Glen Kelley

Sales & General Management Growth Leader

Sales & General Management Executive with a track record of continuous delivery and growth leading Teams of 650 members and $225,000,000 revenue responsibility in public and private firms.  Offering energetic leadership and creative problem solving ability.  Comfortable in dynamic environments and focused on value added results.  Broad exposure to Sales/Sales Management, Key Account Acquisition, Acquisition integration and multiple project development and implementation improving revenue and profits in a variety of Distribution businesses.  Strong commitment and integrity supported by a solid work ethic and excellent communication skills.  Success achieved through insightful situation analysis, empathetic team building and high standards of performance.

Key Skills:

  • Customer Relations
  • Change Management                                                             
  • P & L Accountability                       
  • Channel Management                     
  • Process Improvement                                   
  • Team Building                                 
  • Multiple Location Leadership             
  • Project implementation                     
  • Solutions Selling       
  • Strategy Development           
  • Profit Enhancement 
  • Market Analysis

Work History

Work History
Aug 2007 - Sep 2008

Carolinas District Manager

United Subcontractors, Inc

Hired to develop the Carolinas market for national subcontracting firm beginning with a turnaround of the dysfunctional Charlotte branch and establishment of a template for successful sales and operations throughout the market. The decline of residential construction resulted in a reorganization in September.

  • Increased quoting activity 5 fold.
  • Implemented a lead management system to identify and approach targeted market in a systematic, measurable process.
  • Doubled monthly revenue during tenure. 
  • Expanded product offering to include all available technologies gaining access to higher value markets
  • Improved installed quality and service levels with professional certification program.

From 11/06-6/07 I worked with Ascolese Enterprises, Raleigh, NC under agreement to serve as President of an acquired $ 13 million security electronics manufacturing company. I led the analysis, due diligence and business plan development processes including recruiting sales and operations talent for the turnaround of that company.  Despite a signed letter of intent the owners sold the business to another buyer.

Jul 2005 - May 2006

Sr Vice President Sales & Marketing

Arc One, LLC

Was hired by the new President/CEO in July to be responsible for all field operations and sales functions.  (President left company in 04/06). The objective and challenge was to transform the company from a collection of individual businesses that were operating independently and losing money to a multi-branch organization that produced a profit for the owners. 

  • Directly and indirectly, provided leadership for approximately 650 employees producing over $225,000,000 in revenue.
  • Hired 100 field and corporate people to build and replace capability with the primary focus being on Branch Managers and Salespeople.
  • Added or enhanced territory in four new markets.
  • Gross Margin increased 6.4% and EBITDA went from (.7)% to 2.3%.
2001 - 2005

Region Vice President, Southeast

Airgas Dry Ice (AGS)

Reported to the Division President with responsibility for leading a $29 million sales and distribution team in the Eastern United States. Led a culture change and initiative for growth in a consolidated unit of a $2 billion packaged gas distribution company.

  • In first year, exceeded revenue budget by 11% and operating income budget by over 29%!
  • Reorganized two business units, combined sales forces at a reduced level. Led and coached operations personnelto consistent company wide operating system.
  • Generated the largest single contract ($8 million)by developing an indexed pricing program that secured significant profitable volume growth over 3 year agreement.
  • Personal oversight of government laboratory contracts (National Institutes of Health), major retailers (Publix, Harris Teeter, FoodLion) and direct involvement in national account support for LSG Sky Chefs and Gate Gourmet.
  • Improved EBITDA by over $3 million since 2001 through aggressive selling and cost control.
1998 - 2001

Vice President Sales

Was responsible for building an effective sales team from various acquired cultures and for developing a systematic, customer focused selling approach in this $750,000,000 HVAC/R wholesale distributor.

  • Evaluated and restructured sales team building on a $130,000,000 portfolio at a 111% rate while general sales were declining.
  • Developed a strategy and defined desirable markets associated with key accounts in multi-state operations. The project scope included identifying and hiring a successful sales team that would be self-supporting in 12 months. Nine representatives were managing a $25,000,000 portfolio at the end of the 12-month period.
  • Led National Account Team growth calling on National contractors, grocery chains and government facilities.
  • Led a project to fundamentally change the business approach of Pameco with projected benefits of $16 million. All aspects of the company were examined and dramatically refocused. Significant results included: new pricing strategy and system that offered 2-3 points of standard margin improvement, design of a web based CRM tool that provided company wide visibility and assignment for all customers, activity related to those customers and a customer focused inventory plan.

Region General Manager (1993-1998)

Was responsible for sales and operations in a $25 million region providing leadership and motivation for 55 employees across 23 sales facilities in 5 states.

1980 - 1993

Pella Window and Door Company

Charged with responsibility for all aspects of sales, marketing and customer service for an $8.5 million Pella Window distributor in South Carolina and Georgia. Customer base consisted of building contractors, lumberyards and homeowners.

Vice President Sales (1987-1993)

Commercial Sales Representative (1985-1987)

Sales Representative (1980-1984)


1980 - Present


University of South Carolina
1978 - Present


1999 - Present

Northwestern University Kellogg School of Management
2001 - Present

Northwestern University Kellogg School of Management
2006 - Present

Forsyth Technical Community College