Sales Manager

Bill Kelley

*** ******* ***** *****, **********, MO 63385 636-***-**** email: **********@*******.*** : **********@*******.***

Proven Sales & Marketing Manager with 15+ years experience in international sales and sales management with P&L

responsibility in capital equipment, engineered products and industrial product categories. Solid experience in multiple

market segments (manufacturing, utilities, oil and gas, health care, commercial & mining). Excel at determining

sales/marketing and business operating deficiencies and implementing effective solutions.

PROFIT AND LOSS SALES MANAGEMENT & SALES

• P&L Responsibility Sales Force Management

o $2M Federal Contracting Company Channel Management

Pricing and Product Mix Strategy

o $9M Multi-line Industrial Products Distributor

E-Commerce

• Strong Financial Analysis & Modeling Skills

Products & Services Experience

• Two Turn-Arounds

Significant International Experience

• Start-Up and Acquisition Experience

PROFESSIONAL EXPERIENCE

Rain Bird Corporation: District Management June 2008 – Present

$4B global controls and equipment manufacturer in the commercial and golf irrigation markets

Responsibilities: design and implementation of sales & marketing programs, project negotiations, voice of the

customer, channel management of all influencers (distributors, contractors, engineers and end users).

Accomplishments:

• Identified two product gaps in nationwide product mix strategy, made recommendations and gained

management support for additional product lines to plug gaps

o Improved hit ratio in new market segments previously owned by competition

• Established new distribution in Michigan and Indiana

• Created innovative sales strategies by packaging individual products into bundled product offerings.

• Improved customer data collection and implemented marketing programs targeting a more narrowly

defined and prequalified market with coordinated sales effort by distributor sales force.

Compressed Air Systems, Inc. Nov 2004 – May 2008

$9M industrial, pneumatic and electric wholesaler and distributor to industrial, commercial, defense and healthcare

industries

General Manager: June 2005 – May 2008

Sales Manager: November 2004 – June 2005

Responsibilities: Day-to-day management of $9M multi-department company as well as growth planning in the two

– five year time frame. Management includes operating profit & loss, sales force management & sales strategy,

departmental profit goals (short-term & long term), SKU analysis, expense & resource planning, inventory control

Accomplishments:

• Reduced yearly operating expenses by 165,000.00.

o COGS/freight expense reduction by implementing invoicing policies that ensured all job

related expenses were passed through to customers

o Inventory variance expense reduction by organizing warehouse and departmental procedures

to accurately capture all service components used in service department.

o Rationalized advertising expenses to better reflect revenue gained and size of company

o Lower workman’s comp. rates due to greater focus on workplace safety issues

• Increased Gross Profit by 6.5%. Record gross profit and gross margin for company in FY2007.

o Conducted price elasticity studies to determine maximum selling margins and labor rates.

Increased labor rates by 12% and gross margin on new products and parts by 2% - 10%.

• Company had cumulative losses exceeding $1M in five year period prior to 2004; operating profitably

in FY2007 1.2% EBITA).

• Decreased average time between first incurred expense and A/R collections by sixty percent.

• Instrumental in recapitalizing over $1M in debt

El Sol, LLC – Owner / General Manager February 2003 – Sept 2004

Acquired privately held federal contracting company and small business services firm to gain experience in a

broader range of business issues such as M&A, P&L, H.R. and legal. Company provided retail front-end and first

stage logistical services to the southeast district U.S.P.S. Provided local small companies with cost-saving

outbound mail services via internal company sorting operation for documents destined for U.S. Postal Service

carriage. 2002 net income of less than 1% on revenues of $2 million doubled in 2003 and 2004. Business sold

in 2004.

Met-Pro Corporation: (NYSE: MPR) March 1999 – February 2003

$100M diversified holding company with eight manufacturing divisions producing fluid handling, fluid filtration, air filtration,

and environmental products. Brands: Fybroc, Dean, Duall, Flex-Kleen, Keystone, Strobic Air, Mefiag.

Oct 2001 – February 2003

International Sales & Marketing Manager

March 1999 – Oct 2001

Regional Sales Manager – International Sales Division (Latin America, Middle East)

Responsibilities: sales and marketing of products to Asia, Europe, Middle East, Latin America and Africa.

Select and manage sales channel, annual business plan formulation, negotiate payment terms (letter of credit,

timed draft…), rolling forecasts, A/R, international shipping and logistics issues, conduct political, cultural and

economic analysis to determine most attractive markets (GDP, GNP, sector analysis, currency issues), inside

sales and support staff oversight, and competitive analysis on regional and international basis.

Accomplishments

• Integrated independent international sales division into domestic operating unit.

• Increased revenues 8% in 2002 despite poor global conditions (post 9-11)

• Increased revenue in Mexico by 15%

• Increased revenue in Chile by 20+%

• Appointed new distributors: Chile, Mexico, Spain, Taiwan, Brazil, Saudi Arabia, Israel

MWI Corporation – Sales Engineer (Latin America) April 1997 – April 1999

Manufacturer axial flow and mixed flow pumps for municipal and agricultural markets.

Responsibilities: sales channel management and direct sales in markets not requiring distribution.

Pantropic Power Products, Inc. – Sales Application Engineer (Latin America) January 1994 – April 1997

Distributor of industrial capital equipment (Caterpillar, Inc., Goulds Pumps, Inc., Sullair Corporation, AP Borg & Beck) and

packager of power generation equipment.

Responsibilities: Inside sales and post-sales production management of company’s industrial and fluid handling

product lines. These lines included in-house packaged diesel driven firepumps and diesel power generators.

United States Air Force - Avionics Technician – F-16 aircraft January 1986 – January 1990

EDUCATION

M.B.A – Penn State University

Engineering Technology / Technical Management

B.S. -

Embry – Riddle Aeronautical University

U.S. Air Force - Aircraft Electronics

MISCELLANEOUS

Language: Fluent in Spanish

Licenses: Private Pilot License

Aircraft Airframe and Powerplant License

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