Terrence Higgs

Seasoned Sales Executive

Sahuarita, AZ

actgw4@r.postjobfree.com - 520-***-****

Challenging Career in the private sector

Willing to relocate: Anywhere

Authorized to work in the US for any employer

WORK EXPERIENCE

National Sales Manager

NATIONAL FREIGHT MOVERS- NFML TRANSPORT - Tucson, AZ - August 2012 to Present

• Established start-up freight brokerage with an asset based trucking operation.

• Design and implementation of proprietary transportation management software.

• Oversee development of over 100 strategic customer relationships.

• Manage and direct a fleet of over 500 trucks throughout the 48 states.

• Comply with key metrics for the business.

• Perform monthly audits in all warehouses.

• Oversee daily freight analysis governing export shipments and documentation, tracking on time shipping; and developing weekly shipping forecasts along with annual logistics and warehouse expenditures to budget.

• Responsible for cultivating strong carrier relationships; auditing freight and warehouse invoices for accuracy; performing and communicating carrier assessments; directing the oversight for timeliness, accuracy, and adherence to cycle counting procedures, etc.

• Lead and manage the development of a variety of transportation and land use planning projects including corridor studies, transportation plans, comprehensive plans, and policy development.

• Assist in the supervision and guidance of other planners.

• Prepare and review reports.

• Present public presentations.

• Oversee coordination with team members on the use for project planning and deployment.

• Assist with client contacts and business development.

• Oversee development of proposals, project scopes and budgets, and interview presentations.

• Manage capacity planning and modeling, financial forecasting and development of strategies to drive customer retention, growth & productivity enhancements for department/multiple customer accounts.

• Supervise and direct account disaster recovery strategies and contingency planning & cross training at the account level across accounts within the TM Centers.

• Direct interface with internal & external customers on all issues to include all business reviews, customer site visits & internal & external presentations of account status updates.

• Handle all monthly customer allocation/headcount reports for existing/new clients.

• CRITICAL DUTIES

• Manage International shipping execution to include intercompany export documentation.

• Create and implement standard work for logistics strategies, shipping and receiving execution.

• Drive inbound/outbound transportation compliance with 3rd party logistics company.

• Monitor global transportation rates and import/export regulations of any nature that may impact costs, schedules, customers and business operations.

• Responsible for communicating significant changes to senior company management and for initiating appropriate action(s) in the best interests and well being of Ingersoll Rand.

• Collaborate across Strategic Business Unit to optimize performance and establish best practices.

• Provide Marketing, Sales and Purchasing with projected freight costs, containerization costs, routing, tracing and other information as requested.

• Lead transportation and logistics decisions to optimize cost and service levels.

• Ensure compliance to trade regulations.

• Responsible for the administration of the Freight Forwarding, Freight Audit and Customs Brokerage Programs.

• Responsible for the identification and development of secure and economical off-site storage locations as needed to augment in-house storage capacity.

• Perform other duties as assigned.

President/CEO

VANGUARD INSURANCE& FINANCIAL SERVICES - Cleveland, OH - 2002 to 2010 PHOENIX, AZ

DUTIES, ACCOMPLISHMENTS AND RELATED SKILLS:

• Successfully developed and built an insurance and financial marketing organization.

• Led over 325 insurance agents and mortgage loan originators with 12 direct reports.

• Expedited processing times that enhanced employee productivity by 80%

• Managed a pipeline in excess of $20 million based on 515 units during the calendar year 2003

• Developed strategies and tactics to expand market share and grow total deposits within existing client groups, while expanding into new client groups by leveraging regional and corporate resources.

• Developed strategies with MDs to identify, hire and develop key infrastructure positions within the firm.

• Developed and implemented annual business plans and manage to monthly, quarterly and annual budgets.

• CRITICAL DUTIES

• Provided leadership to the field sales organization in a manner that ensures exceptional service to all stakeholders and is in compliance with company policy, state and federal regulations.

• Provided continuous communication with advisors and agency managers on products, sales concepts, selling skills, target markets, recruiting and selection, company sales and recruiting initiatives, policies and procedures, administrative functions and monthly production results through face to face meetings, telephone calls, email, conference calls, agency and regional meetings, etc.

• Built and managed a team of direct reports to optimize their personal performance thru one-on-one coaching.

• Responsible for maintaining and profitably growing Classic employee agent and management distribution.

• Key focus and accountability included sourcing, recruiting and selection through strategic planning sessions, Agent productivity and retention, management recruiting and selection, agent and management development and succession planning.

• Responsible for management oversight of personnel, including any issues, promotions, demotions and succession planning and execution.

• Opened new markets for agency managers and advisors that generate new sales and recruiting opportunities.

• Identified candidates within firms to build MD bench

• Performed other duties as assigned.

Medicare Sales Representative

UNITEDHEALTHCARE OF OHIO - Cincinnati, OH - 1996 to 2002 CINCINNATI, OH - CLEVELAND, OH

1996- 2002

DUTIES, ACCOMPLISHMENTS AND RELATED SKILLS:

• Worked for Unitedhealthcare starting 1996 through 1998.

• Downsized and went to work for Aetna and Humana from 1998 thru 2000 and went back to work for Unitedhealthcare in 2000 thru 2002.

• Held same position while employed at Aetna and Humana.

• Answered incoming phone calls from prospective members and identify the type of assistance and information the customer needs with the goal to convert the caller to a qualified lead and ultimately sale.

• Fielded appropriate questions and listen actively to identify specific questions or issues while documenting required information in computer systems.

• Used knowledge of the Medicare product portfolio to accurately assess the distinct needs of different prospects, explain the differences between various products, and assist the prospect member in selecting a product that best meets their unique needs.

• Made outbound calls to prospective members to follow up on questions or to current members to review current or new products and services.

• Assisted the prospect in completion of the enrollment application over the phone with complete, accurate and required information, consistent with Medicare requirements and enrollment guidelines.

• Met the goals established for the position in the areas of: sales quota, attendance and other performance criteria.

• Met and maintained requirements for agent licensure, appointments, and annual product certification

• CRITICAL DUTIES

• Informed and engaged agents through regular two-way communication and feedback. Works closely with sales coordinator, organize Agent activities, leads and territories to ensure effective and efficient coordination across assigned market.

• Acted as a liaison between agents and UHG sales process owners to ensure agents are appropriately set up and supported. Included, contracting, licensing/appointment, certification, training, enrollment administration, commission payment, agent servicing, etc.

• Assisted agents and other Agent Managers in uncovering market niches and actively pursuing growth opportunities.

• Monitored sales results, trends and key performance indicators (KPI's) and hold agents accountable for achieving targets.

• Utilized & coached usage of key sales tools & processes.

• Actively modeled the use of technology and tools to conduct day to day business.

• Monitored tools and systems to ensure appropriate usage by agents.

• Utilized data and reports for basic sales analytics to ensure productivity/sales goals are being met and to make adjustments as appropriate to leads, etc. and/or as a coaching tool.

• Documented coaching/actions as appropriate.

• Translated market strategy to agent tactics.

• Worked with Sales Director to execute on and translate the sales business strategy to agents.

• Ensured agents understand how their actions/day to day activities drives the overall results of the organization.

• Made managerial adjustments on agent/agency tasks to ensure sales business goals are being met.

• Managed company resources appropriately.

• Achieved and maintained strong knowledge of UnitedHealthcare Medicare & Retirement products.

• Understood target audience of our products and how to position products and value proposition to remain competitive.

• Ensured agents adhere to selling guidelines associated with Medicare regulations, partner expectations (e.g.; AARP) and company policies and procedures.

• Performed other duties as assigned.

CONRAIL

199*-****-**/04 - 07/96

BRAKEMEN, LOCOMOTIVE ENGINEER

DUTIES, ACCOMPLISHMENTS AND RELATED SKILLS:

• Inspected locomotive and performs running maintenance before run to verify specified and/or add fuel, sand, water, oil, other supplies, adjusting brakes, changing brake shoes.

• Made repairs or adjustments to rail car equipment in order to permit movement.

• Adjusted heavy couplers using lifting and shoving movements.

• Replaced defective knuckles in couplers, requiring the lifting and placement of an 85-pound knuckle.

• CRITICAL DUTIES

• Performed required safety inspections of locomotive requiring a physical examination of all locomotive operating parts.

• Received starting signal from Conductor, Switchman or Brakeman and moves controls, such as throttle and airbrakes, to operate locomotive.

• Interpreted train orders, train signals, and railroad rules and regulations to operate locomotive, following safety regulations and time schedule.

• Conferred with Conductor, Switchman or Brakeman via radiophone to issue or receive information or instructions concerning stops, delays, or conflicting movements.

• Maintained lookout to detect obstructions on track or right-of-way and makes report of obstructions found.

• Inspected locomotive after run to detect damaged or defective equipment.

• Prepared reports to explain accidents, unscheduled stops, or delays

• Performed other duties as assigned.

BENEFITS CONSULTANT

UNITEDHEALTHCARE - September 1996 to July 1998

07/98- 04/00 AETNA, 05/00 - 04/02 UNITEDHEALTHCARE INFORMATION MANAGEMENT SPECIALIST- SECURITY POLICE SQUADRON UNITED STATES AIR FORCE - July 1992 to June 1993

06/93- 04/94 EIELSON AFB - TRANSPORTATION SQUADRON DUTIES, ACCOMPLISHMENTS AND RELATED SKILLS:

• Performed workgroup management (information systems and technology support) functions.

• CRITICAL DUTIES

• Performed IM functions.

• Managed electronic and manual publications and forms development, design, control, storage, and dissemination.

• Acquired and distributed publications and forms using manual or electronic means.

• Provided guidance to ensure publications and forms meet prescribed style, format, and legal and statutory requirements.

• Implemented procedures for manual and electronic creation, control, coordination, dissemination, and disposal of administrative communications.

• Established and maintained records.

• Created manual and automated file plans.

• Applied file cutoff procedures and disposes of and retrieves records.

• Operated and managed automated records information management system.

• Operated and managed a records staging area for inactive records storage.

• Complied with Privacy Act (PA) and Freedom of Information Act (FOIA) procedures and provides assistance to ensure others comply.

• Provided PA, FOIA, and records management training.

• Operated the Base Information Transfer System and Official Mail Center using manual and automated systems.

• Managed hardware and software.

• Performed configuration, management, and initial diagnostics of information systems.

• Coordinated and documented information systems repairs. Runs system diagnostics and determines cause of hardware and software failures.

• Removed and replaced components and peripherals to restore system operation.

• Installed and configured software operating systems and applications.

• Provided customer service to assist in operation, restoration, and configuration of information systems.

• Developed and implemented web sites and pages.

• Managed and assisted others in content management of web sites and pages.

• Prepared and processes information systems requirements to support mission needs.

• Monitored and managed information system security programs.

• Reported security incidents and formulated and applies corrective security procedures.

• Provided IM support.

• Assisted the support staff with a range of tasks including records management; administrative communications; information flow including processing, controlling, and distributing mail; publishing management; workshop management.

• Operated information systems (stand alone and networked) to create, collect, use, access, disseminate, maintain, and dispose of information. Helps customer determine life cycle management of their information.

• Managed IM processes and activities.

• Responsible for overall administration, management, and life cycle of information and control of information resources

• Performed other duties as assigned.

COMPUTER INFORMATION TECHNOLOGY SKILLS

* Proficient in use of most major computer systems, information systems, spreadsheet applications, graphic and presentation applications, and word processing applications HONORS, AWARDS AND SPECIAL ACHIEVEMENTS

* National Defense Service Medal

* AF Training Ribbon

EDUCATION

Bachelors in Business Administration

Campbell University

1993 to 1994

Business Administration

University of Findlay

1991 to 1992

ADDITIONAL INFORMATION

* CORE SKILLS:

* Expertise in transportation logistics, warehousing, distribution services, executive negotiations, operational & strategic planning, supply chain management, p&l accountability, contract negotiation, training & development, performance management, sales program & design, customer relations, business development, consultative sales, and underwriting.

PROFESSIONAL SKILLS AND TRAINING

* Highly experienced logistics professional with diverse management and administrative expertise in the following areas: executive negotiations, operational & strategic planning, supply chain management, p&l accountability, contract negotiation, training & development, performance management, sales program & design, customer relations, business development, consultative sales, and underwriting.

* Skilled in analyzing interrelated issues of effectiveness, efficiency, and productivity, developing recommendations to resolve issues and problems, and applying program and logistics management principles to ensure program accomplishment.

* Competency in supervising others in developing, identifying, defining, and resolving complex technical and management issues related to manning, logistics, funds, etc., and the corresponding development efforts to facilitate the notification and determination of alternative ways to achieve the best mix of forces, equipment, and support.

* Able to determine the most efficient and economical mode of transportation for materials to meet delivery dates and transportation directives.

* Knowledgeable in inventory management and in managing a wide variety of complex transportation actions including negotiation of freight rates and services with carriers.

* Experienced in performing all pre-award/post-award functions, using a wide range of contracting methods.

* Knowledge of current medical record administration practices due to working in the healthcare management field, along with knowledge of and ability to use and evaluate software programs and information systems relative to health information services.

* Accrued a multitude of skills including process improvement, performance enhancement, market evaluation as well as strategic business, market and sales planning.

* Proven my motivation, sales expertise, management and operational skills.

* Thorough understanding the marketplace and sourcing, communication of business/contracting requirements, evaluation, negotiation and analysis, contract administration, planning and implementation, performance management, etc.

* Ability to make decisions related to contract costs/price.

* Skilled in resolution of contract termination and/or closeout, acquisition regulations, policies, and procedures.

* Experienced in determining the most efficient and economical rates and routes for movement of a variety of materials and equipment; selecting the mode of transportation best suited to the peculiar characteristics of lading to be shipped; classifying and rating a variety of general materials and equipment in accordance with regulations; and preparing bills of lading and other shipping documents.

* Comprehensive understanding of clinical classification systems and nomenclatures.

* Able to gather facts and develop conclusions relative to any matter having a significant impact on solutions to problems requiring command attention because of their criticality of involvement with high-level policy.

* Ability to exercise technical leadership to obtain agreement on required actions, schedules and the resolution of conflicting points of view concerning program or policy matters.

* Knowledge of specialized inventories management methods and techniques to analyze and evaluate the effectiveness and efficiency of inventory management programs and operations.

* Skilled in assisting with freight services or freight bill audits; negotiating freight rates and services; maintaining databases and records for a transportation program; providing advice and assistance on transportation issues; and/or performing analysis and monitoring transportation issues.

* Knowledgeable in quality assurance, Health Insurance Portability & Accountability Act (HIPAA) privacy, or electronic medical record implementation.

* Ability to provide advisory and technical expertise on a range of health information management/medical record issues to staff, management, and the general public.

* Ability to use data collection and analytical techniques for purposes of review, quality control, studies and analysis.

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