Matthew J.

Barber
552 Zion Drive * Powell, Ohio 43065
M: 614.325.5632 * E-mail: mattbarber3@yahoo.com
Director, Business Development / Technical Sales
Experienced professional with 20+ years of success in sales, business developmen
t, adjacent growth strategies and organizing sales efforts. Recognized for plan
ning, prioritizing and executing business development campaigns to increase oppo
rtunities, improve gross margin and EBITDA. Builds profitable relationships wit
h all stakeholders including C-Level leadership teams. Acknowledged as a collab
orative and visionalry leader and driving force that provides the impetus for gr
owth. Excellent presentation, negotiation, closing and follow-through skills an
d business acumen. Able to build an industry presence within competitive enviro
nments.
* Strategic Business Development & Execution * Client Research & Identificait
on * Sales & Marketing Innovation
* Key Account Development & Retention * Revenue Generation * Project Team L
eadership * Technical Sales
* Contract Negotiations * Training & Development * Multi-Project Management
* Presentation & Facilitation
_________________________________________________________________________
Critical Leadership Initiatives
* As Business Manager, NPI and with >$20M in business at stake, negotiated manuf
acturing agreements with Maytag and Procter & Gamble. Organized and led meetings
to identify company needs and directed negotiations. Secured three-year agreeme
nt with Maytag and a one-year agreement with P&G and protected revenue >$20M.
* As Director of Business Development, NPI launched a business development / lea
d generation process to research, identify and target new clients. Created busi
ness development strategies; managed target marketing campaigns; presented value
offering and capabilities to increase amount of potential and awarded opportuni
ties resulting in increased revenue and client portfolio.
* As Director of Business Development, increased number of active clients at NPI
. Developed and executed process to grow business with no interruption to daily
business management. Generated new opportunities and transitioned business to NP
I's Business Managers to manage and cultivate additional opportunities. Despite
distressed economy, awarded new contracts and transitioned business with compani
es ranging from consumer products to medical segments. Increased numbers of oppo
rtunities to quote, some in negotiation.
* As Special Accounts Manager at Worthington Steel, negotiated contracts with Jo
hnson Controls (JCI) the largest consumer of flat-rolled steel products. Teamed
with JCI's purchasing and engineering groups to implement trial production order
s and qualify products. Negotiated acceptable pricing resulting in $30M in reven
ue.
Career Synopsis
NEW PRODUCT INNOVATIONS, INC. (NPI) * October 2003 - Present
NPI is a private company employing approximately 50 in four locations (Ohio, Sha
nghai, Guangzhou, P.R.C. and Hong Kong). NPI offers global product design, engin
eering, manufacturing, and distribution - one interconnected process.
Director Business Development (October 2007 - Present)
Business Manager (October 2003 - October 2007)
Promoted to lead business development, research and the identification of potent
ial clients, qualification, and development of Business Development Lead Generat
ors (BDLG). Manage BDLG's to ensure effective workload; develop status reports,
and facilitate training on techniques. Participate in introductions to present b
usiness model, capabilities and to conduct discovery process; present opportunit
ies and pricing strategies to NPI's executive team. Work seamlessly with project
teams. Negotiate and deliver proposals, and provide key assistance with marketi
ng collateral. Help manage up to $300K in business development / marketing budge
ts. Provide leadership to two direct reports - BDLGs and indirect reports - busi
ness managers as well as outside research consultants.
Matthew J. Barber
M: 614.325.5632 * E-mail: mattbarber3@yahoo.com
NEW PRODUCT INNOVATIONS, INC. ... continued
* Developed key professional business relationships with NPI's top priority acco
unts - Procter & Gamble, Dial Corporation, Duracell, Clorox Company, Maytag Corp
oration and Daymon Worldwide.
* Recognized as the 2009 "Employee of the Year" determined by peers for best dis
play of company values - honesty, integrity and leadership.
THE WORTHINGTON STEEL COMPANY, Toledo, OH * January 1992 - October 2003
Produce and sell flat roll steel to the automotive, appliance, electrical, farm
& garden and construction industries
Automotive Special Accounts Manager (June 1999-Present)
Oversaw majority of Tier 1 automotive suppliers (larger customers) totaling over
$60M in annual revenue along with some of the largest suppliers to OEM automoti
ve manufacturers. Accounts included Lear, Johnson Controls, Tower Automotive, Th
yssenKrupp Budd, and Federal Mogul. Identified client needs and developed strate
gies to secure new business. Teamed with engineers and negotiated pricing / term
s, forecasted demand, reviewed production levels, managed inventory, and handled
quality issues and customer inquiries. Trained new territory managers and insid
e sales representatives. Facilitated lead group sales / market-review meetings a
nd spoke at national sales meetings. Partnered with engineering to cut costs out
of product / processes. Oversaw territory managers and assisted with managing b
usiness at nationwide manufacturing sites.
* Supported team laying groundwork and strategy to enter the Asian market.
* Recognized for increasing annual sales, profit margins and introducing new bus
iness programs.
* Consistently took business away from competitors.
* Drove sales increases of 700% since 2002.
Territory Manager (October 1994 - June 1999)
Inherited territory producing $11M in annual sales. Managed and nurtured busines
s relationships and entire sales cycle for NW Ohio and SE Michigan. Propelled sa
les to >$20M per year.
Inside Sales Representative (January 1992 - October 1994)
Recruited to handle inside sales for the NE Ohio and Central Ohio territory. Dev
eloped quotes and tracked status of orders. Managed entire customer relationship
.
NATIONWIDE LIFE INSURANCE, Columbus, Ohio * January 1990 - December 1991
Senior Pension Underwriter
Reviewed group pension plan investment applications and developed contracts for
public corporations.
Education / Training
BA in Communications * Bowling Green State University, Bowling Green, Ohio * 199
0
NPI: Six Sigma Green Belt Training * Sequent: Crucial Conversations and Confront
ations * Counselor Selling
How to Build a Winning Marketing Plan * Financial Management
Profits, Profitability & You Managing in a Global Economy * Small Business Manag
ement
Survey of Steel Processing