Sales Customer Service

STEVE KLEIMAN

*** ***** **** ****** ***. • Fort Thomas, Ky. 41075 • 859-***-**** • ********@****.***

CAREER OBJECTIVE

Accomplished 20+ year sales professional with field, international and national account experience

managing annual revenues of $10-25 million. Proven track record of transactional and consultative selling

success in goal attainment, major account wins, volume generation, territory expansion, and business

development. Transferable skill set in consultation, negotiation, solution selling, collaboration, business

reviews and building customer relationships. Seeking challenging business opportunity in field territory or

major account management, corporate sales or sales team management.

SUMMARY OF QUALIFICATIONS:

REVENUE GENERATION/GROWTH

• Accountable for managing annual revenues of $25 million from various GE businesses and

along with sales team contributed to growing GE account from $50 million to $150 million.

• Won incremental business from GE affiliate consumer electronics partner of $6.5 million in

international revenue over 18 month period, $2 million in association with their roll-out of a new

dish TV product to major retailers that represented over 200,000 units and supported customers

market expansion and new product introduction, and additional $2 million annually away from

primary competitor when FedEx initiated ground service.

• Generated total international revenue of $650,000 on a key FedEx medical account by providing

integrated solution of global transportation network, capacity and expedited transit time.

• Expanded Lexington, Ky. territory volume for FedEx station by 50% over 3 and year period by

increased market penetration and multiple major account wins.

CONTRACT NEGOTIATION

• Negotiated contracts for 2 key Multi-National Accounts for 3 years with expected revenues

totaling approximately $25 million over term of agreements.

• Secured agreement which generated annual revenues of $6 million from GE Appliances

business segment by overcoming long-term relationship they had with primary competitor, this

garnered incremental shipments of 5000 per day.

ACHIEVEMENTS / AWARDS

• Promoted to National Account Sales on newly formed sales pursuit team for coverage of GE

account (Top 3 customer for FedEx) to drive increased penetration of this strategic customer.

• Promoted from International Sales Specialist role in Cincinnati to own field sales territory

covering Lexington, Ky. and surrounding markets.

• Significantly grew volume into and out of Central, Ky. area which resulted in creation of new

FedEx satellite station in Harrodsburg, Ky. Primary end result was new FedEx zip code routing

for all inbound shipments into this area to provide earlier arrival times.

• High sales tier achievement winner of FedEx Ambassador Club trip.

• Won “$1 million Dollar Club” trip for bringing in new revenues of $1 million dollars within

6-month period.

PROFESSIONAL SKILLS

• Played key “Quarterback” role in national account position, managing and generating support

from internal co-workers within multiple departments to resolve operational issues, IT

specifications, billing, pricing and customer service needs in effort to exceed customer

expectations

• Utilize consultative, value added application/solution sales approach with clients extremely

effectively

• Exhibit relationship building amongst various customer decision making levels – Executive, C-

level, Transportation, Distribution, Operations, Marketing, Sourcing, Logistics, Supply Chain,

Contract Administration, Quality Control and Customer Service

• Contract negotiation, presentation skills and public speaking

• Supply Chain knowledge including transportation management, warehousing, order fulfillment,

critical inventory stocking, shipment visibility and reverse logistics

• Microsoft Office proficient

EMPLOYMENT HISTORY

FedEx

Account Manager (2006-2009)

• Executed overall account strategy and direction for 3 large Multi-National corporations with

combined annual revenues totaling $10 million.

• Won 3 year contracts from two clients in 2008 that will generate annual combined revenues of

$25 million.

FedEx

Sales Executive (1994-2006)

• Pivotal leader in strategic partnership with the GE account, managing several key GE

business units. Helped grow the GE account from $50 million in annual sales in

1994 to approximately $150 million by 2006 with personal divisions generating about

$25 million in 2006.

• Won $6 million in annual revenues from GE Appliances segment away from main competitor.

• Principal Manager of key account, Kroger, which produced $3 million in annual revenue.

FedEx

Field Sales/International Account Executive (1989-1994)

• Actively targeted new business in hunter role from local field accounts in Cincinnati, Ohio, and

Lexington, Kentucky markets, aggressively selling clients and prospects document, small

package express, air freight and international services.

• Grew territory revenues and volumes significantly that justified expansion by FedEx of another

facility in central Kentucky to service customer growth and improve delivery service performance.

• Success in international revenue growth led to promotion into own sales territory covering

Lexington, Ky. market and ultimate promotion to sales team managing top 3 customer GE.

EDUCATION/TRAINING

University of Cincinnati

BBA – Marketing & Management

Strategic Negotiations

Power Presentations

Customer Centered Selling

Xerox Professional Selling Skills

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