Sales Customer Service

Martin J. Kelly *******@**********.***

Powell, Ohio 43065 614-***-****

Director of Sales & Marketing

Goal-driven tenacious sales and management professional, leader, motivator, team builder, and strategist with more than 15 years of sales management experience. Track record of profit-building strategies that have increased sales revenue and captured market share. I have developed and implemented effective short and long-term sales and marketing initiatives that have delivered double digit growth. Particularly adept in:

-Building, leading and motivating high-caliber sales teams that outpace the competition

-Turning around declining sales and guiding struggling territories to market dominance

-Differentiating products and services for distinct competitive advantage

-Producing significant revenue and profit gains that consistently exceed target goals

-Developing enduring business relationships and strategic partnerships

Colleagues would describe me as a proactive and decisive results-oriented leader; an exceptional strategist with hands-on approach to adding value to others.

Strengths / Competencies

Sales Forecasting/Planning

Business Development

Problem Solving

Growth Strategies

Team Building/Leadership

Supplier Relations

Customer Relations

Channel Development

Performance Management

Sales Coaching

Account Retention

Market Development

Career History & Selected Accomplishments

Branch Manager, WESCO Distribution 2015 to Present

Responsible for branch turn around by creating high-performance sales culture that drives productivity and accountability. Provide strategic direction and leadership to a $15-million branch office of a Fortune 500 Company.

Successfully developed and initiated branch strategic sales plan to reverse poor performance by increasing market penetration, profitability, and customer service levels.

Built and maintained cooperative relationships with suppliers, manufacturers, and customers to increase WESCO's reach and marketability.

Accountable for P&L, strategic market planning and execution, business development, sales forecasting, pricing, recruiting, hiring, training and coaching.

Branded Sales Manager, GFS Chemicals, Inc. 2012 to 2015

Managed analytical sales and customer service division. Directed daily sales operations to ensure goals and objectives were met. Responsible for hiring, training, strategic marketing, developing and monitoring of metrics as well as coaching team to identify account opportunities and execute a plan to close them.

Developed performance standards, established sales quotas and market goals and designed the training programs and tools to support success.

Achieved largest monthly sales revenue in the 85 year history of GFS Chemicals, and then broke that record two months later.

Improved sales representative call productivity over 40% by implementing telephony monitoring software and establishing weekly one-on-one coaching sessions to review calls and implement best practices.

VP Sales & Business Development, EJ Thomas Company 2011 to 2012

Managed five-state territory, consisting of five branches and seventeen sales representatives. Identified new business opportunities and expanded customer channel focus. Created annual budgets, sales rep goals and strategic plans to achieve goals. Instituted best practices and Key Performance Indicators. Scheduled and coordinated supplier trainings. Designed new compensation plan and managed $20M budget.

Recruited to turn around four year negative sales trend of 33%. Expanded client base focus to hospitals and nursing homes. Achieved 105% of sales goal and the first year-over-year growth in four years despite a down economy and disruption of two acquisitions.

Raised margins by standardizing sales process and spending considerable time in field with sales representatives, customers and suppliers to gain the pulse of the market and identify best practices. Created and rolled out high probability, structured sales process. Met goals for nine consecutive months and grew gross margins by 5%.

Introduced Key Performance Indicators (KPI) to leadership and sales team to measure sales performance analytics such as sales, profits, GM% and customer history. Worked with IT to develop daily KPI dashboard resulting in friendly sales representative competition, rapid growth in sales revenue and improved sales forecasting.

Director, Business Development, Leaderpromos.com 2009 to 2011

Managed and developed all phases of sales cycle, from prospecting and lead generation to client negotiations and closing deals. Coached sales team on developing successful account strategies. Closed $8M in new business while preserving margins in down economy. Managed sales team of 14 associates and $7M budget.

Improved win ratio and grew sales $10M by re-engineering sales process to win Fortune 1000 RFP’s. Enhancements included a solutions oriented sales presentation, competitive contract pricing strategy and impactful responses to client proposal questions.

Negotiated exclusivity deal, boosting product sales 50%. Successfully negotiated with leading manufacturer for dedicated representative to work exclusively on-site assisting only our sales staff. This strategy boosted sales by $1.5M.

Increased sales representative productivity 83%. After joining the company and analyzing the declining sales trends, I established new outbound call standards and introduced phone reporting software in addition to boosting time spent prospecting from 30 minutes to 3+ hours a day per rep. increasing revenue 45%.

Financial Advisor, Stump-Bardash 2005 to 2009

Aggressively developed new business through building trusting relationships with CPAs, lawyers and mortgage brokers. Effectively cold-called to continuously develop the pipeline with qualified appointments. A consensus builder with solid skills in identifying client’s financial shortcomings, developing custom financial plans and articulating the value-added benefits of my recommendations.

Ranked #3 rep. in Ohio and #7 in the country for gross dealer commissions for a second year rep. with John Hancock.

Operations Manager, NCT Ventures (Parent company of Digital Storage) 2001 to 2005

NCT Ventures was the parent company of Digital Storage Inc. NCT Ventures managed DLSI, Nexel, Submit Order .com, and RPA. After the sale of Digital Storage I Served out employment contract with NCT Ventures.

Vice President, Digital Storage Inc. 1988 to 2001

Led sales initiatives for business units in US, Canada, and International. Oversaw daily operations of marketing, sales and customer service departments. Developed annual sales budget and projections as well as marketing campaigns. Identified, established and managed strategic partnerships that generated significant business opportunities. Recruited, hired and trained staff of 45 associates.

Spearheaded organic growth, elevating business from $1M to $150M. Achieved year-over-year double-digit annual growth.

Produced $20M in annual revenue by establishing targeted supplier philosophy and negotiating proprietary media fulfillment contracts with new technology manufacturers.

Reduced bottom line with 3PL contract. 3M Corp, a strategic supplier was losing millions in revenue due to long shipment lead times, causing distributor stock-outs and missed sales. Negotiated Digital Storage (DS) as a Mid-West third party distribution center for 3M. Cut DS’s overhead. Eliminated 3M stock-outs and shipping delays, while generating a capital savings of over $700K.

Generated an average of 62% annual growth in revenue while maintaining target profitability levels.

Successfully negotiated 2-5% discretionary Market Development Funds (MDF). Created and pitched incremental business development strategies with C-level executives of major OEM manufacturers (Sony, 3M, Quantum, etc.). Targeted sales plans grew vendor market share 9 - 27%.

Education

The Ohio State University

BSBA in Marketing & Transportation Logistics

Computer Proficiency

Microsoft Office: Outlook, Word, Excel, PowerPoint

Professional Development

Redefining the Sales Solution – Train the trainer

3M Sales Management Training

Dale Carnegie Course

Tom Wentz - Organizational Transformation Change Simulation

Aileron’s Professional Management System

Lean White & Blue Belt Certifications

Series 7 Securities License

Health & Life Licenses

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