Charlie Ragland is Executive Director of the Center for Global Sales Leadership and Clinical Assistant Professor of Marketing at the Kelley School of Business at Indiana University in Bloomington. Professor Ragland earned his Doctorate of Business Administration from Kennesaw State University, his MBA from Case Western Reserve and his Bachelor’s degree from the University of North Carolina. Prior to joining Kelley, Charlie was an Assistant Professor of Marketing in the Marketing & International Business Department of the Edward H. Schmidt School of Professional Sales at the University of Toledo. He has taught a wide variety of courses, including Professional Sales, Sales Management, Business-to-Business Marketing, and International Marketing, earning high ratings and several teaching awards.
His research interests are in the areas of international sales management, B2B marketing, and strategy. He has published or has forthcoming several articles on high performance sales managers and on corporate social responsibility. He has also taken leadership roles in several sales educator organizations, such as the Academy of Marketing Science, the National Conference in Sales Management, and the Global Sales Science Institute. Prior to receiving his doctorate, Charlie worked in sales and sales leadership positions for several different firms, including Owens-Corning, AT&T, GE, BF Goodrich, and Allied Signal. He has a global perspective with international experience in Asia (China, Hong Kong, Taiwan, Singapore, Thailand, and Malaysia) and Europe.
In 2000 he founded the Ragland Group, which focuses go to market strategies for B2B firms, specializing in market opportunity assessments, commercialization plans, and associated sales strategies to support the implementation of the firm’s growth strategy. He has participated in more than 50 projects. His clients include GE Plastics, BASF, Saint-Gobain Vetrotex America, Owens-Corning, Avery Dennison, Polymer Group, Micron TN, Fischer USA, Ten-Tec Inc., and Robert L Webb & Associates.
Prior to forming the Ragland Group, Charlie held positions in sales, distribution, market development, new product development, business management, sales & marketing management, and general management.The common denominator in many of those roles was generating revenue growth by developing and commercializing applications across multiple industries: aerospace, building materials, business equipment, computer, construction, electrical, fluid handling, marine, medical, military, telecommunications, transportation, ready mix concrete.Key customers included Boeing, Canon, Coca Cola, Epson, Freightliner, Georgia Pacific, HP, IBM, Lexmark, Master Builders, Motorola, Makita, NEC, Samsung, Telex, and Ryobi.