Sales Manager

TIMOTHY J. KERNTZ

***** ***** **** *****

Hibbing, MN 55746

Cell # 218-***-****

Email: *******@*****.***

BACKGROUND SUMMARY

An organized, resourceful, hard-working professional with more than 18

years of labor relations, human resources, and commercial sales experience

in an industrial setting. Demonstrated track record of performance:

Grievance Resolution 1st Chair Contract

Negotiations

Arbitration Proceedings Arbitration Brief Writing

Mediation Strategic Planning

PROFESSIONAL EXPERIENCE

CLIFFS NATURAL RESOURCES, Cleveland, OH 2006 to Present

A Global Mining Company

Labor Relations Manager, United Taconite, Forbes, MN

. Interpret and administer the collective bargaining agreements with

respect to grievances, wages and salaries, employee welfare, health

care, pensions, union and management practices, and other contractual

stipulations.

. Provide day-to-day guidance to all levels of management to ensure the

correct application of labor agreements. .

. Prepare written responses to claims and grievances.

. Lead and coordinate labor management committee meetings.

. Write submissions and present cases for arbitration.

. Recommend the appropriate discipline for violations of company rules

and policies.

CANADIAN NATIONAL RAILWAY, Chicago, IL 2001 to 2006

A North American Transportation Company

Labor Relations Manager, U.S. Region, Chicago, IL

. Negotiate, interpret, and administer collective bargaining agreements

with 14 unions. Implement the company's labor relations strategy.

. Provide day-to-day guidance to all levels of management to ensure the

correct application of labor agreements.

. Lead spokesperson for contract negotiations.

. Prepare written responses to claims and grievances.

. Lead and coordinate labor management committee meetings.

. Develop workforce-planning models to ensure proper hiring needs.

. Write submissions and present cases for arbitration.

. Represent the company at mediation proceedings.

. Recommend the appropriate discipline for violations of company rules

and policies.

. Interact with Human Resources and Legal Departments in the development

of new policies and the handling of sensitive issues.

CSX CORPORATION, Jacksonville, FL 2000 to 2001

A Fortune 500 Transportation Company

National Account Manager, CSX Transportation, Cleveland, OH

. Provide sales coverage for the rail transportation market.

Responsible for 4 national accounts resulting in $75 million in

revenue per year.

. Maintain and generate innovative transportation products that provide

the customer and CSX with the greatest overall value.

. Execute sales strategies to increase volume, market share, and margin

gains, while working with marketing and pricing teams.

. Provide rate quotes. Negotiate and manage medium and large

transportation projects.

. Complete weekly revenue and activity reports for senior management.

. Develop, nurture, and maintain executive level relationships to

increase market penetration and revenue.

CARGILL, INC., Minneapolis, MN 1994 to 2000

Commodity Producer/Processor of Agricultural and Industrial Products.

District Sales Representative, North Star Steel Division, Edina, MN

. Accountable for territory sales in excess of $60 million selling a

wide range of steel products to new and established customers.

Provide daily customer service and value added programs to customers

resulting in bottom line profitability. Responsible for sales in 7

states and 4 provinces promoting special bar and merchant bar quality

grades.

. Develop strategies and techniques to promote sales for territory while

selling from 4 production facilities in the U.S.

. Analyze market conditions and forecast monthly/quarterly/annual sales

to meet company budgets and requirements.

. Maintain and update territory records including customer profiles,

phone logs, correspondence, and credit information.

. Create written pricing for all customers.

. Work closely with inside sales representatives to insure customer

service satisfaction.

. Develop a territory monthly report for sales management communicating

market and customer information.

ACCOMPLISHMENTS

. Successfully negotiated health and welfare cost sharing agreements

with 12 bargaining units.

. Completed NRLC Investigations and Labor Relations Training.

. Successfully negotiated and implemented new collective bargaining

agreements with non-unionized employee groups.

EDUCATION

Bachelor of Arts in Business Management

Minor in Marketing

College of St. Scholastica, Duluth, Minnesota, 1993

Masters in Business Management

College of St. Scholastica, Duluth, Minnesota -Present

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