BRIAN STECKEL

Gibsonia, (Pittsburgh) PA ***** ac0akc@r.postjobfree.com 412-***-****

EXPERIENCED SENIOR SALES EXECUTIVE

LOGISTICS / BUSINESS DEVELOPMENT / SOLUTIONS

Summary

Experienced Sales & Marketing Leadership - results driven experience in regional sales for global ocean transport provider, global freight forwarding and i provider, domestic warehouse and transportation provider delivering new business opportunities that result in long term strategic alliances.

Proven success in contract negotiations with service providers across the entire supply chain resulting in improved gross profit margins within various lines of business.

Developed long term working relationships with major accounts, major manufacturing accounts including mid-sized and small scale shippers required to build a diverse portfolio of clients.

Developed extensive network of senior level executives throughout the logistics industry in North America, Asia, South America and Europe creating a global network of colleagues to develop new business opportunities around the world in the areas of logistics and distribution.

Specialties

Sales & Marketing Leadership

Contract Negotiations & Development of Strategic Alliances

Ability to penetrate key markets – Pharmaceuticals, Healthcare Industries, Building Materials, Chemicals, Class 1 Explosives, and GDSM

Team Building, Performance Improvement, Account Development

Policy & Procedure Development

Public Speaking & Media Relations

Budget & Cost Management

Expert in PC applications (Windows, Word, Excel, Power Point, Email, CRM, Apple).

Ability to effectively communicate with clients, vendors, and co-workers and remaining organized while successfully completing tasks.

PROFESSIONAL EXPERIENCE

EPC Logistics – USA Headquarters – Pittsburgh, PA

July 2016 - Present

Sr. Sales Executive – USA

I was contacted by EPC – United Kingdom – EPC Group World Headquarters, to take on the challenge of being their USA sales division Senior Sales Executive. EPC Logistics specializes in the global shipping of hazardous class 1 material. My primary focus is expanding their mix of business by focusing on general merchandise commodities. My target of sales efforts is securing international air freight, ocean cargoes, domestic freight services, and brokerage throughout the USA. Represented EPC USA in Madrid, Spain for The EPC Group Worldwide corporate meetings. Attended the AUSA Army Military Conference in Washington D.C. representing EPC Logistics. Certified Hazardous Goods for ocean, air, and DOT.

DSV USA Global Logistics - USA Headquarters – Clark, NJ

April 2015 – July 2016

Sales Manager - Pittsburgh

I was based in Pittsburgh with DSV USA as the Sales Manager in Pittsburgh for the Pennsylvania territory, covering all of Pennsylvania and West Virginia. I reported to the DSV USA General Sales Manager based in the DSV USA headquarters in Clark, NJ. My responsibilities were to sell and service domestic and international transportation logistic services, including warehousing and IT solutions.

Accomplishments:

Secured client –Unique Gifts Company – Major Pittsburgh importer of giftware from the PRC to door Pittsburgh. DSV provided the FCL and LCL services along with air cargo shipments for this account.

Secured Pittsburgh Embossing – providing weekly export air cargo quotes for shipments for destinations throughout the world.

Ainsworth Pet Nutrition – Secured client to yearly contract of 150 x 40’ containers from Thailand to Meadville, PA. plus other locations along the East Coast. The contract Includes domestic trucking and and future warehousing.

Secured Bayer Healthcare – A $ 5 million a year account involving ocean and air cargo throughout the world, with major emphasis in the European market. Because of the volume and revenue, Bayer became an International House Account.

Targeted Pharmaceutical – Health Sciences accounts in Pennsylvania: Celsense, Knopp Biosciences, Tandem Life, Synergy Health, along with Douglas Labs and GNC.

Secured Twerbee Twist, Butler, PA – Asian import account with estimated ocean volumes of 125 x 40’s per year. Tried to secure their brokerage business but was outbid by current broker – Schenkers.

Pittsburgh Corning – Proposal pending on export ocean business of 125 x 40’s per year of Foam Glass Insulation from Port Allegheny, PA and Sedalia, Kansas to the PRC and Southeast Asia destinations.

Cargo Partner Network Logistics - Pennsylvania

May 2011 – March 2015

Business Development Manager – Pittsburgh

I was based in Pittsburgh with Cargo Partner Network Logistics as the Business Development Manager for the Pennsylvania – Ohio territory, covering Pennsylvania and West Virginia. I reported to the Cargo Partner Sales Director based near JFK Airport, New York. My responsibilities were to sell and service domestic and international transportation logistic services, to all available companies in Western Pennsylvania. My contacts consisted of all levels of decision makers – from vice presidents to managers to warehouse clerks.

Accomplishments:

Secured client –The Nelson Company – the world’s largest supplier of plastic pallets to the top manufacturers in the US. I currently handle their import ocean cargoes from Europe and Asia. I also service them for their imports and exports between Canada and The USA. As part of my involvement with them, I also work with them on their domestic truck load shipments throughout the country

Secured Amber Products - daily outbound LTL shipments. Was in the process of bidding on their Asia to Pittsburgh ocean freight business.

Secured Pittsburgh Embossing – weekly LTL shipments, weekly international air cargo export shipments throughout the world.

GLOBE EXPRESS SERVICES - North East Territory based in Pittsburgh, PA

An international and domestic supply chain management logistics firm

January 2007 – May 2011

Regional Sales Manager – North East Territory

Recruited to launch a sales expansion of Globe Express Services, a Charlotte based privately owned supply chain management logistics firm. I sold and serviced direct ocean importers and exporters in the USA Northeast Region (Pennsylvania, Ohio, New Jersey, New York, and the New England states).

Accomplishments:

I secured client – World Imports, Philadelphia, Pa. They were a major importer from Asia with estimated volume of 30 containers a month.

I secured Leeds Corporation - Pittsburgh. They import leather promotional items for businesses. I was able to secure their 100 containers a month import business from Asia. This involved performing the transportation and brokerage services for Leeds. I was able to secure this business because I uncovered a special need for Leeds. Their Import Manager had one of his assistants doing daily tracking reports on their imports. I sold him our service that we would send his assistant early morning emails with all the information he required on tracking - even presenting it to him in his format. I told him this would save his assistant at least 3 hours of work which he could utilize her fir more important duties - and to top it all - there is no fee for this service. Being creative was the key with this account.

Levin Furniture - Pittsburgh. A furniture importer from Asia who had about 50 containers a month via Globe Express Services.

PPG Industries. I was able to secure a portion of PPG's export cargoes to Asia They were averaging about 20 containers a month as well as air freight samples.

Implemented a successful sales strategy for New York, New Jersey, Pennsylvania, Ohio, and New England states, to expand the sales coverage for Globe Express Services

Increased sales revenue in the territory by 125% in 2008

Ranked 1 out of 8 in sales revenue growth in 2008 YTD

Ranked 1 out of 8 in securing target accounts in 2008 YTD

Consistently secured over 5 new accounts per month

Initiated a commodity target sales program which was later implemented by Globe Express Services within all their sales territories

CSAV – ATG (American Transportation Group) - Iselin, NJ / Gibsonia, PA 15044

An ocean carrier providing global international ocean cargo services

September 1999 – December 2006

Regional Account Manager

I was recruited by CSAV – in Pittsburgh, to sell and serviced international logistic ocean freight services to major global clients based in the Ohio Valley – Midwest region of the USA.

Accomplishments:

I was the lumber commodity expert for CSAV Lines. I was able to secure most of the lumber shipping accounts for the line. The lumber accounts I signed to contracts for CSAV were: American Lumber, Champion Lumber, Buehler Lumber, Matson Lumber, Snavely Forrest Products and Baillie Lumber Company. The top 3 exporters were American Lumber, Baillie Lumber and Matson Lumber. American averaged at least 50 containers exported a week to Asia and 20 containers a week to Europe. Baillie Lumber had about 30 containers a week to Asia and 20 containers a week to Europe. Matson Lumber was averaging 25 containers a week to Asia and about 30 containers a week to Spain and Italy. I was able to secure these accounts by constant customer contact, good negotiating skills, knowledge of our operations, and by building strong business relationships.

Secured the Owens Corning logistics business for CSAV. This account started out as a South American contract. We were handling all their export and import ocean shipments from Brazil, Chile, Peru, and Argentina. The contract was a yearly contract and had a volume for 500 containers. I was able to grow this account into a global account which included servicing Asia, Europe, and Africa. That contract was for 750 containers a year. These were negotiated with Owens corporate office in Toledo, OH. I worked closely with our worldwide corporate office in Chile - acquiring competitive rates with projected and protected space on our vessels.

Negotiated contract for Keystone Marketing in Chambersburg, PA. This account was CSAV's second largest import food commodity behind coffee. I negotiated this fresh onion business for 500 containers a year from Peru to USEC, USGC, USWC and a few door destinations for fresh Sweet Spanish Onions.

Negotiated the contract for Rich Dairy Products for CSAV. We handled the export moves for Rich's South American products, especially to Brazil. This contract was for 250 containers a year. I was able to include additional destinations to Europe which increases our total volume and revenue.

Increased import sales revenue at least 10% in my territory each year through account development and account expansion

Was the Hardwood Lumber Commodity Export Sales Specialist – overseeing the sales efforts for this key export business for CSAV

Increased hardwood lumber export sales revenue totals by 25% in 2005

Achieved 115% of import sales revenue quota in 2005 and105% of export sales revenue quota in 2005

OOCL (USA) Inc – Pittsburgh, PA

An international major ocean carrier providing global logistic services

May 1990 – August 1999

Account Executive

I was recruited by OOCL to expand their Ohio Valley – Western Pennsylvania ocean cargo business. I was responsible for their transpacific ocean cargo sales to direct importers and exporters as well as IFF’s and NVOCC’s n Western Pennsylvania and Eastern Ohio. I was also responsible for the customer service efforts and P/L for the Pittsburgh District office.

Accomplishments:

Secured and grew the Koppers Corporation account for their ocean cargo to Taiwan. Securing this business involved negotiating contracts for rates and services for 6 months durations for a minimum of 500 containers. This became the top account for the Central Region for OOCL. I was able to continue to grow this account by including new destinations in each new contract - to Europe and Asia - throughout my years with OOCL

Secured the Alcoa account for OOCL. This involved being their primary contact and their primary carrier for their export moves to Asia (Taiwan, Thailand, and the Philippines.) I was also awarded as their secondary carrier for their European cargoes. The reason I wasn't able to secure 100% of their European cargo was because OOCL lacked the quantity of containers needed on a weekly basis to move all their ocean freight business.

Other major accounts I was able to secure for OOCL were: PPG Industries, Bayer, and Elkem Metals.

Increased district revenue totals from $ 500,000 to $ 3.1 million per year over six years

Improved operational costs by 50% by negotiating better contracts from local service vendors

Consistently secure over 25 new accounts per year

Ranked in the top 3 of 12 account executives in the mid-west region in 1991 through 1996

Federal Express / Flying Tigers Airline – Pittsburgh, PA

Airline cargo carrier

May 1982 - May 1990

International Sales Specialist / Sr. Account Executive – National Accounts

Was hired by Flying Tigers Airlines in 1982 when they expanded their local Pittsburgh sales office. Sold and serviced domestic and international air cargo in Western Pennsylvania and West Virginia. Federal Express retained me after they purchased Flying Tigers in 1988 and was promoted to the International Sales Specialist of the Federal Express Pittsburgh office located at the Pittsburgh airport.

Accomplishments:

Secured Giltspur International Exhibitors for Flying Tigers. This new business involved me doing rate quoting and knowledge of air cargo operation. A major air cargo shipment secured was a complete hotel lobby for a hotel in Riyadh, Saudi Arabia. This air cargo move consisted of having to utilize two ten foot containers door to door on our all cargo airline. I had to make all the intermodal arrangements from ensuring the containers arrived in Pittsburgh from JFK to arranging the ground transportation from Jeddah to Riyadh and back. This move was written up for the internal Flying Tigers Magazine as a success story on how Tigers could perform a special air cargo move.

Another success at Flying Tigers was my relationship and therefore the volume of shipments from the Westinghouse Corporation. During my time with Flying a Tigers, I was moving an average of 25,000 lbs of air cargo a week from the Westinghouse Beta facility in Pittsburgh. These moves were done in LD3, A's, and palletized freight on a daily basis. Their main destination was to San Juan, P.R.

Secured the account - Contraves Goertz of Pittsburgh – for Flying Tigers. This involved working on chartering full aircraft for global moves. This also involved me working with their engineers to make sure their equipment was to be disassembled and then crated to fit the dimension of our 747-200 all cargo aircraft.

Promoted to National Accounts Sales for Pittsburgh with Flying Tigers in 1987

Achieved sales revenue quotas every year with Flying Tigers and Federal Express.

Implemented a sales training program to assist local Federal Express sales people to become familiar with the Flying Tigers international markets and services

Awarded a FedEx “Bravo Zulu” award for Quality Assurance Performance.

Ranked 11 nationwide in international sales revenue for Federal Express in 1989

EDUCATION and ADVANCED TRAINING

Duquesne University – Pittsburgh, PA. Bachelor of Arts, Political Science / Business Administration

Political Science Debate Team - Dukes Court - Delta Chi Fraternity

Sales training: IBM Computer Training, Catapult Microsoft Windows Training, Huthwaite, Inc –“SPIN” Selling, Xerox Professional Selling Skills, Learning International Selling Quality Service Process, Account Development Strategies, Strategies for Successful Presentations, Interpersonal Management Skills and Review, Tom Hopkins, and Miller Heilman Training. CRM trained. Certified Hazardous Goods trained in 2016.

ADDITIONAL

Elected and current Judge of Elections in Hampton Township - Pennsylvania

President of Hampton High School Hockey Club 2004-08

President of Butler Valley Youth Hockey Association 1999 - 2004

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