Sales Account Executive
Resume:
Mark C. Showalter
**** *** ******* ***., #***, Corona, CA 92879
e-mail: ***************@*****.***
PROFILE
Result-driven professional with extensive experience in sales, major
account management, contract negotiation, strategic business development,
creative solutions and qualitative analysis. Skilled in value-selling
techniques combining comprehensive product knowledge and information
technology to secure, maintain and grow customer revenue base.
Professional communicator with outstanding relationship building skills.
Top sales expert with more than 15 years of producing maximum results in a
highly competitive and aggressive market.
EXPERIENCE
Account Executive - Tri-State Expedited Service,
September 2011 - December 2012
Responsible for introducing company services - specifically airfreight - to
the West Coast and increasing "footprint and visibility" of company while
growing revenue and customer base for sales territories in California,
Washington, Oregon, Utah, Nevada and Arizona. Results included:
Obtained over $100,000 in air freight sales revenue and $53,00 in
expedited sales revenue within 13 month period
Opened 15 new accounts and "revived" 9 previously "dead accounts
Grew visibility and footprint of Tri-State's services within Southern
Califonria region to ensure regular shipment quote requests on a
daily basis
Independent Sales Contractor - AFLAC
January 2010 - July 2011
Account Executive - Roadrunner Transportation Services, Mira Loma,
California
April 2008 - May 2009
Responsible for sales territory in the Corona - Temecula corridor
(beginning in October, 2008). Duties included developing value-oriented
sales strategies and solutions for growing territory revenue and the
customer base. Negotiated pricing contracts and coordinated "ramp-up" to
ensure successful revenue/volume commitments. Developed long-term
relationships with customers to reduce potential churn.
Increased daily revenue from $900 to over $1,600 during 4th quarter
of 2008
Increased daily revenue from $1,600 to $5,000 during 1st quarter of
2009
Grew local shipping accounts from 3 to 15
Increased Int'l, Canada and Hawaii revenue from $0 to over $1,200
per month
Account Executive - FedEx Freight System, (Formerly Watkins Motor Lines)
Anaheim, California
February 2005 - April 2008
Responsible for monthly revenue growth to large customer base in the
northern Orange County area by providing LTL and airfreight logistics
solutions. Developed local sales and marketing strategies to ensure
customer loyalty and obtain new and/or additional revenue. Successfully
negotiated customer/carrier pricing contracts and developed long-term
customer relationships through value-added sales techniques.
Increased daily shipments from 19 to 35 per day
Increased revenue from $210,000 per month to over $438,00 per month
(FedEx)
Grew active customer account base from 21 per month to 44 per month
(Watkins)
Increased territory profitability by 3.1% through successful pricing
negotiations and value-added selling
Account Manager - G.I. Trucking Company, Santa Fe Springs, California
February 2004 - February 2005
Responsible for providing logistics and transportation solutions for
extensive customer base located in eastern Los Angeles County. Developed
and implemented successful sales strategies, conducted contract
negotiations and created customer relationships through lateral selling
and value-added techniques. Built customer base through creative
prospecting, cold-calling and target-account planning. Accomplishments
include:
Increased daily revenue from $16,000 to $28,000 per day
Grew active account base by 55% - from 98 active customers to 152
within 11-month period
Sales Representative - Kent H. Landsberg Company, Riverside, California
February 2002 - February 2004
Independently developed and managed customer account base through
prospecting and cold-calling. Activities included developing comprehensive
sales and pricing strategies, value-selling creative solutions equating to
cost reductions and strengthening customer relationships through effective
follow-up and lateral inter-departmental interaction. Ensure overall
profitability of customer base and daily orders. Sales include:
Successfully gained over $20,000 in new business by utilizing
creative solutions and re-designing new corrugated packaging for
customer's merchandise, saving customer over $7,000 annually in packaging
budget
Developed new large account in local area after numerous unsuccessful
attempts by previous sales representatives. Gained over $27,000 in
new revenue with potential over $1 million annually
Developed new "filtered" product with coordination of manufacture and
customer that gained annual revenue of $300,000 and enable customer to
receive locally, reducing international freight and product costs.
Account Executive - Senior Account Executive - Major Account Executive -
United Parcel Service, Anaheim, California
January 1991 - January 2002
Initial responsibilities included obtaining and securing new and current
business revenue by cold-calling, telemarketing, prospecting, setting up
new accounts, building and strengthening relationships for over 200 small
to mid-size customers located in Santa Ana, CA. Job duties increased to
direct sales management, maintenance and consultation with approximately 79
high-revenue accounts in North Orange County. Daily activities include
value selling, logistics and financial consultation, crisis management, and
contract negotiation. Develop aggressive sales strategies to penetrate
and secure business through relationship building, prospecting within the
customer organization and offering creative solutions. Daily interaction
with internal operations, finance and accounting, e-commerce, and
technology support to secure profitable business from multi-million dollar
corporations. Sales included:
Using SPIN, sales negotiation and energetic relationship-building
skills, successfully negotiated agreement with a local dental
porcelain distributor, to switch their distribution from their current
carrier to UPS. As a result, a two-year contract was signed generating
over $400,000 in new annual revenue, domestically and internationally.
Negotiated and successfully sold over $250,000 in new revenue from a
top distributor of airline parts and accessories, by using qualitative
price vs. cost selling techniques, relationship loyalty and consultative
strategies.
Successfully utilized SPIN sales techniques and designed aggressive
sales strategy to sell an office furniture supply distributor located
in Brea, on switching their international business to UPS, resulting in
over $50,000 in new revenue.
Sell and manage over 85 accounts in Huntington Beach and Fountain Valley.
Daily activities included establishing and maintaining relationships with
high-level decision-makers within the customer organization. Utilize
product and portfolio knowledge along with SPIN sales techniques to obtain
new revenue and maintain current business for UPS. Accomplishments
included:
Obtained over $300,000 in new revenue from fast-growing distributor
of truck engine parts and accessories. Team building, value selling,
building trust and demonstrating capability defined this sale
Negotiated two-year contract with medium-sized distributor of sports
equipment and apparel, using value selling, reliable follow-up and
partnership building to successfully secure over $350,000 annually in new
revenue. Continual relationship building also produced successful 2-
year contract renewal.
Effectively employed product knowledge with a needs determination
presentation to create a benefit proposal for a start up company
located in Santa Ana. Gained over $100,000 in new annual revenue and a
long-standing partnership with UPS that is ongoing to this day and
currently resulting in over $900,000 in annual revenue.
3-month special assignment to corporate headquarters to work with 40-person
team in re-structuring services, rates and operations for UPS Canada
operation.
AWARDS
Recipient of the first "Take A Bite Out of the Competition" award
Member of UPS "Silver Eagle Club"
K.O.R.E Gold Medal Winner
EDUCATION and CERTIFICATIONS
Bachelor of Arts Degree - Journalism/Psychology
UNIVERSITY OF KENTUCKY
Certificate - Dale Carnegie Course
DALE CARNEGIE & ASSOCIATES
Certificate - Situational Sales Negotiation Workshop
BAYGROUP INTERNATIONAL
Certificate - Situational Sales Negotiation II
Negotiating Value
BAYGROUP INTERNATIONAL
Certificate - Supply Chain Management
GEORGIA STATE UNIVERSITY
MILITARY SERVICE
United States Air Force - Honorable discharge - Sgt/E-4
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