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Sales Manager

Location:
St. Louis, Missouri, United States
Posted:
April 14, 2018

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Resume:

MERL K. KELTNER

**** ******* **** **. *****, MO *3144 Cel: 314-***-**** ac4411@r.postjobfree.com

EXECUTIVE PROFILE

Accomplished senior sales and marketing executive with proven track record of achieving financial objectives.

Strong background in establishing senior level relationships with wholesale accounts, contractors, industrial/OEM, heavy equipment, transportation, investor owned utilities and military/governmental entities. Results oriented leader instrumental in driving key initiatives and developing operational efficiencies.

Expertise includes:

Adaptable from executive suite to skilled trade’s Account Development/Retention Capital Equipment Sales

Contract Negotiations Distributor Expansion National Account Growth

Product Promotion Sales Analysis Sales Management

Sales Training Strategic sales planning Technical Training

CAREER EXPERIENCE

ARI HETRA, (Automotive Resources Incorporated) Lebanon, OH 2017 – Present

National/Regional Manager

Engaged to increase heavy duty equipment sales and market presence in mid-west region of North America. Tasked with administering market development, product service and customer satisfaction. Responsible for market data to advance and increase depth and breadth of current and future product offerings. Sustain and grow sales within utility entities, freight carriers, construction and transportation/highway entities.

National Account obligations: FEDEX, JB Hunt, Wal-Mart, Volvo and Caterpillar.

• Develop strategic sales strategy and implement tactical plan, processes and actions

• Increased customer satisfaction through development of enhanced service and repair offerings

• Provide technical training and assistance in product operation and trouble shooting

• Achieved product line standardization within regional/national fleet, utility, airline and transportation

accounts

BURNDY CONNECTORS & TOOLS, Manchester, NH 2014 - 2016

Sales Manager

Recruited to increase sales and market presence in western region of North America. Managing

23 territorial and three manufacture representative staff. Accountable for spearheading new and next generation product research, development and market introduction. Tasked with decreasing regional operational costs with a success rate of 9% reduction and increasing sales with an achievement rate average of 15% year over year. Maintain product line sales within utility entities, commercial/electrical/utility contractors and wholesale distribution partners.

• Responsible for product line strategic sales plan development and implementation

Achieved product line specification within construction, utility, engineering/specification entities

Slashed distributor product cost 3% by bundling product groups reducing warehouse/shipping cost

Established product category stocking minimums throughout distribution/dealer networks securing

greater share of competitor shelf space achieving 10% increase in stocking inventory year over year

GREENLEE TOOLS (A Textron Company), Rockford, IL 2006 – 2014

Regional Sales Manager 2010 - 2014

Promoted to increase sales and market presence within Midwestern investor owned utilities, contractors

electrical cooperatives and municipals. Hired, trained and managed five manufacturer’s representative

agencies and three territory personnel. Responsible for company operations in Bakken Oil Field for exploration

and drilling entities. Established senior level relationship with top industry contractors and electric utilities.

• Accountable for regional sales plan generation and execution within distribution network and customer base

● Realized average regional sales growth of 18% year over year

Increased territory sales 8% year over year by implementing distributor bundling/stocking program

Created and implemented utility response program for storms and mass outages throughout North

America amassing an additional $1M in new business per annum

National Account Manager 2008 – 2010

Elevated to position and tasked with expanding product presence in major wholesale distribution entities.

National account obligations: ACME Tool, Altec Supply, Border States, Graybar, Lowe’s, and Sonepar.

Annual national account strategic sales plan development and implementation responsibilities.

Established senior level relationships within national account entities.

• Responsible for generating and enacting national sales programs throughout North American sales regions

Increased net orders 15% by bundling product segments and displacing competitor display presence

Distributor joint sales meetings with end users returned an average of 5K in net orders per sales call

Utilized national account market funds to create “Sales Person of The Year” program for individual

national accounts awarding all-inclusive trip for top performer in “Lead With Greenlee” program

Territory Manager 2006 – 2008

Hired to increase company presence in territory distributors, electrical contractors, industrial and commercial entities. Management obligations for 91 wholesale distribution and 62 contractor/end user accounts. Trained customer base on company product offerings. Effectively introduced and marketed new products to wholesale and end-user accounts.

Increased territory sales by 22% percent in first six months

Achieved 38% average growth for three consecutive years

Reduced territory budget expenditures by 11% over previous three years

EDUCATION

Lindenwood University, St. Charles, Missouri:

Master of Science, International Business Administration & Management

St. Louis University, St. Louis, Missouri:

Bachelor of Science, Business Administration

CERTIFICATION

Voice & Data

BICSI (Building Industry Consulting Service International)

- Registered Cabling Installer, Level 1

- Telecommunications Project Manager

The Light Brigade

- Fiber Optic Network Design

- Installation & Maintenance Technician

ETA International (Electronics Technicians Association)

- Certified Fiber Optics Installer

Hughes Satellite

- Broadband Satellite Installation

Electric Utility

Southeast Lineman Training Center

- Aerial Applications

- Underground Applications



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