LTL Freight and Tariff Negotiations, Operations, Pricing Request

WALTER GUNTER

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

Marion, AR **364 **********@***.*** 901-***-****

linkedin.com/in/walter-gunter-8b092320

SALES EXECUTIVE

Traffic Management / Logistics

...Maintain Large Network of Industry Contacts...

Well-qualified and motivated sales and operational professional with particular expertise in driving sales revenues and maximize territory revenues, building alliances and increasing market share, building customized business transportation solutions, brokerage programs. Action-driven; demonstrated success of achieving corporate goals and to maximize territory revenue through execution of well-planned business plans, develop sales/marketing action plans sales strategies for customers. Strong understanding of sales objectives, Strong organization skills. Keeps up to date knowledge of competitor developments, shares information with Team members Expertise in LTL, refrigerated truckload, dry van truckload, expedited truckloads flatbed, air expedited, rail intermodal, brokerage and local and regional courier. Outstanding sales cycle expertise; developed both sales and operational budgets. Respected by peers for solid work ethic. Increased employee and office productivity through a team work mindset and implementation of accountability measures for employees and project management. Keen understanding of the need to build and maintain strong internal and external customers and industry networks and business contacts

Strengths:

LTL Freight and Tariff Negotiations Operations Pricing Request and Rate Negotiations

Territory Management and Growth On-Time Delivery Transportation Programs Solutions

Safeguard Information Cost Savings Vendor Discount Negotiations

Problem Solving and Analysis Strong Computer Skills Effective Business Decisions and Solutions

Customized Business Solutions Dispatch Relationships Prospecting and Networking

PROFESSIONAL BACKGROUND

Pathmark Transportation Company, Memphis TN Most Recent

Logistics Company

Dispatcher in Brokerage Department

Secured independent truck load carriers to move secured truckload business. This involved finding available equipment, setting up new truck lines, dispatching trucks, arriving trucks, closing out the loads, finalizing the paper work. This business was located at various manufacturing facilities all over the country. This process involved going to DAT and searching for trucks, making phone calls and negotiating a price with truckload carrier without losing money.

JK INTERNATIONAL, Memphis, TN 11-2016-to 3-2017

Logistics Company

Manager of Domestic Freight Services

Developed and implemented a truck load brokerage program. Secured new truck load carriers to move secured cotton business. This involved finding available equipment, dispatching trucks, closing out the loads, finalizing the paper work and paying the companies. This business had been moved on existing company trucks but we moved it off those trucks to free them up to do more intermodal business. I trained staff on dispatching trucks, closing loads, paper work and payment programs in case I was not available.

ML GROUP, Memphis, TN 10- 2014 to 6-2016

Logistics Company

Sales Manager

Developed and implemented a truck load brokerage program. Applied and got truckload brokerage license and set up all insurance and regulatory items for a non asset brokerage firm. Then started routing all inbound and outbound truckload and LTL goods for ML Group and it customers. I trained the staff on acquiring TL and LTL carriers, dispatching trucks, closing loads, paper work and payment programs. Savings from starting an in-house 3-PL and not paying an outside 3rd party paid for the staff and equipment and it still has shown an overall savings.

Operations Manager

Manage a staff of six to unload and load out 12-15 truckloads of flooring product per day for a major flooring warehouse store. When this product was received it was then sorted out to the 40 individual stores. Once the customers store had accumulated a full truckload of product it was then loaded out to that store. This operation came under budget.

Other duties included running a sort and segregate operation. Managed and supervised 40+ people. Completed payroll for staff. This was full truckloads of brake parts. It consisted of 60 different SKU's. It was unloaded and sorted and segregated. These SKU's were then re-boxed, re-skidded and shipped to the different the distribution centers of the ultimate customer. This project was completed a month ahead of schedule and came in under planned budget. Customer was recently named Supplier of the Year for the product that we supplied to their customer.

WALTER GUNTER Page 2

DYNAMEX, Memphis, TN 10-2012 to 12-2013

National Same Day Courier Company.

Purchased Transportation Manager

Daily direction of the assigned dedicated fleet accounts to ensure profitability, productivity, strong customer relations and the achievement of targeted performance standards through the effective management of owner operators and employees and the application of relevant technologies, standard operating procedures and accepted business practices. Authorizes payment of invoices related to these accounts. Yearly spend on both Agents and Independent Contractors was approximately $1.6 million. Monitored pay levels, efficiencies, and performance on a bi-weekly basis in order to ensure error-free performance. Directed recruitment and termination of Independent Contractors. TSA Qualified

SOUTHWESTERN MOTOR TRANSPORT, Memphis, TN 10-2009 to 8-2012

Regional Less-Than-Truckload (LTL) company.

Account Manager

Directed the local sales efforts to reintroduce Southwestern Motor Transport for both the Little Rock, AR and Memphis, TN markets. Challenged to maintain and expand existing accounts, as well as prospect for new business. Major accounts included: Vista Pro, Acorn International, Alliance Tire, Crestview Collection, Specialty Feed, Luvata, Shamrock Plank Flooring and Strike King Lure. Acquired new business through heavy prospecting, multi-tiered cold calling, networking, referrals, and market identification. Developed tiered pricing structures for accounts to capture and expand business. Heavily involved in the daily operations of the Memphis terminal, opened, closed and ran the daily operation of the facility on a regular basis’s.

ARMSTRONG TRANSPORTATION, Memphis, TN 7-2008 to 9-2009

Asset and Non-Asset Truckload Carrier, 20,000 sq. ft. facility; 80 employees.

Account Manager

Directed regional sales efforts for asset based truck line and non-asset brokerage division. Marketed full truck load, flat bed, intermodal, local cartage, non asset brokerage and warehouse services. Researched and developed potential national, regional and local accounts, by locality, load volume potential, type of transportation services they needed and profitability.

Grew new accounts: generating over $275,000 new company revenue in first 8 months with company.

Developed new customer base in sales territory that consisted of AR, LA, MO, MS, West TN and TX

SAIA, Memphis, TN 7-2006 to 7-2008

Leading regional Less-Than-Truckload (LTL) company; revenues $750M; 34 states; 151 terminals.

Sales Representative

Marketed LTL transportation services to 186 national and local accounts; generating $4.21M in annual revenues. Averaged 120 to137 shipments daily. Interacted with operations and dispatch departments to resolve customer service issues and ensure shipment accuracy. Challenged to maintain and expand existing accounts, as well as prospect for new business. Major accounts included: Ingram Micro, WM Barr, Tops Business Product, and Mueller Industries. Acquired new business through prospecting, multi-tiered cold calling, networking, referrals, and market identification. Developed tiered pricing structures for accounts to capture and expand business. Created and implemented sales strategies to achieve corporate sales growth projections.

Monitored Xtreme Guarantee program (timely pick-up/delivery guarantee); increased employee accountability to ensure top levels of customer service standards were met.

Grew accounts from 85 to 127; generating $200,000 in additional annual revenues.

Maintained 97-98% Xtreme Guarantee program customer service standards.

Attended and completed Open Lock Sales Training Program.

Trained new traffic managers and traffic supervisors; expanded industry contracts.

Only Sales Representative to have positive increase in sales revenue for local business segment in Memphis in 2008.

PROFESSIONAL BACKGROUND

EDUCATION

ARKANSAS STATE UNIVERSITY, Jonesboro, AR

Bachelor of Science, Psychology; Minor: Accounting

THE UNIVERSITY OF MEMPHIS, Memphis, TN

Equivalent of a BBA degree in Accounting (as required for sitting for the CPA Exam in Tennessee)

CONTINUING EDUCATION / CERTIFICATIONS

KARRASS ASSOCIATES; Effective Negotiating Seminar

SAIA; Sales, Negotiating, Leadership Development, Product Training

Certified Transportation Broker (CTB) (1998), TSA Qualified 2012

PROFESSIONAL / COMMUNITY ACTIVITIES

President; Board of Directors, Associated Transportation Club; Memphis Traffic Club, member

Church Youth Director; High School Football Referee Crew Chief.

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