Proven B2B Sales Professional

Michael Shelly

Branchland, West Virginia, United States

*******.**********@*****.*** 937-***-****

linkedin.com/in/michael-shelly-lighting-professional Summary

Sales leader with 22 years of experience developing sales territories, coaching sales teams, and establishing sales processes that result in consistent revenue growth. Drove 312% sales growth as a player/coach while achieving 219% growth in personal territory. Diversified skill set that includes product development, marketing, and strategic planning.

Experience

Vice President Of Product Management

ALW (Architectural Lighting Works)

Mar 2021 - Oct 2022 (1 year 8 months)

- Enabled 40% revenue growth by launching 4 new products to market, each receiving design awards thereby increasing mindshare and market awareness.

- Led multi-national team of 9 engineers and designers, establishing product design process focused on market needs.

- Managed P&L for engineering activities and engaged in executive strategic planning including Product Life Cycle Planning, Strategic Product Roadmap, and Go-To-Market Strategies. North Central Sales Manager

ALW (Architectural Lighting Works)

Jan 2020 - Mar 2021 (1 year 3 months)

- Maintained active engagement with accounts through social media and video conferencing platforms during COVID shutdowns.

- Contributed to the development of targeted marketing collateral for various product applications to aide in customer product selection.

Central Region Sales Manager

v2 Lighting Group

Oct 2015 - Dec 2019 (4 years 3 months)

- Contributed to the selection and development of regional sales staff and establishment of nation wide agency network.

- Achieved 57% average annual sales growth in Central Region over 4 year period (excluding national sales account.)

- Established sales agreement with nation wide retailer resulting in $18.7M in revenue over 4 year period.

- Led cross functional team in the development and launch of new product line resulting in $1M in revenue in first year of sales.

Sales

Texas Lighting

Michael Shelly - page 1

Aug 2014 - Oct 2015 (1 year 3 months)

- Established new sales territory for NE Texas and Northern Louisiana resulting in $3M in new revenue in year one.

- Built relationships with distributors, contractors, and specification community. Specification Sales

Architectural Lighting Alliance (ALA)

Oct 2008 - Aug 2014 (5 years 11 months)

- Established and headed a new sales territory in 2010, achieving $1.25 million in sales in 2012 and on track for $2 million in sales in 2013 while maintaining company profit margin goals.

- Developed relationships with architects, engineers, interior designers, and municipalities to write specifications for represented lighting manufacturers

- Designed and implemented solid state, DMX controlled lighting on high profile local sites such as Love Civic Center in Paris Texas and Peoples Petroleum Building in Tyler Texas Area Lighting Manager

Rexel

Nov 2004 - Oct 2008 (4 years)

- Promoted 3X: Inside Sales, Contractor Outside Sales, Area Lighting Manager

- Managed 9 direct reports consisting of project managers, quotations specialists, and accounting staff.

- Responsible for P&L of Lighting & Switchgear Projects in D/FW Market, approximately $20M business segment.

Project Manager

Border States Industries

2002 - 2004 (2 years)

- Handled $2 million worth of lighting and gear projects and responsible for order accuracy, expediting orders, customer service, and project billing

- Oversaw the implementation of SAP in the projects department and providing support to outside sales staff

Customer Service Representative

RC Lurie Co.

2001 - 2002 (1 year)

- Managed release of lighting orders insuring accuracy and timely release of material.

- Designed and implemented cataloging system for dated projects insuring faster access to crucial files on complete jobs.

Corporal - Supply Administration

United States Marine Corps Reserve

1994 - 1998 (4 years)

Education

Brigham Young University - Idaho

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Bachelor of Business Administration (B.B.A.), Business Administration and Management, General

2016 - 2024

Northeast Texas Community College

General Studies

2000 - 2002

Skills

Outside Sales • Customer Loyalty • Forecasting • Marketing Strategy • Leadership • Customer Relationship Management (CRM) • Strategy • Product Management • Sales & Marketing • Sales Processes

Honors & Awards

Eagle Scout - Boy Scouts of America

Nov 1991

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