BRX National

Sales Coaching- An Art or Science?

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Everett helps CEOs build world-class B2B sales and service. He founded Catalytic Advisors in 2011 to focus on manufacturing and distribution clients with revenues between $50 and $250 million. His point of difference is his operating experience combined with a passion for competitive strategy. Catalytic Advisors is known for delivering outstanding value to clients by drawing upon a network of specialists in areas such as lead generation, sales compensation, CRM implementation, sales training, and leadership development.

Everett is a veteran of Coca-Cola Enterprises, Rohm & Haas, and DuPont whose first career was in sales for small manufacturing companies.

In his most recent operating role, Everett was SVP and General Manager for a $250 million unit of Hostess Brands, which included 850 unionized Route Sales Representatives and a key account team calling on mass merchandiser, grocery, drug, and convenience store customers in the southeast. Prior to that, he was a senior executive at Coca-Cola Enterprises, formerly Coca-Cola’s largest bottler worldwide. As Vice President, On Premise Sales and Foodservice, North America, Everett was responsible for the gross profit performance of a $1 billion business with a sales force of 1,200.

Everett established his General Manager track record of driving simultaneous top-line growth and cost control by building great teams, developing a shared vision, installing metrics and management routines, and applying technology to standardize high-volume business processes. He has built and optimized numerous field sales, key account sales, call center, and technical service organizations in addition to distribution operations. He has been a featured speaker in sales and technology forums.

Bob Kelly is Chairman of The Sales Management Association, a global, cross-industry association for sales management and sales operations.  The Sales Management Association serves members in 30+ countries with research, content, workshops, and peer networking resources.

In October, SMA hosts the annual Sales Productivity and Performance Management Conference.  From 2003 to 2009, Mr. Kelly was Vice President of Sales Operations and Strategy at Genuine Parts Company (NYSE:GPC).

Previously, Mr. Kelly was Senior Director of Business Planning, and Director of Marketing Strategy at MCI WorldCom; from 1994 to 1998 he was a management consultant in The Alexander Group’s sales force effectiveness practice, supporting clients in the technology, telecommunications, and healthcare industries.

Robert Kelly holds an MBA from Emory University’s Goizueta Business School, and a B.A. from Washington and Lee University.

Jill Pollard began her professional career at U.S. Franchise Systems, Inc. (USFS), a national hotel franchise company, headquartered in Atlanta, GA.  She held positions in marketing, sales, and operations while at USFS.

In 2001, Jill transitioned into academia, when she returned to Emory University, her alma mater.  She joined the BBA Program at Emory’s Goizueta Business School as the Assistant Director, and in 2002, became the Associate Director, overseeing advising for all BBA students and advisor training.

Jill earned her MBA from Goizueta in 2007 with a focus in Organization & Management, and specifically Leadership Development.  She also worked with the school’s senior leadership to develop a leadership competency model for Goizueta that is the foundation for leadership programming for all degree programs across the school.

In 2008, she developed and launched the BBA Leadership Program, including an internal 360 degree assessment and individual coaching sessions, and was promoted to Director, Advising and Leadership Development.  Under Jill’s direction, the BBA Leadership Programming continued to expand, with service leadership as a central component.  In 2011 Jill left her position at Emory to focus exclusively on coaching.

She began coaching at the senior executive level at The Coca Cola Company in January 2010.  Jill became a Birkman certified consultant and completed a coaching training program at the Center for Creative Leadership in 2010.  She has been coaching at CSX since January 2011.  She is also a coach in Emory’s Executive Education program.

Jill has played a major role and has been instrumental in the creation, organization and development of Head Coach, Inc.  Among her coaching interests are high-potential mid-career leaders, managing work-family activities and responsibilities, and the complementary development of physical and mental fitness.

Jill resides in Atlanta with her husband and their three children and is an avid runner.

Duane Gingrich is a strategic marketing and business development leader. He effectively develops strategic and competitive advantage – and creates customer and enterprise value.  He advances strategies and plans for reaching and serving the right customers, in the right markets, through the right channels, with the right products, and the right value proposition. Duane has led the marketing and business development efforts in several significant and successful business and product startups with rapid and sustained profitable growth – strategically developed to gain and sustain market-driven and customer-focused competitive advantage and value.

Duane has three decades of strategy, marketing and business development leadership experience with world-class, industry-leading logistics and supply chain management organizations. His experience includes over fifteen years in management with UPS, a Fortune 50 company that is one of the most recognized and admired brands in the world, and where he successfully developed a global product portfolio in excess of a billion dollars.

He was one of two partners with UPS Supply Chain Solutions from the original startup team to $8 billion in annual revenue, and was also Vice President of Sales & Marketing for Schneider National, another multi-billion dollar market leader.

Recognized as a positive, customer-focused, results-oriented professional with integrity, business acumen and common sense, Duane’s professional competencies include researching and assessing market, customer, competitive, and internal environments. He also assesses market positioning, product offerings, and capabilities and resources to competitively deliver customer value.

Duane holds a Master of Business Administration (MBA) degree in International Business and lives in Atlanta, GA.