Matt Larson
Denver
Summary
Experienced Sales Executive with over 14 years of proven leadership in driving business success. Recognized for a robust brand, unwavering work ethic, and a relentlessly positive attitude. Known for infusing teams with energy and determination to achieve victory in every endeavor. Committed to personal and professional development, with a passion for nurturing talent to ensure sustained organizational growth. Thrives in dynamic challenges and champions the belief that a supportive, competitive environment fuels individual excellence.
Overview
14
14
years of professional experience
Work History
Field Sales Manager
RS America
10.2024 - Current
- Lead a team of field sales representatives across a multi-state region, driving profitable growth and expanding market share.
- Develop and execute strategic sales initiatives aligned with company goals, resulting in early pipeline growth and accelerated revenue.
- Coach and mentor sales staff, enhancing performance, improving customer engagement, and promoting professional development.
- Collaborate cross-functionally to deliver tailored solutions to key accounts, strengthening long-term partnerships and increasing customer satisfaction.
Strategic Account Executive
Grainger Industrial Supply
10.2022 - 09.2024
- Responsible for leading negotiations to secure profitable contracts across five global Tier 1 automotive enterprises. Ensure seamless implementation and compliance with agreements, collaborating closely with customers and field-based sales teams, and internal Grainger resources. Actively engaged with Grainger international sales to develop and execute a comprehensive North American or Global export strategy to address customers’ MRO (Maintenance, Repair, and Operation) Maintenance, Repair, and Operations needs. Achieved notable success in negotiating multi-year agreements across four industry leaders within automotive. Utilized Continuous Improvement (CI) methodology to drive ongoing enhancements in customer and company practices, thereby optimizing sales performance. Provided strategic guidance and tactical support to Account Managers in the development and execution of customer-specific market plans, fostering their professional growth through constructive feedback. Demonstrated visible leadership in facilitating the sales management process, contributing to increased revenues and earnings.
Sr. National Accounts Manager
Grainger Industrial Supply
01.2020 - 09.2022
- Led negotiations, execution, and expansion of five national agreements aimed at driving profitable growth within a portfolio encompassing 500 sellers and $29M in annual revenue. Cultivated robust relationships with internal and external stakeholders to capture mindshare and drive strategic initiatives. Demonstrated success in fostering high-level strategic partnerships while consistently achieving year-over-year growth amidst challenging negotiations. Successfully negotiated a multi-year agreement with a global leader in oil services resulting in $15M incremental revenue over the term of the agreement. Effectively negotiated a significant first-time five-year agreement across the US and Canada with a leading midstream natural gas and crude oil pipeline company resulting in $4M of incremental revenue over the first. Improved and enriched an accretive offer with a major industrial gas supplier operating across North and South America, leading to an impressive 29% growth and $24M over. Established robust internal and external relationships across all corporate locations and top sites across the country to ensure mutually agreed upon goals were met. Achieved a notable 16% revenue growth from 2020 to 2021, with an additional 8.7% growth compared to 2019. Acknowledged as a peer leader within the National Accounts team, comprising over 25 individuals.
Field Sales Manager
Grainger Industrial Supply
05.2016 - 12.2019
- Responsible for spearheading profitable sales growth in the Northern/Central CA and Nevada markets, overseeing 8 Field Account Representatives by leading field-based sellers and managing a revenue stream exceeding $14 million annually. Demonstrated expertise in account identification, fostering consistent activity, and adeptly navigating change. Emphasized teaching and coaching to enhance team skills, fostering a cohesive team vision, and exhibiting unwavering determination to surpass both team and individual objectives. Surpassed goals for the past two consecutive years 2017/2018, with 6 out 8 sellers exceeding their targets. Successfully facilitated the advancement of 3 top talent hires through coaching and mentorship opportunities. Served as a member of the Field Organization Advisory Council
- Attained HACCP Certification. Completed Finance for Non -Finance Manager Training.
Manager of Territory Sales
Grainger Industrial Supply
12.2015 - 12.2016
- Led a sales team overseeing Northern CA, focusing on attracting, retaining, and nurturing individuals starting their professional sales journey. Demonstrated inspiring leadership and exceptional change management skills, successfully transitioning the team into a new function within the organization while upholding performance standards. Achieved 95% of goal from January to April 2016. Successfully navigated the team through the transition from Territory Sales to the launch of the field sales function in May 2016.
Commercial Account Manager
Grainger Industrial Supply
03.2013 - 11.2015
- Managed medium to large complex customers, leveraging the Core Value Proposition and sales expertise to identify opportunities for Grainger installation and maximize profitable growth. Cultivated strong relationships with both internal partners and customers, fostering enduring partnerships. Consistently achieved success through strategic planning, comprehensive customer coverage, adept handling of various customer types, and a positive, tenacious approach. Achieved 115% of goal in 2014. Achieved 95% of goal in 2013 with a remarkable 25% growth. Informal team leader within a team of 12.
Territory Sales Representative
Grainger Industrial Supply
04.2011 - 02.2013
- Accountable for acquiring new accounts and driving growth within existing accounts, focusing on small and medium-sized customers. Demonstrated consistent over-goal performance by maximizing coverage, developing a deep understanding of Grainger’s offerings, building strong relationships, and addressing customer needs effectively. Achieved 105% of goal in the second half of 2011. Exceeded goal by 113% to goal in 2012. Led with 14 consecutive months of surpassing targets.
Education
BA - Communication Studies
California State University
Sacramento, CA01.2010
AA - Communication Studies
CSUS
05.2009
Skills
- Sales Process
- Sales Management
- Relationship Building
- Communication
- Resource Management
- Teamwork
- Negotiation
- Active Listener
- Motivational
- Consultative Selling
Timeline
Field Sales Manager
RS America
10.2024 - Current
Strategic Account Executive
Grainger Industrial Supply
10.2022 - 09.2024
Sr. National Accounts Manager
Grainger Industrial Supply
01.2020 - 09.2022
Field Sales Manager
Grainger Industrial Supply
05.2016 - 12.2019
Manager of Territory Sales
Grainger Industrial Supply
12.2015 - 12.2016
Commercial Account Manager
Grainger Industrial Supply
03.2013 - 11.2015
Territory Sales Representative
Grainger Industrial Supply
04.2011 - 02.2013
AA - Communication Studies
CSUS
BA - Communication Studies
California State University
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