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Summary

Forward-thinking sales leader with solid track record of driving top-line revenue growth, new business development and employee productivity improvements.  

Experienced in high volume, rapidly changing business environments requiring creative solutions, sound judgment and strong decision making abilities.  

Highly effective at directing and motivating employees.  Reputable for leading high-performance teams and respected for personal commitment, integrity, judgment and collaborative efforts.

Work experience

Jan 2008Dec 2008

Director, Corporate Account Executives

DHL Express

Responsible for $300M in annual revenue within the National and Global Multi-National sales channels.Managed team of 18 sales resources and staff covering 11 Western States.Accountable for meeting area growth objectives, securing and advancing client-relationships, negotiating new opportunities, and mentoring professional development of sales team.

Major Contributions:

  • Implemented 20% reduction-in-force to bring cost of sales in-line with revenue.Redistricted territory boundaries to better allocate sales resources resulting in an improved focus on key customer sites as well as a more balanced opportunity for the sales team.
  • Developed a culture of execution by holding weekly conference calls and monthly one-on-one business reviews focused on results and action planning.Created customized weekly reports to measure sales activity, opportunity management, CRM compliance and regional performance versus peers.
  • 97% improvement in average sales activities per day,
  • 28% growth in committed revenue over same period last year,
  • Improved sales forecast quality by reducing average age of opportunities from 311 to 88 days.
  • Segmented account base by actual and potential revenue.Implemented a call cycle planning program to ensure optimal site coverage.
  • One employee promotion.100% high-performance employee retention.
Jan 2004Jan 2008

District Sales Manager

DHL Express

Led a bi-national direct sales team responsible for the commercial development of the international border markets in California, Arizona and Texas for both DHL USA and Mexico sales organizations.

Major Contributions:

  • Assembled and managed a specialized cross-border sales team committed to exceeding revenue targets, developing strong customer relationships and maintaining the highest ethical standards.Result: Exceeded revenue targets 13 of 16 quarters.
  • Recognized as the subject matter expert on US/Mexico border trade, selected to develop and execute the Southern Border commercial strategy, which included the development of new markets, service offerings and infrastructure improvements.Result: Total new business revenue contribution of approximately $43 million over a four-year period.
  • During a period 45% employee turnover within the sales organization, maintained 100% retention of high performance employees.Two employee promotions.
  • President's Club Award Recipient 2004 and 2006.

Jan 2003Dec 2003

Business Development Manager

DHL Express

Identified and developed new business opportunities that were in-line with DHL’s core service offerings as well as those that required customized cross-border solutions.Served as the company’s subject matter expert on topics relating to cross-border programs, bi-national customer requirements, DHL capabilities and market strategy.

Major Contributions:

  • Traveled extensively throughout the United States and Mexico to meet with DHL executives, functional managers and prospective customers to influence and secure support for continued border development.Result:Formalization of the US/Mexico Cross Border team.
  • Proposed, developed and implemented the Calexico/Mexicali market expansion which included positioning a new aircraft and hiring a sales resource.Result: ≈ $15 million in revenue contribution since inception.
  • Recruited and managed 3 Cross-Border Sales Specialists to support and drive expansion.
Jan 2002Dec 2002

Maquiladora Project Team

DHL Express

Recruited by Vice President of Field Sales to work as part of a bi-national, project team tasked with defining the company’s strategy for US/Mexico border markets. Collaborated with internal functional departments, outside consultants, other DHL divisions, and outside vendors.

Major Contributions:

  • Led market research, product development and forecasting & budgeting efforts.
  • Traveled throughout border region to obtain voice of the customer and voice input on service needs and enhancements.
  • Presented Quarterly updates to DHL Executive Management Board
Jul 1998Dec 2001

Account Executive

DHL Express

Responsible for revenue generation and target attainment within specified geographic territory.Secured new revenue streams with existing customer base and initiated new business relationships with target companies.

  • Consistently ranked in the Top 10% of peers nationally.
  • #3 ranked sales person in the United States in 2000.
  • Selected to serve on DHL Field Sales Proof Book development team.

Education

Bachelor of Science

University of Colorado at Boulder

References

Eduardo Lamazarus

"Kevin and I worked together to develop our international business along the Mexico / US express market.I have found Kevin to be a true leader who understands his market, products, and competitors deeply and applies pragmatic approaches to meeting the customers needs and growing the business.At the same time, Kevin also took time and effort to develop his team and ensure the same professionalism and expertise that he embodies is found throughout the sales resources he managed.

It was a great experience working collaboratively with Kevin to increase our share in this market and I highly recommend him to any organization looking for a true professional sales leader.”

Alyssa Halupowski

“Kevin is a detail oriented, driven manager who worked hard to ensure the success of his team. He had a solid understanding of what it took to be successful in our organization and spent time with each team member to pass that information along to us. Kevin worked with us to ensure that they were taking the appropriate steps to maximize sales and our own career advancement. I enjoyed working for Kevin and I'd recommend him to any organization looking to hire a knowledgeable and motivated leader.”

Lori Mildren

“Kevin worked for DHL for 10 years before I promoted him to Director National Account Executives in January 2008. He is a superior leader and quickly gained the respect from his team and our executives. Kevin leads by example and is strategic in his planning and execution of changes. He is an excellent leader with superior communication skills.”

Tim Ontko

“I have worked with Kevin for 10 years during that time have known him to be steady and detail oriented, yet able to see the big picture and very thorough. Our collaborations had always been gaining support from Kevin and his team for business development projects. In all cases where Kevin and I worked together, we were successful in closing new or incremental business. His knowledge in the areas we were developing together with the sales and support teams he assembled were the keys to our success. I would not hesitate to work with Kevin again given the chance, and I believe any organization in need of a solid leader should take a good look at Kevin’s qualifications.”

Brian Hickert

"Kevin is a seasoned sales manager. He is very methodic and diligent in his approach to building business, and did so with much success while leading his sales team. He is capable of high level sales and has the ability to present material with high complexity with ease. I recommend Kevin as a person with the highest level of integrity and as a solid leader."

Michael McComb

“Kevin is very balanced and considered facts before rushing to judgment.  He developed processes to compare sales individuals and used the data to drive improvements from his staff. He was very good at using technology for the benefit of sales efficiency. His staff considered him fair and senior management felt he performed his role well. He had the respect from multiple groups and showed knowledge of sales and operations. Customers respected his opinions and found him to be collaborative.”

Skills

Seibel CRM Software
Microsoft Office Suite: Word, Excel, Power Point
Spanish Fluency