Sales Manager
Resume:
JOHN C. CALANDRA
Moon Township, PA 15108
Email: abnbsj@r.postjobfree.com
OBJECTIVE
Business Development Manager responsible for capturing market share, lead
generation, client presentations, completion of RFP/RFQ's, awarding of new
business, and account management.
SUMMARY OF QUALIFICATIONS
Dynamic, results oriented, professional specializing in
logistics/transportation management. Proven track record in developing
broad-based strategies, metrics, and operational goals that achieve
breakthrough results. Demonstrated leadership in directing cross-functional
teams to the highest levels of productivity performance. Offers robust
executive management skills, innovative thinker, persuasive communicator,
and effective motivator. Trained, experienced, and adept with the special
leadership skills particularly applicable to a richly diverse workforce.
Areas of expertise:
( Strategic, Tactical, Operations, and Planning for manufacturing
or distribution facilities;
( Selecting, negotiating, and approving consolidated carriers,
working closely with the sourcing and supply chain organization;
( Managing corporate carrier contracts including performance
measurement, productivity analysis, and corrective action planning;
( Building improved processes focused on speed and cost savings;
( Selecting and utilizing potential outsourcing partners to drive
improved delivery and efficiency in inbound/outbound shipments;
( Excellent organizational and software abilities utilized in
forecasting and coordinating critical needs.
( Integrating customer needs and core business strengths with
best-in-class supply base capabilities, resulting in bottom-line
profitability improvements; consistently exceeds significant cost
containment and reduction goals.
EMPLOYMENT HISTORY
John Calandra
Sept 2007- Present
Consultant
. Review and advise cost cutting measurers to client freight budget.
. Consult to Asian and Latin American based textile companies. Providing
guidelines for addressing transportation, Customs and warehousing
issues.
. Residential building general contractor.
PANALPINA, Columbus, OH
Jan 2007- July 2007
Account Manager
. Successfully reintroduced Panalpina to Central Ohio after a 4-year
absence; driving pipeline sales opportunities to over $3-million in
the first half of 2007.
( Cultivated and grew business with Industrial Accounts in the region
with complete responsibility for the sales cycle process including lead
generation, qualification, data collection, pricing, proposal
preparation and presentation(s), and SOP implementation planning.
EXEL GLOBAL LOGISTICS, Columbus, OH
2002-2006
Business Development, Global Logistics Manager
. Nationally a top revenue generator. Continually lowered cost, improved
service offerings and margin.
( Service offerings included: 3-PL / Freight
forwarding/distribution package: including, air, sea, domestic truck,
import brokerage, RFI, IT solutions and warehousing.
- Union Tool Asia: Provided over $1mm revenue
- Henkel Corporation, A top 25 Exel account. Within 6
months, generating freight revenues in excess of $1mm.
- Impulse Wear, Start up apparel import
business, generating revenues over $750,000 annually.
- Atrium Apparel, Representing $250,000 in annual brokerage
Margin.
- Boehringer/Ingelheim Chemicals, a top 25 DHL.
First year Revenue exceeding $5mm.
UNISTAR AIR CARGO, a div of United Parcel Service (UPS), Wood Dale, IL
1999-
2002
District Sales Manager-Chicago
. Creative selling turned Milwaukee branch office from negative revenue
to positive within one year.
. UPS project leader for all promotional items destined to Australian
Olympics, requiring global coordination and consolidations.
( Managed six direct reports. Provided necessary input for the start-
up of the Unistar's Sea Freight product (NVOCC), both less than
container (LCL) and full container (FCL).
> Enhanced Unistar's client supply chain solutions, resulting in large
capitalization opportunities.
UNISTAR AIR CARGO (cont)
( Provided sales training tools and assistance to reps, resulting
in more wins for the company.
( Enhanced transportation service offerings for major
international clients:
- Briggs and Stratton: Considerably increased revenues
and eliminated clients annual freight RFP
- Thompson Consumer: Dramatically increased peak and Non-
peak Asia airlift volume and revenues.
LOGISTICS PERSONNEL CORP., Oakbrook, IL
1998-1999
Regional Manager
( Managed and developed new customers while maintaining existing
Midwest clients for the Driver Leasing program.
( Provided effective Supply Chain guidance to various
corporations:
> Developed a clear vision for Supply Chain department, aligned with
their company vision and strategies.
> Developed staffing strategies with the skills required to be
successful.
- Isuzu/Subaru: Set up a sub manufacturing facility
for this major automotive manufacturer.
KINTETSU INTERMODAL (USA), INC., Wood Dale, IL
1997-1998
Sales Manager
. Increased Sea Freight revenue/margins. Trained/Assisted reps and
Branch Managers to utilize complete sea freight product, building sales
strategies within the Midwest market.
( Developed the full container (NVOCC) and LCL Global Sea freight
products.
( Cross-trained employees to sell Kintetsu Sea freight products,
developing wrap-around solutions for clients.
( Managed FMC (Federal Maritime) Compliance.
( Participated in Global Trade Associations, presenting:
Global Transportation, Trade Finance, and NAFTA topics.
NIPPON EXPRESS USA, INC., Wood Dale
1989-1997
National Marketing & Sales
. Highest revenue generator for the Midwest sales team, more than $2mm
annually.
( Served as Midwest team coordinator, responsible for the
competitive price points within the Nippon Sea freight Contracts
(NVOCC); implemented corporate sea freight procedures.
- Pioneer Electric: Developed sea/freight product
wrapped around an "in bond" warehouse operation.
- Mitsubishi Electric: Developed air, LCL/FCL import
programs, leading to over 40 containers/month of import cargo.
- Motor Werks: Developed program to export antique vehicles and boats to
Japan.
- Yamazen Corp: Air/Sea export program from USA and Canada destined to
major Home Improvement stores in Japan.
- MC Consulting: developed an export program for Consumer goods and KD
summer homes for the south of Japan.
MARSHALL INTL/TRIDENT ENTERPRISES, Skokie, IL
1976-1989
Account Controller/Director of OEM Product Sales/Assistant to VP
Marketing
( Responsible for driving all sales, as well as monitoring global
conditions, identifying and developing new products and market
opportunities, and initiating all marketing and sales plans for the
sales force.
( Directed the global purchasing for Whirlpool/GE Venezuela Appliance
Division, $6 million annually.
( Responsible for 25% of the corporation's annual
revenue/margin.
( Managed the supply chain/distribution for Whirlpool/GE
from multiple warehouses in Florida in collaboration with management
of the Global Transportation Product (air/sea).
( Led the OEM and Warranty replacement program for the HVAC
division.
( Managed International Furniture/Carpet division, including
new product development and manufacturing with primary distribution to
Asia and Middle East markets. Annual sales over $ 3MM.
( Sourced specialized industrial products, i.e.,
production/maintenance (MRP).
( Purchased & relocated appliance manufacturing factories to Latin
American markets (Venezuela, Ecuador, and Columbia).
EDUCATION
Bachelor of Science in Business Administration - Elmhurst College,
Elmhurst, IL
ASSOCIATIONS
( Past Membership: Board Member-Columbus Air Cargo Association;
Harper College International Advisory Committee; air-Surface Cargo Security
and Productivity Forum; University of Toledo, Acquisition and Logistics
Business Panel.
. Sales training: Professional selling Skills I & II, Fed-X APPCOM,
Spin Selling(UPS), Major Account Selling, Skill Path Communications.
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