Sales Manager

Lisa M. Riley

**** ***** ***** ***** ************, GA 30135 • Phone: 678-***-**** • E-mail:abm0uu@r.postjobfree.com

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SALES & E PROCUREMENT MANAGER

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Self starter with a high level of personal motivation and energy. Effective at building and strengthening

customer and supplier relationships. Successful working within a multi-functional organization. Global

mindset with a cultural sensitivity to change.

AREAS OF EXPERTISE

Sales Manager Contract Law

Business Development Contract Negotiations

Purchasing Project Management Product Marketing Management

E Procurement Pricing

Professional Selling and Negotiations Sales and Marketing Forecasting

Face to Face Sales Calls Field Sales Experience, 4+ years

PROFESSIONAL EXPERIENCE

Business Sales Manager Industrial Products, Marketing & Sales

Union Pacific Railroad

August 2006-Present

Primary customer interface for $75 MM in revenue. Customer base comprised of paper, steel, lumber, and

aluminum product producers in the Southeast Region. Territory consists of Alabama, Georgia, Florida, and

Louisiana. Effectively implemented strategies within account base to ensure customer requirements are

understood, developed, and responded to in a timely manner. Customer satisfaction results averaged 95% in

2007.

• Field Sales Manager –Building and Growing Existing Business

• Build Relationships with customers

• Business Development Management

• Located new business totaling $4MM annually in 2009

• Work with Senior Management of customer accounts

• Negotiate win/win rail and facility infrastructure agreements that includes capital expansion

• Effectively translated customer requirements into strategic plans

• Implemented problem solving and corrective action for shipments with service errors

• Effectively quarterbacked issues for customers in a timely manner

• Provide market intelligence gained from customer interaction and industry resources to

Senior Management for quarterly business reviews and forecasting.

• Formulate market based pricing taking into consideration costs, asset maximization, and

competitive market factors.

• Effectively manage expense budget

Product Manager Industrial Products, Marketing & Sales

Union Pacific Railroad

Jan 2005-June 2006

Primary contact for customers in growing market of ethanol in 2005. The revenue base totaled $58MM in

annual revenue Developed competitive rates with market knowledge and customer interaction. Effectively

negotiated contracts and worked as a project manager for rail infrastructure project for ethanol customers.

• Quarterback for customer’s needs by working closely with Billing Service, Operations, Car

Management, and the Demurrage Team.

• Negotiate win/win facility infrastructure agreements

• Presented information to Senior Management to assist forecasting

• Customer face to face monthly sales calls

E Procurement Manager, Supply Department

Union Pacific Railroad

June 2001-Dec 2004

Evaluate costs, benefits, and risks of outsourcing customer support services. Procured services required by

internal customers, ensuring continuity of supply and cost effective solutions with achieve quality, safety, and

delivery requirements. Valuing supplier diversity, I developed a process to ensure solicited vendors included

MBE and WBE.

• Great Lakes Minority Supplier, Buyer of the year in 2004

• Drive inclusion of diverse suppliers in strategic sourcing activities

• Actively participate in the Chamber of Commerce to network with MBE & MWBE

suppliers/vendors

• Performed quantitative and qualitative analysis of supplier bids, specifications, and contracts

Ensured MBE & WBE businesses were solicited for service

• Union Pacific Railroad Minority Business Liason

• Negotiated 184 auto and intermodal service contracts totaling $10.3MM in spend

• Exceeded department cost savings/avoidance goals by contract negotiations resulting in a <1%

increase in spend year over year.

• Conducted bid meetings in California and Illinois.

• Developed process improvement initiative to consolidate staffing contracts. Total savings to UP

$200K annually.

• Developed RFP for solicitation. Led and coordinated cross-functional teams to develop and execute

strategies

• Presented contract strategies for senior management for approval

• Created purchasing strategies for weekly and quarterly meetings with Senior Management

• Used Contract Administration System for bid solicitation

EDUCATION AND PROFESSIONAL DEVELOPMENT

• Master of Business Administration, University of Phoenix, Graduating June 2010

• Bachelor of Science in Finance, Tuskegee University, May 2002, GPA 3.0

• South East Rail Association (SEARS)-Audio Visual Director

• Great Lakes Minority Supplier-Buyer of the Year 2004

• Professional Selling Skills, Achieve Global

• Professional Sales Negotiations, Achieve Global

• Persuasive Presentation for Advanced Professionals, Achieve Global

• Marketing & Sales Recruiter at several Universities

• Clay Shippers Association Member

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