Terrance Malone, MBA

Initiator
DISC Type : Di

Vice President of National Accounts at Behr Paint Company

Atlanta Metropolitan Area, United States

Overview

Terrance Malone is a transformational revenue leader with over 25 years of experience managing multi-billion-dollar P&Ls for firms like Johnson Controls and Carrier. Now VP of National Accounts at Behr, he drives enterprise growth. People often describe him as an enthusiastic, analytical, and influential leader. He holds an MBA from Kennesaw State University.

He is the author of "Brick by Brick, " a book focused on building financial knowledge, discipline, and legacy. A multi-generation military veteran, Terrance served in the United States Air Force, continuing a tradition that began with his grandfather. This background highlights his commitment to service and long-term value creation.

He recently authored "Brick by Brick, " a practical guide to help others build a financial legacy.

Personality Overview

Impact-Oriented

Conviction Driven

Friendly Challenger

They usually prefer to drive the conversation.  They respond well to objective pitches but also attach some value to relationships. They measure a product on its merit but can be influenced by strong testimonials.

Topics They Care About

Enterprise Growth
Has over 25 years of experience leading profitable growth strategies and has managed a P&L exceeding $2. 3 billion for global organizations.
Financial Legacy
Authored the book "Brick by Brick, " which is a practical guide designed to help others build financial knowledge, discipline, and a lasting legacy.
Customer Experience
Championed a customer experience transformation initiative in a previous role at Johnson Controls that significantly elevated NPS and client retention metrics.

Media Appearances

Terrance has no verified media appearances

Work History

4-2024
Vice President of National Accounts at Behr Paint Company
12-2022 - 2-2024
Vice President Strategic Accounts at Johnson Controls
3-2021 - 11-2022
Managing Director, Logistics and Industrial at Johnson Controls
3-2020 - 3-2021
Vice President Of Commercial Sales at Essentra
2-2018 - 3-2020
General Manager, National Strategic Accounts - Automated Logic Field Operations at Carrier Corporation

Education

8-2016 - 5-2018
Master of Business Administration (M.B.A.) from Kennesaw State University - Michael J. Coles College of Business
2003 - 2010
Bachelor's Degree from The University of Georgia

More Information

Social Presence :

Prographics :

Exp : N/A Location : Atlanta Metropolitan Area, United States Job Level : N/A Designation : Vice President of National Accounts at Behr Paint Company
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Insights For Selling To Terrance

During A Call Or A Meeting

DO's

  • Acknowledge their status and position during the conversation
  • Get them to a point where they are ready to bat for your product internally
  • Look like someone who is on top of their game

DONT's

  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Don’t keep repeating the same information, it could make them impatient
  • Avoid focusing only on the product or its ROI, keep building trust subtly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Terrance is

  • Confidence in the product’s value is critical, followed by relationship and a sense of achievement.
  • Will you ever get a clear answer from Terrance

  • They will not hesitate to say no if they do not develop conviction.

Insights For Deal Planning

    How fast (or slow) will Terrance move?

  • They can take fast decisions if they develop conviction in the product and find you trustworthy.
  • Can Terrance take some risk or not?

  • They have the capability of taking risky decisions if necessary.

You And Terrance

Personality Compatibility


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