JAY KETCHAM
Forest Hill
Summary
Experienced leader with background in managing sales and operations teams and driving market expansion. Expertise in developing strategic sales plans and fostering client relationships, leading to significant territory growth. Demonstrated ability to mentor sales teams and enhance their performance through effective leadership and communication.
Overview
27
27
years of professional experience
Work History
REGIONAL SALES MANAGER
Genie
01.2023 - Current
- Managed accounts in MD, VA, DC, and WV, driving sales growth, AR collection, and communication of productivity changes
- Maintained the business and relationship with one of our larger independents, JGR Equipment Rental
- Successfully re-established relationships, securing POs from: Atlantic Lift Systems, Bo’s Hydraulics, Brandywine Equipment Rental, CFE Equipment, Tri County Tool Rental, Washington Air Compressor
BRANCH MANAGER
United Rentals Fluid Solutions
01.2021 - 01.2023
- Collaborated with utility, civil, and industrial sectors to provide dewatering and filtration solutions
- Achieved: 30% YoY revenue increase, 185% YoY EBITDA increase
RENTAL SALES MANAGER
Foley Equipment
01.2020 - 01.2021
- Led Olathe-based Rental Sales team, driving rental revenue growth through 2020 pandemic
- Achieved a 42% rental revenue increase in 2021
AREA SALES MANAGER
Generac Mobile
01.2019 - 01.2020
- Company Overview: North East, United States
- Sold Generac Mobile product line to rental companies and dealers across the Northeast
- Developed new dealer partnerships and nurtured existing relationships
- North East, United States
DISTRICT MANAGER
Sunbelt Rentals
01.2012 - 01.2019
- Led 250+ team in equipment rental industry, achieving: 21.91% Revenue CAGR, 24.77% EBITDA CAGR
- Responsible for planning and executing annual and long term strategic growth plans.
- Expanded from 9 to 17 locations, including 4 General Rental and 4 Specialty locations
- Implemented innovative strategic recruiting efforts and ramped up marketing initiatives to support our accelerated growth.
DISTRICT SALES MANAGER
RSC Equipment Rental
01.2006 - 01.2012
- Responsible for the strategic growth of the Western North Carolina District
- Increased District rate achievement from 71% to 72%
- Increase District utilization from 67% to 69%
- Increased monthly Used Equipment Sales from $100,000 per month to $405,000 per month
- Trained and coached representatives on company value proposition and consumption management
- Organized and executed merge of UR and RSC sales teams, including realignment of territories and right-sizing the team.
SALES REPRESENTATIVE
Galvmet, Inc.
01.1998 - 01.2006
- Company Overview: Kansas City, MO
- Sold galvanized flat steel to mechanical and HVAC contractors
- Kansas City, MO
Education
High School Diploma -
St. Pius X High School
Kansas City, MO05-1995
Skills
- Sales Leadership
- Customer Service
- Strategic Planning
- Business development and planning
Timeline
REGIONAL SALES MANAGER
Genie
01.2023 - Current
BRANCH MANAGER
United Rentals Fluid Solutions
01.2021 - 01.2023
RENTAL SALES MANAGER
Foley Equipment
01.2020 - 01.2021
AREA SALES MANAGER
Generac Mobile
01.2019 - 01.2020
DISTRICT MANAGER
Sunbelt Rentals
01.2012 - 01.2019
DISTRICT SALES MANAGER
RSC Equipment Rental
01.2006 - 01.2012
SALES REPRESENTATIVE
Galvmet, Inc.
01.1998 - 01.2006
High School Diploma -
St. Pius X High School
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