15-year career in sales management; Fortune 50 account management experience; record of outstanding results exceeding sales goals and establishing loyal account relationships in highly competitive markets; Bachelor’s Degree in Management.
Track-record of turnaround leadership; history of managing account relationships beyond sale, achieving high levels of customer satisfaction and retention, and expanding account base through effective management of business partnerships; excellent analytical and strategic skills.
Responsible for all import and export operations including air, FCL and LCL.Negotiate the pricing and provide logistical solutions for a $4 million dollar ocean import account.Manage RFQ opportunites along with transactional quotes.Train the R&L Carrier’s domestic sales reps on international services.Monitor compliance issues and train and support staff.
Marketed international transportation services targeting and developing mid- to large-volume business accounts; responsible for expansion and penetration of global accounts; assessed business needs, conducted sales and pricing analyses, developed customized distribution options, prepared cost estimates, and provided customer training on import / export procedures. Calculated profit margins on export files and managed all accounting, billing and P&L reports.
§Conducted price negotiations with suppliers and routing options to meet delivery needs.
§Monitored volumes and service levels, and managed all non-conformance and customer issues throughout entire logistical process.
Sold international freight forwarder and transportation services (including air, ocean and brokerage) to mid- and large-size businesses in the Cincinnati area; sought out and successfully developed new lanes of business; identified, targeted and converted accounts. Served as customer liaison with local operations to address and mitigate scheduling and service issues.
§Proactively targeted defense suppliers and government vendors opening up new and highly profitable lanes of business.
§Identified need for express air freight to war zones. Researched and gained thorough understanding of complex issues involved with shipping supplies into “hot zones”.
Managed $5 million territory for this global express transportation carrier; responsible for account development, territory expansion, and management of business-to-business (B2B) sales of logistics services. Served as team captain for value-added services; indirectly supervised district’s administrative staff and trained new sales executives.Fostered strong customer relationships and strengthened client loyalty securing new business with existing national accounts; developed and launched effective sales & marketing campaigns promoting high yield opportunities, analyzed prospects’ needs, determined most efficient routes and rates, and routinely analyzed market trends, competitive products and industry developments to promote high yield opportunities.
§Repeatedly received region’s Magnificent Seven Award in recognition of sales performance and attainment of all growth targets.
§Improved revenue attainment 40% (78% to 118%) in problem area; exceeded sales goals up to 124% by developing account loyalty, selling add-on services, and effectively moving accounts through the pipeline.
§Frequently challenged to serve as a “troubleshooter” for distressed territories and turnaround operations and restore profitability. Effectively reestablished customer contact, evaluated account status, identified and implemented corrective measures to resolve issues and regain lost business and focused forward efforts towards identifying and developing new business opportunities.
§Supported transition of new account executives team during company’s acquisition.
§Teamed up with Global Account Manager to target local Fortune 50 companies (General Electric and Procter & Gamble).
Direct responsibility for pricing and selling international transportation services to small, medium, and large industrial and commercial accounts within the Greater Cincinnati area; negotiated with commercial carriers to obtain best rates; served as company’s representative at international trade shows.
§Published / distributed marketing material to sales reps highlighting international routings with available space.
§Implemented targeted sales program for team resulting in an increased number of daily sales calls and closings.
Managed Northern Kentucky territory; sold domestic and international air cargo services to businesses ranging from small local companies through multi-national organizations.
Established as companies first International Associate; responsible for leadership development, quality management, long-range planning, cross-functional development, account management, and international customer service and communication training. Led and supported all growth initiatives for UPS’s International Services, performed logistical studies to establish competitive rates, utilized marketing skills to develop new business opportunities, represented company at international trade shows, and facilitated training sessions for driver and management groups.
§Established division procedures outlining establishment and maintenance of new accounts, customer management, and problem resolution.
§Trained domestic sales representatives on how to sell international transportation achieving national recognition for district.