Sales Manager

Mary L Fratamico

E-mail *******@*****.***

Objective

*BUSINESS DEVELOPMENT/SALES/OPERATIONS*

Vision-Strategy-Results

Business Development and Operations Specialist with a proven track record

of seeking, finding, closing new business and creating new revenue streams.

Areas of Expertise

Business Development/ Sales/ Operations/ Strategic Planning/ Market

Analysis/ Account Management/ Retention/ Start Ups/ Small and Midsize

Businesses

Professional experience

Aces Global Transport

9/2010

to present

Truck Brokerage/ Non Asset Based

*Sales/Operations*

- Two person start up, company established in 2010 providing on call

service 24/7.

- One million in revenue in the 1st year.

- Responsible for all aspects of white glove, high security and

expedited moves as well as FCL, FTL, LTL, LCL, Flat Beds, Warehousing and

Cross Docking nationwide.

- Developed network of dedicated truckers locally and nationwide.

- Secured, built up and retained new business to produce a steady

revenue stream outside of hot shot business.

- Defined, designed and implemented business mode.

- Billing, Collections, Hiring, Due Diligence.

Chi Cargo, Elk Grove Village, Il 11/2008-

9/2010

Intermodal Trucking and Warehousing

*Sales*

- Sales and maintenance of new and existing accounts for drayage, LTL,

Brokerage and warehouse services.

- Successful in implementing brokered dray moves outside of the Chicago

terminals. The latest secured a $5000.00 profit for 11 containers

delivered over a 2 day period.

- Establish and negotiate rates with new truckers. Target 40% profit

per drayage move. Previous averages had been lower and recent moves are

hitting target.

- Requested to help with collections after securing a $23,000.00 payment

for steam ship line demurrage and Chi Cargo storage for two containers

prior to issuance of invoices.

- Successfully negotiated payment terms for delinquent accounts.

CTS, (formerly Midwest Intermodal), Addison, IL 4/2008- 10/2008

Intermodal Drayage Company and an agent for AFT/ARL Network

*Sales Manager*

Hand picked to join in the creation of a new company.

- Sales producer of all new business. Targeted buying patterns

utilizing reports and cold calling those industries. Called on

previous Midwest customers and secured immediate new business. Obstacles

were in dealing with the unexpected closing of Midwest. Persuaded

customers to work with CTS. Objections were overcome largely because I

had secured these relationships previously.

- Exceeded all expectations for 1st month sales. Profitable 1st month

and more than doubled sales by the 4th month by applying strategies

mastered that identified and secured a customer base to maintain an income

flow for current market conditions.

- Facilitated with operations to maintain, secure and deliver high

levels of service to our customers. A challenge here was to have the

trucks comply with customer requirements on delivery. My strong

relationships with the customers satisfied these issues as I engaged them

in the process to satisfaction.

- Challenged operations in regards to ramping up the trucks to

accommodate new business. Obstacles here required a delicate balance of

having enough trucks to handle the new business. The solution was to

broker out the loads until we could obtain additional owner operators. This

was successful, as we did not have to turn down any business, the customer

was taken care of, and secured future business.

Quickly established a new service offering, an LTL brokerage

program. Increase in revenue was immediate and substantial. Created

additional revenue streams utilizing nationwide corporate terminals as well

as securing revenue on backhauls. This also created more revenue to the

truck.

- Partnered with, negotiated and resolved issues in CTS favor on client

establishment and credit issues. Also monitored client receivables and

acquired payment if necessary. This was above and beyond our in house

AR person.

- Due to our professionalism and raising the bar, we have become a model

office for corporate.

Midwest Intermodal Services, Inc., Arlington Heights, IL 7/2007-2/2008

Intermodal Drayage Company

*National Sales Manager*

- Successfully brought this company to a million dollar month in August

of 2007. Pursuing latent accounts utilizing sales reports to recapture

lost business as well as the pursuit of new business. Strategically

identified and addressed trends to maintain and secure business during

off-season. Targets were acquired by research of the markets,

commodities and companies

- Promoted to the National Sales Consultant after three months. Oversaw

the sales and point of contact for seven national terminals. Monitor P

& L and transaction reports for each terminal.

- Created expansive contact list utilizing Outlook.

- Consistently exceeded expectations by establishing a constant flow of

new customers, working the terminals that were in busy flow to capture

opportunities as the moment presented, pulling new business from national

customers to utilize our different areas and capturing the local markets.

Temporary Positions- Interim (Working World/TZA) 10/2006-7/2007

On Site Inc. Willowbrook IL

10/2005-5/2006

(Start up by previous IL Paper Co employees-unsuccessful) Service provider

folded shortly after opening.

*Business Development*

Hp Authorized Service Provider for service and supplies of laser printers

and fax machines.

-Invited to join a start up company created by previous employees of IL

Paper.

- Prospected and created expansive contact list utilizing Outlook.

- New accounts increased by 30 % by pursuing obtainable business, cold

calling from lists generated from the Internet. Previous non-compete

agreement severely limited potential clientele.

- Negotiated with vendors for better pricing to increase the profit

margins and also to expand credit.

- Obstacles included obtaining credit, pricing and delivery among others.

Most were addressed and overcome. Ultimately, the target changed for

service and not supplies as originally anticipated and the business plan

had to be adjusted.

Il Paper Company, Bolingbrook, IL

8/2003-10/2005

Paper and printer supply company.

*Account Manager*

- Produced impressive list of 150 new accounts by cold calling 70-90 new

prospects daily.

- Successfully and strategically worked an extensive territory

establishing relationships, identifying decision makers, requesting

referrals and evaluating buying habits. This increased revenue by 30%.

- Pursued and obtained the largest single order ever obtained by this

company. Obstacles involved having to turn over prospects when I

acquired a territory to manage. Persisted doggedly with the managers

and owner to continue pursuit of this account. It was finally handed back

to me. The order was obtained. The time involved from start to end was

one year of going after this account.

- Acknowledged and respected for having great cold calling skills and

work ethic.

Jerry Elsner Company, Bronx, NY

1/2002-4/2003

Distributor of giftware and novelties

*Outside Sales Representative*

- Proactively and successfully worked a multi state territory, IA, IL

and IN.

- Diligently expanded account base by 25% by cold calling around

appointments. Ten to fifteen cold calls a day. The company kept

increasing my area to accommodate my cold calling. Securing a constant

flow of new accounts was key to maintaining and exceeding quota for this

product.

- Secured repeat orders easily by establishing relationships and setting

new appointments three months in advance.

- Consistently stayed in the top 5 of my sales group.

Education

College of Du Page, Glen Ellyn, IL

A.A. Accounting

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