Matthew E. Fulkerson
Cumming
Summary
A self-motivated executive whose proven marketing talent, product development abilities, management and sales skills have resulted in successfully leading organizations to increase sales, profitability, market share and morale.
Overview
32
32
years of professional experience
Work History
Business Development
Genesis Building System, LLC
05.2024 - Current
- Responsible for organic sales growth in North America
- Developed an internal and external marketing strategy
- Utilized industry network to gain partnerships with leading OEM’s
- Negotiated agreements with leading car wash manufacturers
- Worked with senior management and ownership to leverage the companies expertise
- Initiated and executed new to market business partners
Business Owner
Fulkerson, LLC
06.2005 - Current
- Invented and patented a commercial door handle, the SanitGrasp
- Licensed the patent to a leading commercial hardware manufacturer
- The product has been sold to over 50 Fortune 500 companies
- Solely developed a marketing strategy which resulted in many National Media appearances
- The Wall Street Journal – front page
- CBS Sunday Morning News
Business Development Manager
OPW Vehicle Wash
01.2011 - 11.2023
- Responsible for car wash equipment sales in the Southeast region of the United States
- Within my tenure I was responsible for in-bay, tunnels and fleet equipment car wash equipment
- Primary objectives were to increase sales and market share
- These objectives were accomplished by adding distribution, training salespeople, identifying and selling to corporate accounts
- Perform sales and product training for distribution sales people
- Added new distribution in underperforming areas
- Developed a Proforma for sites with multiple in-bays
- Developed a key sales presentation which included site surveys, Proformas which formulated a ranking system analyzing sites for multi-site operators to prioritize site development plans
Distributor Sales Manager
Ecolab, Inc.
04.2008 - 12.2010
- Responsible for vehicle care chemical sales in the eastern half of the United States, sold via distribution, for a leading chemical manufacturer
- Primary objectives are to exceed sales goals and gain market share
- These objectives were achieved by individualized sales training, developing internal teams, gaining share within existing distributors and strategically acquiring new distribution
- Managed 46 chemical distributors
- Selected to new product innovation committee
- Perform sales training, emphasizing targeting the correct accounts and selling additional products to existing accounts
- Developed personalized strategies to meet individual distributor needs
- Structured internal teams to provide more efficient approaches to gain and increase sales
Category / Marketing Manager / National Sales Manager
Zep, Inc.
01.2002 - 04.2008
- Responsible for the sales, product development and marketing of the Transportation and Armor All Professional product lines for an international chemical manufacturer
- Primary objectives included exceeding sales and profit targets
- These objectives were attained by developing sales teams, product line management, new product development and intra-department team building
- Supported 1,200 independent representatives
- Increased profitability of Zep Transportation by 3%
- Increased profitability of Armor All Professional by 22%
- Established a sales certification course
- Developed, implemented and managed the strategic introduction of new chemicals leading to annual incremental volume of $790k
- Created product bundles to establish a competitive pricing advantage and increase the profitability of low profit products
- Structured a new product process involving multiple internal departments, which resulted in my ability to quickly launch new products to market
Sales Executive – Consultant
Belanger of Michigan, LLC
01.2000 - 01.2002
- Operated as a 100% commissioned representative for a distributor of an international car wash manufacturer; sold car wash equipment to Entrepreneurs, Oil Companies, Oil Changes and Auto Dealerships within the state of Michigan
- The company’s financial future led to exploring an opportunity with Zep, Inc
- Sales process included site selection, business planning and architectural assistance
- Successfully negotiated contracts from $115K to $225K with a total project cost of +$1MM
- Developed a unique proposal binder that explained the equipment, project and future operation goals
- Established a pipeline of potential customers with effective cold calling strategies
Regional Sales Manager
Turtle Wax, Inc.
01.1996 - 01.2000
- Managed and trained forty-one distributors who sold chemicals to Independent Car Washes, Oil Companies and Auto Dealerships
- Sales increased by securing new distribution, increasing sales to existing accounts and securing National Accounts
- Success led to an opportunity with the Vice President, of Turtle Wax’s Industrial Division, when he began an entrepreneurial venture with Belanger of Michigan, LLC
- Increased annual sales from $2.0 MM to $4.1 MM
- Developed new sales tools that resulted in new distribution and increased sales to existing accounts
Regional Sales Manager
Belanger, Inc.
01.1995 - 01.1996
- Managed a distribution network for an international car wash equipment manufacturer
- My mechanical aptitude and networking skills allowed me to quickly understand and communicate the product benefits to the distribution network and end-use customers
- Exceeded pre-set sales objectives
- Assisted distributors with sales, business plans, site locations and financing for their customers
Sales Executive
Atlas Oil
01.1994 - 01.1995
- Increased diesel fuel and Chevron lubricant sales within the Metro Detroit market
- Customers included construction companies, trucking fleets, and municipalities
- Increased sales within an existing territory from $7.2 MM to $14.5 MM
- Secured million-dollar futures contracts
Area Manager
Curtis Industries
01.1993 - 01.1994
- Increased sales for an Industrial Supplier and Key Machine Manufacturer within the Metro Detroit market
- Customers included auto manufacturers, auto dealerships, and manufacturing facilities
- Increased sales within an existing territory by 124%
Education
BBA - Industrial Marketing, General Business
Western Michigan University
Kalamazoo, MI01.1992
Skills
- Business development experience
- Creative innovator
- Negotiation expertise
- Motivator
Additional References
Jim Utterback
- Vice President of Marketing - Motor City Wash Works
- jutterback@motorcitywashworks.com
- 248-882-7842
Mark Tentis
- Senior Vice President Global Sales and Service – OPW Vehicle Wash
- mark.tentis@opwvws.com
- 612-309-9529
Additional references upon request.
Timeline
Business Development
Genesis Building System, LLC
05.2024 - Current
Business Development Manager
OPW Vehicle Wash
01.2011 - 11.2023
Distributor Sales Manager
Ecolab, Inc.
04.2008 - 12.2010
Business Owner
Fulkerson, LLC
06.2005 - Current
Category / Marketing Manager / National Sales Manager
Zep, Inc.
01.2002 - 04.2008
Sales Executive – Consultant
Belanger of Michigan, LLC
01.2000 - 01.2002
Regional Sales Manager
Turtle Wax, Inc.
01.1996 - 01.2000
Regional Sales Manager
Belanger, Inc.
01.1995 - 01.1996
Sales Executive
Atlas Oil
01.1994 - 01.1995
Area Manager
Curtis Industries
01.1993 - 01.1994
BBA - Industrial Marketing, General Business
Western Michigan University
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