordinated with sales reps and retail accounts in Asia, Australia/New Zealand, Europe, Mexico, South Africa, and South America regions to ensure a smooth operation and liaise with DITA U.S. World Headquarters as appropriate. Provided full customer needs assessment planning and targeted appropriate product/service solutions. Built and maintained strong relationships with key accounts to advance company objectives and promote effective direction.

• Worked with various PR agencies across the globe conceptualizing and producing original campaigns featuring A-list celebrities and sports icons resulting in a significant increase in brand exposure.
• Managed top 4 DITA Europe key accounts, exceeding well above targets and more than doubled business, which resulted in 10% of global sales.
• Accomplished and successfully integrated Asia distribution of sales with DITA Europe, establishing an operational foundation that amounted to 34% of overall revenue.

Global Sales Specialist

Originating from Australia in 1969, Hot Tuna is one of the first iconic surf-fashion labels.

Appointed to lead entire marketing and sales function through a turnaround, directed overall coordination, and functional business management.

• Led and developed implementation of annual marketing plans, generating consistent sales increases, in flat growth industry.
• Spearheaded and successfully launched a new specialty swim category for Hot Tuna Women.
• Landed Victoria Secret as new key account, which resulted in a 20% increase in revenue for 2011.
• Directed development of business-to-consumer, business-to-business, and local store programs that drove incremental annual sales of $120K.

Field Sales and Marketing Manager

Planned, analyzed, and directed marketing/sales initiatives for 5 brands and 3 categories within Oakley. Built training programs, initiated and executed new account expansion and sales tools for a team of 70 independent reps.

• Hired as sales representative and then quickly promoted to brand manager to re-launch sales and exposure, increasing sales from $500M to $1.3B.
• Drove electronics re-launch campaign that more than doubled business in the 1st and 2nd month with an overall 72% increase in Q2 vs. prior year, despite economic downturn.
• Introduced a wildly successful incentive sales program for Revo in the Colorado target region, increasing revenue by 78% from initial starting date with 667 units sold in only the 2nd month in addition to penetrating 26 new doors.

Brand Manager - Oakley Electronics, Watch, & Icon Sport Division (Ray-Ban, Arnette, Revo, and Fox)

Model

Find out detailed information about Matt Shires, Manager, Enterprise Account Management in Huntington Beach, CA

Matt Shires: Manager, Enterprise Account Management in Huntington Beach, CA

Matt Shires

bundleIQ

Dispatch

The Shires Group

TravisMathew

Kaenon & OluKai

SAFILO USA

TOMS Shoes / Baumvision

Dita Eyewear

Hot Tuna International

Oakley, Inc.

VOLCOM

Baylor University - BBA

Lorenzo De' Medici - International Business