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38 Sylvan Drive
Middletown, CT 06457
Home: 860.632.0591 Cell: 860.966.5659
Industry leading sales, marketing and general management executive with a drive
to succeed. Broadbased experience in operations, business development, sales an
d margin growth, mentoring / training, product and promotion planning / implemen
tation, and market forecasting and analysis. Confidently directs all aspects of
sales operations, makes critical decisions, and designs action plans to maximiz
e revenue and drive continuous improvement. Leader, innovator, strategic thinker
, problem solver, and visionary.
Director Business Development, Legrand, W. Hartford, CT 2007 2009
Compiled, presented and marketed a new strategic business direction for the $600
million combined Legrand sales force in the electrical and communication market
Designed and implemented a new vertical market development sales approach to ob
tain $50MM in new sales.
Identified 10 new individual sales rep market targets (400+ total), aligned wit
h a new selling approach.
Designed a new vertical market training program. Scheduled and trained 200+ sa
les force members on these new techniques to address vertical market selling.
Coordinated access to and the acquisition of all new vertical market business a
ctivity, resulting in new engineers specification of products.
Uncovered and led the addition of 5 new product line extensions.
Evaluated new account productivity improvements and mentored the sales force to
achieve their vertical market sales goals.
Director of Sales, US and Canada 2002 2007
(Wiremold became part of Legrand in 2001)
Led and managed a $220 million operation, which included profit and loss, sales
and customer service.
Active member of the operating staff and responsible member that set yearly bud
gets and quotas for each year. Each year we met or exceeded quota expectations.
Negotiated third party vendor agreements for a reduction in vendor costs, i.e.
sales force software tools, company car expenses, maintenance, etc. Demonstrated
a 3-5% expense reduction each year.
Directed expense control and cost containment and credit /collections activitie
s to reduce expense payouts.
Directed and mentored sales and marketing teams for market analysis, market dev
elopment, new product introductions, and brand awareness. This effort allowed to
the sales team to specify more products across multiple brands on more construc
tion projects achieving corporate goals.
Proactively developed and set plan into motion for sales and economic recovery
from the early 2000 sales slowdown. Actively reviewed and installed workflow, be
st practice methods, and strategies for growth
After flat, no growth, we were able to achieve sales growth by 2003 as a result
in above action plan.
Cut annual expenses by 33% over threeyear period including but not exclusively
sample expense reduction, travel and expense item, reduction in force efforts, e
As the market strengthened made key market additions to the sales force in key
areas of the country.
Organized, ran, and participated in distributor, direct rep and agency rep coun
Introduced Wiremold to market leadership role in the DataCom market place. Held
key partnership and negotiating role with Anixter, Graybar, CSC, and Accutech c
Established corporate pricing policies and procedures in compliance with legal
and financial guidelines. Put in place key pricing manager to oversee structure,
pricing, and policies.
Wesley W. Kelley Page Two
National Sales Manager, US and Canada 1999 2002
Provided strategic business direction for $200 million wire and cable management
sales force in the electrical and communication market channel.
Targeted the acquisition of all new business, specification of products, produc
t line extensions, and account productivity improvements with existing accounts
with the sales force.
Successfully negotiated new national account incentive contracts.
Successfully led restructuring of the sales force and the management team after
two Reductions in Force.
Acted as liaison between various business consultants for strategic business te
ams to address new channel initiative.
Led the growth and development of the sales management team to allow all of the
m to be on the Leadership Development Team.
Updated senior management as to market trends / strategic events, and developed
yearly Strategic Business Plan.
Developed field sales presentation used with every account at yearend review; u
pdated version remains in use today.
Successfully held cost containment financially for sales department.
Various other WIREMOLD positions held:
Warehouse Supervisor Memphis Distribution Center Memphis, TN 1997 1998
Sales Department Manager New ERP Implementation Team, W. Hartford, CT 1996 199
Team Leader Inside Sales, W. Hartford CT 1995 1996
Regional Sales Manager, Atlanta, GA 1991 1995
District Sales Manager, Atlanta, GA 1990 1991
Fields Sales Representative, Omaha, NE 1978 1990
Sgt. E-4
BGS, University of Nebraska at Omaha (working towards degreeneed 7 classes to gr
aduate), Omaha, NE
Completion of Achieve Global Professional Selling Skills II, III, IV and V
CSI CDT (Construction Documents Technologist) and MAI (Masterformat Accredited
Completed various AMA Coaching and Counseling and Hiring Classes Leader