Our client was seeking more than a proven sales leader. They needed someone with deep chemical industry knowledge who could transform the culture of the sales organization, develop and motivate a high-performing team, and introduce the processes, KPIs, and accountability needed to support the organization’s next stage of growth.
Just as importantly, this leader needed to thrive in a small manufacturing environment. Our client needed someone willing to wear multiple hats, build structure where it didn’t yet exist, and take ownership of the sales function from day one. They wanted a strategic partner to the executive leadership team who was equally comfortable developing a growth strategy as they were getting in front of customers and winning business.
Matt Luciano brought that combination.
Matt has extensive experience selling within the chemical industry and a proven track record as a top-performing sales professional. Throughout his career, he has remained passionate about being in the field, developing customer relationships, and driving new business while also mentoring and coaching other sales professionals to become top performers.
His ability to balance hands-on selling with sales leadership made him an excellent fit for the organization. Beyond his industry experience, Matt’s communication style, leadership approach, and willingness to roll up his sleeves aligned naturally with our client’s executive leadership team and entrepreneurial culture.
Upside Search was engaged to identify a leader who could help professionalize the sales organization without losing the hands-on mentality required within a growing manufacturer. By understanding both the immediate challenges within the sales team and our client’s long-term growth objectives, we were able to identify a leader equipped to build the structure, accountability, and culture needed to take the organization forward.
This placement represents exactly what we look for in an executive search: a leader whose experience fits the position, but whose leadership style and capabilities also align with where the business is going.
