Sales Customer Service

INGRID C. KELLEY

EXPERIENCE SUMMARY

**+ years of proven experience as a highly successful business development leader in such roles as an

individual contributor to directing a team of over 55 sales persons in both the private and public sectors within

the Mid Atlantic region. A high level results provider with recognized contributions at top Fortune 100

companies such as United Parcel Service (UPS), Boeing, and Dun & Bradstreet (D&B) . Recognized as a

change agent by each of these organizations for strategic and aggressive leadership in the areas of new business

development and strategic planning. Most notably for maximizing market share growth and profitability.

Received numerous Sales Achievement/Recognition Awards for continuous contributions throughout career.

Expertise in Consultative, Solution Based Sales with the direct engagement of the C level audience to foster

long term relationships under multi year contracts and renewals in a team supported sales environment for

contract values from $50k to $80mm with average sales cycle of 3 12 months. In addition, effectively

managed underperforming sales pipelines to exceed set targets for optimal portfolio profitability. Portfolios

valued from $1.5mm to well over $3b for small sized start up firms to companies employing over 250k

peoples with sales forces that varied from two to 25 years experience levels.

Distinguished experience selling a variety of products and solutions that required full and strategic knowledge

of industry and sales process. Products sold: energy products and solutions, logistical and distribution

services; aircraft repair, maintenance & reconfiguration services; Credit Risk (CRM) and Sales &

Marketing portfolio management services; and, Information Technology (IT) software & hardware equipment

& maintenance services. The length of the sales cycle varied given the cost, complexity and the context of use

of the product being sold.

Large U.S. based customers: US Marine Corp, US Postal Service, State of Maryland, Ahold, McCormick,

Black & Decker, General Dynamics, FedEX, Southwest Airlines, CarMax, XM Satellite Radio, and ManTech.

PROFESSIONAL HISTORY

APRIL 2007 – PRESENT

Alterra Energy Services, Inc Washington, District of Columbia

EVP Business Development & 0perations (Renewable Energy biofuels), drives revenue generation and

growth of the company through strategic partnerships, new business initiatives and development of new

product lines. Also, work directly with the company’s CEO/President, COO, board of directors, investors,

federal and state officials to maintain company’s budgets, policy, performance and strategic planning.

Responsible for business unit profit and loss, maximizing operating budgets, investments, and

cross functional teams including: Finance, Sales, Marketing, and Human Resources

P.O. Box 73943 Washington, DC 20056

Phone: 202-***-**** • E mail: abhgyh@r.postjobfree.com

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INGRID C. KELLEY

Responsible for maximizing operating performance and managing close of national business

opportunities

Developed corporate financial objectives, strategic targeting for national clients, and operating

procedures

Established direct relationships within high ranking offices in such US agencies as Defense Logic

Agency (DLA), Dept of Commerce, Dept of Agriculture as well as the District of Columbia and

states of Rhode Island and Connecticut.

MARCH 2005 – APRIL 2007

Entrepreneur & Investort: Accumulated and managed portfolio valued at nearly $5mm. Investment

portfolio consisted of real estate, property management, stocks and bonds. Responsible for purchase, sales and

management with focus on pre construction market opportunities.

MAY 2001 MARCH 2005

D&B (formerly Dun & Bradstreet) Bethesda, Maryland

Regional Sales Leader, Mid Atlantic Middle Market Accounts, Managed new business development and

strategic planning to maximize growth and profitability. Managed entire sales cycle from client identification,

presentations (C level), contract negotiations and final closings. Developed and implemented training &

education programs to assist sales force in the transition to a portfolio management environment. Developed

employee relations program to increase morale, productivity, while supporting a teaming work environment.

Analyzed budget variances to initiate appropriate guidelines to more aggressively control expenditures and

increase profitability. Utilized troubleshooting and problem solving skills to provide creative solutions to

operational and client issues.

Consecutively achieved 4 years of aggressive revenue growth of 112% (2001), 117% (2002), 137%

(2003), 122% (2004); notable, this region had not met set annual revenue goals for the previous 5 years.

Recognized as a one of top five performing Sales region in 2001, 2002 & 2003.

Awarded Top National Sales Leader in 2003.

OCTOBER 1998 – APRIL 2001

The Boeing Company Seattle, Washington

Executive Development Program Candidate " Managed Aircraft Services contracts,

Contracts Manager, "

contributing in excess of $3 billion in annual revenue. Drafted and negotiated major commercial contracts in a

fast paced global environment with particular focus on intellectual property law. Worked closely with sales

and marketing, customer service, and technical staff to evaluate the profitability and feasibility of proposed

business opportunities while assessing and assigning the liabilities to minimize company's risk. Negotiated

P.O. Box 73943 Washington, DC 20056

Phone: 202-***-**** • E mail: abhgyh@r.postjobfree.com

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INGRID C. KELLEY

contracts with a high level of independence with full signature authority given, Attorney at Fact. Proven

negotiation, up selling, and closing skills.

Special Projects

Influenced the advancement of departmental technology based solutions in a fast changing business

environment, such as electronic transmittal of legal documents, data management and storage,

website development for internal use, and e commerce research.

Developed policies and procedures manual to train and direct Contracts managers to ensure consistent

company practices and shared knowledge.

Co Chair of area 1999 United Way Fundraising Campaign. Lead a volunteer team of 160 persons

during a challenging time for the company (workforce reduction & labor negotiations) to achieve over

120% of the goal (raised over $3.8 million).

ADDITIONAL POSITIONS:

The White House Washington, District of Columbia JANUARY 1998

MAY 1998 Graduate Candidate, Office of Counsel to the President

Scientific & Engineering Solutions Annapolis Junction, Maryland JANUARY 1998 AUGUST

1998

Director, Business Development of the Maintenance Division

United Parcel Service, Inc. (UPS) Laurel, Maryland FEBRUARY 1992 AUGUST

1995

Manager, Business Development

EDUCATION

University of Maryland, August 1997

Masters of Business Administration (MBA); Concentration: Marketing.

Additional courses: Human Resource Management and Productivity Management.

LeMoyne Owen College, December 1991

Business Administration (B.B.A.); Major: General Business; Minor: Marketing

Bachelors of

P.O. Box 73943 Washington, DC 20056

Phone: 202-***-**** • E mail: abhgyh@r.postjobfree.com

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