Stephen C.

Mattoon
949/375-2888 / Newport Coast, CA 92657
www.linkedin.com/in/senseandcompany
Steve@senseandcompany.com

Summary
Proven sales management executive with experience in many roles of sales management from V.P.
Sales, Regional Sales Manager to Major Account Management assignments. With a foundation of
sales & management training from Xerox Corporation I have consistently delivered sales results, both
individually, as well as building and successfully managing sales teams. Adept at understanding
business objectives and targeting sectors for their growth, I have the skills and the ability to
consistently generate outstanding sales results.

Core Competencies

Sales / Sales Management Leader - Skilled in situational management of sales teams.

Strategic Selling Expert - With C-suite executives to understand goals and provide solutions.
Excellent Communication Skills Verbal, written and exceptional presentation skills.
Goal-Driven Overachiever Consistent, proven performance.
Self-Motivated Achiever - Embraces challenges and manages to goals and objectives.
Relationship Sales Professional - Expands business opportunities by building relationships.

Experience
Sense & Company Newport Coast, CA
President, Professional, Founder - http://www.SenseandCompany.com

Jan. 2014 to Present

Formed first of its kind sales agency within the meetings, events, entertainment, performance
improvement, and incentive travel industries. Provided sales development solutions - lowering cost of
sales to clients. Deployed outbound contact initiatives using the latest on-line social presentation tools
and technologies to both reach and engage relationships across targeted markets.
Created an alliance to promote and generate referral sales opportunities to serve each provider.
First 18 months - produced results of over $5.5 million in new business revenue opportunities.

Aimia, Incorporating EIM Torrance, CA

Senior Sales Executive - http://www.Aimia.com

June 2012 Jan 2014

Joined the organization as EIM (Excellence In Motivation) just prior to a transition / assimilation into
Aimia. Account targeting, assessments and positioning of the new offerings to the automotive sector.
Implemented new go-to-market strategy to support targets in the B2B incentive technology platforms,
travel programs, and recognition services.
Awarded over $4.5 million in new business initiatives with west coast automotive client sector
within first 12 months.
o Developed custom B2C incentive solutions driving an association of over 100,000
entities to improve contributions of $18 mil annually

JNR Incorporated Irvine, CA

Vice President, Sales - http://www.jnrcorp.com

Sept. 1997 June 2012

Developed and sold over $80 million in new business services to include sales incentive strategies,
product training programs and recognition solutions.

JNR Incorporated Irvine, CA (continued)

Generated over $25 mil annually in sales incentive card platform solutions
Generated over $52 mil in new business event revenues across various industries
Sold and implemented over 100 travel incentive program solutions
Sold performance tracking, communications, measurement, reporting / award solutions
Sold and executed a series of International / National Sales Meetings, National Dealer
Meetings and Press Events

MCI Planners, Dallas TX

Regional Vice President Sales, Western Region

1994 1997
Responsible for regional sales results in business sectors with meetings, events and sales incentives
programs. Proposed and sold the integration of performance Improvement training, communications,
measurement, reporting and recognition solutions.
Generated new business sales growth of between $5 - $7 million each year
Annual Presidents Award Recipient
BI Worldwide Performance Group http://www.BIworldwide.com
Senior Account Executive

1990 1994

Recruited from Xerox Corporation for the sales and implementation of performance improvement
strategies targeting import automotive vertical accounts in the Southern California Region. Built
relationships and new business sales results across numerous accounts by proposing motivational
programs, performance measurement, reporting and recognition services offered by BI.
Sold the first Lexus Dealership Recognition Program: Elite of Lexus measuring and reporting
dealership performance across the brand.
Sold new incentive programs at Hyundai, Toyota, Lexus, and Kia Motors; including the creation of
a new incentive portal to manage performance across numerous incentive programs
Sold sales training / product launch strategies and road tours for Toyota Motor Sales (3) year
contract terms first time ever.
Proposed and sold Toyotas Master Sales Society Recognition Travel Programs (3 years)
Proposed and sold recognition programs for Toyotas Parts & Service Division (3 years)
Achieved BI Presidents Club Recognition each year

Xerox Corporation
Sales / Sales Manager / Branch Manager / National Manager

1980 1990

National Account Manager Responsible for sales to (9) divisions of major aerospace client w/
$23 mil. In annual revenues
Recognized as #1 New Business Sales Manager / #1 Sales Representative in Western Region
Consistently achieved Xerox Presidents Club recognition every eligible year

Education
Xerox Center for Training & Management Development (XI) / Sales Management School Graduate
Xerox Situational Management - S.P.I.N Facilitator / Certified Trainer - Advanced Academy
UCI Extension Business Management Irvine, CA

Orange Coast College Costa Mesa, CA