Keith Gelinas

Current

V.P. Sales & Marketing at The Morey Corporation

Past

Vice President, Sales & Marketing at Interlake Material Hhandling
Director OEM Sales & Marketing at Hendrickson International
General Sales Manager at Federal Mogul Corporation

Captain - Nuclear Missile Operations at United States Air Force

see less...

1 more...

Education

The University of North Dakota
Norwich University
Fitchburg High School

see less...

Recommended

13 people have recommended Keith

Connections

152 connections

Industry

Electrical/Electronic Manufacturing

Keith Gelinas’s Summary

Senior Sales & Marketing Executive - with extensive General Management experience for both publicly traded and privately held corporations. 20 years of experience in building, developing and leading world class Sales & Marketing teams. Broad industry experience, both domestically and internationally, in Electronics, Material Handling, Automotive & Heavy Trucking OEM and Aftermarket.
Excellent interpersonal skills and the ability to work effectively with a broad range of leaders and cross-functional teams.

Sales & Marketing: Successfully creates and launches initiatives to drive customer development and market intelligence, building strong sales pipelines and improving customer acquisition; adept at introducing sales leadership metrics and pipeline analysis. Skilled in building well defined CRM models.

Leadership: Outstanding leadership skills with the ability to thrive in an early stage environment as well as drive the transformation of an organization. Strong experience building multi-dimensional teams, establishing a high performance culture that rewards performance, and investing in employee development and retention.

Strategic Vision: Proven successful in designing, implementing and managing strategies aimed at revenue growth. Skilled in designing and launching market research campaigns and utilizing competitive analysis to drive effective market growth strategies.

Business Acumen: Well-diversified, analytical leader with global experience in business and product development. Strong financial acumen with P&L ownership of a $90MM Business Unit, including development of ROI models for product launches.

Technical / Product Development: Demonstrated experience in all phases of product development from ideation through to commercialization and product launch.

Keith Gelinas’s Specialties:

Building Successful Sales & Marketing Teams, Business Development, Contracts, Negotiations, Strategic Vision, Business Growth Strategy, Strategic Customer Management, Executive Leadership, business Acumen,Technical/Product Development

Keith Gelinas’s Experience

V.P. Sales & Marketing

The Morey Corporation

(Privately Held; Electrical/Electronic Manufacturing industry)

November 2004 — Present (5 years 1 month)

THE MOREY CORPORATION, Woodridge, Illinois
11/1/2004 – Current
Premier $120MM privately held electronics manufacturing services and original design manufacturing company in the commercial transportation, aeronautical, agriculture, construction and military industries.

Vice President, Sales and Marketing:
Report to the Owner, President and Chief Executive Officer. Manage team of 13 direct reports. Responsibilities include P&L for new business development, including management of the selling process, market segmentation, product development, pricing, market positioning, and growth strategy. Key member of the Executive Leadership Team along with CTO, VP of Operations and CFO.

• Restructured entire Sales and Marketing Team and authored business plans establishing clear market segments and execution strategy for penetration. Added 5 new strategic customers worth $41MM annually. Revenue has grown from $67MM in ‘05 to $119MM in ’08.

• Implemented marketing & sales strategy for technology platform and product focus, resulting in 4 new product launches over the past 2 years.

• Developed Customer Relationship Management database for tracking Sales Key Performance Indicators and Metrics resulting in 200 Prospects, Leads and Opportunities for new business.

• Implemented system for tracking and billing Non-Recurring Engineering fees on Development Programs, resulting in over $2.2MM annually in NRE revenue.

• Led training for Business Development Managers focused on solution selling and consultative selling, resulting in a documented selling strategy.

• Implemented strategy for large OEM accounts, resulting in new business being awarded for CAT, International Truck, Networkfleet, Lockheed Martin and GEAI, worth $24.2MM annually.
Vice President, Sales & Marketing

Interlake Material Hhandling

(Public Company; Mining & Metals industry)

July 2000 — October 2004 (4 years 4 months)

INTERLAKE MATERIAL HANDLING, INCORPORATED, Naperville, Illinois 2000 - 2004
Manufacturer of Industrial Storage Equipment and Conveyor Systems.

Vice President, Distributor Channel
Reported to President and CEO. Managed team of 31 associates through 6 direct reports including Business Development, Customer Service, Engineering and Marketing Managers. P&L responsibility for $90MM business unit, made up of 123 Distributors. Responsible for establishing and executing annual business plans and for achieving annual (“EBITA”) and (“EVA”) objectives. Also responsible for setting strategic direction for the Distributor Channel and for establishing growth programs.

• Delivered profit margin results of greater than 30% during extremely challenging economic conditions in a market that was down 25 to 35%.

• Developed and launched distributor segmentation program which grew top-line an average of 12%.

• Refined metrics and key performance indicators for Sales, Customer Service, and Engineering resulting in increased Distributor Channel EBITA of $450K per quarter.

• Implemented (ISO) process for entire order entry system resulting in process mapping and documentation of all procedures, eliminating headcount and leading to more efficient system.

• Led development of company-wide Throughput (Theory of Constraint) tracking tool that allowed better business decisions with respect to our overall profitability on bills of materials.
Director OEM Sales & Marketing

Hendrickson International

(Automotive industry)

March 1996 — July 2000 (4 years 5 months)

HENDRICKSON INTERNATIONAL, Woodridge, Illinois 1997 - 2000
World leader in the design and manufacture of high quality truck, tractor, and trailer suspensions, liftable suspensions, steel leaf springs, bumpers, and stamped components for heavy-duty transportation market.

Director, Original Equipment Manufacturer Sales (1999 – 2000)
Reported to SVP of Sales, Marketing, and Global Business Development. Managed team of 8 OEM Business Development Managers. Established and achieved annual sales plan and profitability objectives for North American Free Trade (“NAFTA”) and Europe.. Responsible for setting strategic marketing initiatives, business development and product development plans. Revenue was $306MM.

• Negotiated long-term comprehensive agreement with Navistar, resulting in increased profitability over 4-year contract, sourcing lower margin product to joint venture partners in India.

• Successfully defended business against significant competitive pricing threat by selling strong position as technology, manufacturing, and distribution expert, resulting in sustained profit margins.

• Authored, negotiated and successfully completed proprietary vocational suspension contract with PACCAR, resulting in $11.5MM annually in new business.

• Prepared and presented unique programs to Retail Ventures, Incorporated and Mack in Lyon, France, resulting in long-term contracts on all three platforms worth $22.8MM annually.
General Sales Manager

Federal Mogul Corporation

(Public Company; FDML; Automotive industry)

March 1989 — May 1996 (7 years 3 months)

FEDERAL MOGUL CORPORATION, Southfield, Michigan
1989 – 1997
International manufacturer of components for cars, trucks, and construction vehicles. Customers include global automakers, such as General Motors, Ford, BMW, and Volkswagen.

General Sales Manager, Central Area, Mission Viejo, California
(1996 - 1997)
Managed team of 33. Complete P&L and all functional responsibility: technical, marketing, recruiting, and financial analysis with revenue of $121MM.

• Designed, developed, and implemented business development strategy to measure target account opportunities, including complete financial analysis to calculate payback to Federal Mogul.

Heavy Duty Western Regional Sales Manager, Mission Viejo, California (1993 - 1996)
Managed team of 14 with $34MM in revenue.
• Developed sales strategies resulting in sales growth from $33MM in ‘93 to $38MM in ’95.
• Designed, developed, and implemented pull through marketing programs to the end user for all products resulting in a sales increase of 15% percent.

Heavy Duty Sales Engineer, Minneapolis, Minnesota (1989 - 1993)
Responsible for $3.8MM territory, which included 100 accounts covering 4 states.
Captain - Nuclear Missile Operations

United States Air Force

(Military industry)

February 1984 — March 1989 (5 years 2 months)

UNITED STATES DEPARTMENT OF THE AIR FORCE, Washington, D.C. 1984 - 1989
Governmental agency that flies and fights in air, space, and cyberspace in defense of the United States and its global interests.

Captain, Instructor, Missile Combat Crew Commander, Minot, North Dakota
Responsible for Combat Readiness of over 200 missile combat crew officers assigned to 91st Strategic Missile Wing. While on alert, was responsible for the daily management of up to 200 enlisted personnel, equipment, safety and security of a $200MM Nuclear Missile Complex.

• Received Strategic Missile Evaluation Squadron’s Outstanding Performance Award.

• Awarded the Meritorious Service Medal for Operational Combat Readiness.

Keith Gelinas’s Education

The University of North Dakota

MBA , Marketing , 1986 — 1988
Norwich University

B.S. , Business Administration , 1980 — 1984

Norwich is the Nations Oldest Private Military Academy. Known for Developing Citizen Soldiers and Leaders.

Activities and Societies:

Military Leadership - Corp of Cadets
Cross Country/Track
Honor Committee
Fitchburg High School

Diploma , 1977 — 1980