Sales Development

Keith R. Gelinas

*** ***** ******* **** ( Itasca, Illinois 60143 ( 630-***-****

abgw9w@r.postjobfree.com

PROFILE

Senior Sales & Marketing Executive - with extensive General Management

experience for both publicly traded and privately held corporations. 20

years of experience in building, developing and leading world class Sales &

Marketing teams. Broad industry experience, both domestically and

internationally, in Software Platforms, Electronics, Material Handling,

Automotive & Heavy Trucking OEM and Aftermarket. Excellent interpersonal

skills and the ability to work effectively with a broad range of leaders

and cross-functional teams including Board's of Directors.

Sales & Successfully creates and launches initiatives to drive

Marketing: customer development and market intelligence, building

strong sales pipelines and improving customer acquisition;

adept at introducing sales leadership metrics and pipeline

analysis. Skilled in building well defined CRM models.

Develops successful marketing strategies & teams focused on

implementing vertical market segment strategies, market

needs analysis, product roadmaps and brand awareness

campaigns.

Leadership: Outstanding leadership skills with the ability to thrive in

an early stage environment as well as drive the

transformation of an organization. Strong experience

building multi-dimensional teams, establishing a high

performance culture that rewards performance, and investing

in employee development and retention.

Strategic Proven successful in designing, implementing and managing

Vision: strategies aimed at revenue growth. Skilled in designing

and launching market research campaigns and utilizing

competitive analysis to drive effective market growth

strategies.

Business Well-diversified, analytical leader with global experience

Acumen: in business and product development. Strong financial

acumen with P&L ownership of a $90MM Business Unit,

including development of ROI models for product launches

and development of methodologies for measuring cost

effectiveness.

Technical / Demonstrated experience in all phases of product

Product development from ideation through to commercialization and

Development product launch. Additional global business development

experience in brand and market expansion. Strong

understanding of APQP and the Product Development Process.

PROFESSIONAL EXPERIENCE

VisTracks Incorporated, Lisle, Illinois 6/2009 - Present

VisTracks is a Software Platform as a Service (PaaS) Company that provides

unique and patented geospatial business intelligence technology which helps

customers analyze position and movement of strategic assets, over time. By

using a geospatial canvas, VisTracks technology provides a modern platform

for true visual analytics in cloud-computing system architecture.

VisTracks' unique platform technology open architecture and solutions

expand partners and customers' ability to deliver unique research and data

analysis tools to their clients.

Executive Vice President, Sales and Marketing:

Report to the Owner, President and Chief Executive Officer. Manage all

aspects of Business Development. Responsibilities include P&L for new

business development, including management of the selling process,

development of market segments, market penetration strategy, product

development, pricing strategy, market positioning, and growth strategy. Key

member of the Executive Leadership Team, along with the CEO, COO and V.P.

of engineering, reporting to the Board of Directors.

. Restructured the Sales and Marketing Team and developed business plans

and strategy establishing

clear market segments and execution strategy for penetration.

. Hired and developed two new Business Development Managers, who have

produced six sales opportunities each, worth over $15MM in new business,

within a four month period.

. Developed CRM strategy for the company utilizing Salesforce.com and

Sales Pipeline Review methodology resulting in over 30 "Qualified"

Opportunities to the Sales Funnel, including six in the Quote Stage,

worth $8 Million in Contribution Margin in 2010.

. Developed 2010 sales compensation structure and hiring plan in line with

the growth strategy for the company which will quadruple the size of the

company in 2010, while incentivizing the Sales Team based on Contribution

Margin delivered.

. Developed presentation material that supports the "Value Proposition" of

VisTracks Inc. and aligns core technology with market needs and

opportunities.

. Key role in developing growth funding strategy with institutional

investors to take VisTracks to its next level of growth in 2010-2011.

THE MOREY CORPORATION, Woodridge, Illinois 2004 - 2009

Premier $120MM privately held electronics manufacturing services and

original design manufacturing company in the commercial transportation,

aeronautical, agriculture, construction and military industries.

Vice President, Sales and Marketing:

Report to the Owner, President and Chief Executive Officer. Manage team of

13 direct reports. Responsibilities include P&L for new business

development, including management of the selling process, market

segmentation, product development, pricing, market positioning, and growth

strategy. Key member of the Executive Leadership Team along with CTO, VP of

Operations and CFO.

. Restructured entire Sales and Marketing Team and authored business plans

establishing clear market segments and execution strategy for

penetration. Added 5 new strategic customers worth $41MM annually.

Revenue has grown from $67MM in '05 to $119MM in '08.

. Implemented marketing & sales strategy for technology platform and

product focus, resulting in 4 new product launches over the past 2 years.

. Developed Customer Relationship Management database for tracking Sales

Key Performance Indicators and Metrics resulting in 200 Prospects, Leads

and Opportunities for new business.

. Implemented system for tracking and billing Non-Recurring Engineering

fees on Development Programs, resulting in over $2.2MM annually in NRE

revenue.

. Led training for Business Development Managers focused on solution

selling and consultative selling, resulting in a documented selling

strategy.

. Implemented strategy for large OEM accounts, resulting in new business

being awarded for CAT, International Truck, Networkfleet, Lockheed Martin

and GEAI, worth $24.2MM annually.

. Turned around Sales & Marketing organization and grew it into a strong

performance functional unit. Grew sales team from 5 associates to 13 with

39 opportunities in the sales funnel and 7 new customers over the past 2

years. Sales grew 33% in '08.

INTERLAKE MATERIAL HANDLING, INCORPORATED, Naperville, Illinois 2000 -

2004

Manufacturer of Industrial Storage Equipment and Conveyor Systems.

Vice President, Distributor Channel

Reported to President and CEO. Managed team of 31 associates through 6

direct reports including Business Development, Customer Service,

Engineering and Marketing Managers. P&L responsibility for $90MM business

unit, made up of 123 Distributors. Responsible for establishing and

executing annual business plans and for achieving annual ("EBITA") and

("EVA") objectives. Also responsible for setting strategic direction for

the Distributor Channel and for establishing growth programs.

. Delivered profit margin results of greater than 30% during extremely

challenging economic conditions in a market that was down 25 to 35%.

. Developed and launched distributor segmentation program which grew top-

line an average of 12%.

. Refined metrics and key performance indicators for Sales, Customer

Service, and Engineering resulting in increased Distributor Channel EBITA

of $450K per quarter.

. Implemented (ISO) process for entire order entry system resulting in

process mapping and documentation of all procedures, eliminating

headcount and leading to more efficient system.

. Led development of company-wide Throughput (Theory of Constraint)

tracking tool that allowed better business decisions with respect to our

overall profitability on bills of materials.

HENDRICKSON INTERNATIONAL, Woodridge, Illinois 1997 - 2000

World leader in the design and manufacture of high quality truck, tractor,

and trailer suspensions, liftable suspensions, steel leaf springs, bumpers,

and stamped components for heavy-duty transportation market.

Director, Original Equipment Manufacturer Sales (1999 - 2000)

Reported to SVP of Sales, Marketing, and Global Business Development.

Managed team of 8 OEM Business Development Managers. Established and

achieved annual sales plan and profitability objectives for North American

Free Trade ("NAFTA") and Europe.. Responsible for setting strategic

marketing initiatives, business development and product development plans.

Revenue was $306MM.

. Negotiated long-term comprehensive agreement with Navistar, resulting in

increased profitability over 4-year contract, sourcing lower margin

product to joint venture partners in India.

. Successfully defended business against significant competitive pricing

threat by selling strong position as technology, manufacturing, and

distribution expert, resulting in sustained profit margins.

. Authored, negotiated and successfully completed proprietary vocational

suspension contract with PACCAR, resulting in $11.5MM annually in new

business.

. Prepared and presented unique programs to Retail Ventures, Incorporated

and Mack in Lyon, France, resulting in long-term contracts on all three

platforms worth $22.8MM annually.

Director, Marketing, Hendrickson Truck Suspension (1997 - 1999)

Reported to Truck Division President. Managed team of 11 through 4 direct

reports. Responsible for all marketing initiatives (product planning,

development, and segmentation) for both OEMs and Aftermarket products,

including pricing, forecasting, and technical services. Directly

responsible for obtaining divisional sales goals and achieving margin

objectives.

. Grew sales from $118MM to $162MM by re-organizing Marketing Department

into 3 focused business units resulting in 5 new products being delivered

to market.

. Led market plan efforts to include product development, positioning,

promotion, and pricing resulting in sales growth on HN Suspension of

2,220 units in '96 to 14,100 units in '00.

. Collaborated with Director of Engineering to establish a 6-phase product

development plan for market research, design, development, and

manufacture of new products, using Quality Functional Deployment and

Quality Systems Requirements - QS-9000 standards, resulting in quicker

time to market for new products.

. Authored long-term agreement with Freightliner that ultimately became

standard data book offering, resulting in business segment that has grown

to $50MM+ annually.

FEDERAL MOGUL CORPORATION, Southfield, Michigan 1989 - 1997

International manufacturer of components for cars, trucks, and construction

vehicles. Customers include global automakers, such as General Motors,

Ford, BMW, and Volkswagen.

General Sales Manager, Central Area, Mission Viejo, California (1996 -

1997)

Managed team of 33. Complete P&L and all functional responsibility:

technical, marketing, recruiting, and financial analysis with revenue of

$121MM.

. Designed, developed, and implemented business development strategy to

measure target account opportunities, including complete financial

analysis to calculate payback to Federal Mogul.

Heavy Duty Western Regional Sales Manager, Mission Viejo, California (1993

- 1996)

Managed team of 14 with $34MM in revenue.

. Developed sales strategies resulting in sales growth from $33MM in '93 to

$38MM in '95.

. Designed, developed, and implemented pull through marketing programs to

the end user for all products resulting in a sales increase of 15%

percent.

Heavy Duty Sales Engineer, Minneapolis, Minnesota (1989 - 1993)

Responsible for $3.8MM territory, which included 100 accounts covering 4

states.

UNITED STATES DEPARTMENT OF THE AIR FORCE, Washington, D.C. 1984 - 1989

Governmental agency that flies and fights in air, space, and cyberspace in

defense of the United States and its global interests.

Captain, Instructor, Missile Combat Crew Commander, Minot, North Dakota

Responsible for Combat Readiness of over 200 missile combat crew officers

assigned to 91st Strategic Missile Wing. While on alert, was responsible

for the daily management of up to 200 enlisted personnel, equipment, safety

and security of a $200MM Nuclear Missile Complex.

. Received Strategic Missile Evaluation Squadron's Outstanding Performance

Award.

. Awarded the Meritorious Service Medal for Operational Combat Readiness.

EDUCATIONAL BACKGROUND

University of North Dakota; Grand Forks, North Dakota

MBA, Marketing - 1988

Norwich University, Military College of Vermont; Northfield, Vermont

BA, Business Administration - 1984

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