Manager Sales

JOHN B. VOGEL

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

Miramar, FL *3027

Home 954-***-****

************@*******.***

CAREER OBJECTIVE

To attain a leadership management position with an internationally focused logistics organization which offers true valued added services for their customers. The organization will emphasize the importance of being an SCM partner to their customers and have a clear value proposition differentiating themselves from the competition. The organization will have a clear vision that encourages creative thinking, innovative solutions and “thinking outside the box”.

SUMMARY OF QUALIFICATIONS

Experience includes over 27 years in the transportation industry in various operational and roles involving ocean freight, air freight, imports/exports, domestic operations, oversize freight movements with Caterpillar, Ro-Ro, all types of trucking, CTPAT compliance, DG certified, warehouse management, supply chain logistics, and sales management roles. A proven performer who has successfully managed station/branch operational teams responsible for air/ocean freight, domestic ops, 3PL’s/contract logistics, consulted customers on their entire supply chain process from PO creation to final mile delivery, and my sales involved local, regional, and global accounts. My value proposition to customers is that I can utilize my broad operational knowledge and sales background to truly consult on their global needs and be a trusted long term partner. My work experience has given me the opportunity to work closely with procurement teams, purchasing teams and extensive cruise line logistical support.

EMPLOYMENT HISTORY

12/2016 – 6/2018 Panalpina Inc. Miami/Philadelphia, PA

Business Unit Sales Manager

Rejoined Panalpina and accepted challenge of developing and penetrating the Philadelphia/Allentown/Harrisburg and Delaware markets under Panalpina’s name and brand. Successfully built my target list and added 350k in new GP within the first 15 months. I applied import resource tools such as Datamyne and was persistent/dedicated to my prospecting efforts. Applied my ops knowledge to focus on being a true logistics consultant to these new clients in PA. Successfully opened the doors to many accounts including; Foot Locker, Ollies Bargain Stores, Almo Corp, Hershey’s, CSS Industries, Berwick Offray, Olympus Americas, B Braun, Fuling Plastics, Audrey’s Arts and Crafts, CR Gibson, Simplicity, Republic Elite, Larte Della Cucina, Beistle, Nine West, and others. I stayed focused on ways to improve their supply chain costs with intelligent decision process involving LCL, FCL, Buyer Consols and limiting any air freight shipments due to poor planning. My experience dates back to being an Industrial Engineer in my earlier years and never losing sight of clear processes being accompanied coupled with internal cost improvements. My value proposition was a major a key selling advantage coupled with timely responses on all customer requests, being available at different hours of the day to handle critical issues.

9/2015 – 11/2016 Logfret Inc Miami, Fl

International Sales Director

Continued to emphasize being a true logistics consultant to customers and making sure our value proposition had clear differentiators from the competition. I continue working closely with our offices in Latin America, Europe and Asia creating target lists that focus on the trade lanes where Logfret is strongest and/or on lanes we needed to improve volumes. Spearheaded establishing the need within Logfret to establish corporate targets in the USA and in Europe and implemented processes on how best to achieve this new corporate goal with much longer sales cycles. Special attention to Brazil and Mexico markets. Conducted joint sales regularly within the East region with our stations on the targets we developed and successfully generated new business exceeding $475k in GP in this timeframe. I have strong relationship with Exec VP still today and we brain storm on our industry.

7/2011– 7/2015 Hellmann Worldwide Logistics Doral, Florida

Director Global Accounts

Successfully managed, targeted and “hunted” global accounts and achieved a GP portfolio in excess of 1.7 million dollars. Led team of 15 US based SME account executives in building US pipelines. Our success was based on many important facets such as “hunting in packs” meaning it’s a team effort to successfully onboard a global partner. We worked with our Global account implementation team to ensure our global partners had everything mapped out prior to start up i.e all KPI’s clearly outlines, QBR identified, global control towers put in place, regional central operational key contacts, EDI where needed and billing squared away. We aligned with our tradelane/route develop management by targeting accounts on tradelanes where we were strong. The global program also allowed us to build tradelanes where we needed additional volume in air and ocean. The majority of my accounts were USA based with operations throughout the globe. Some of these accounts included, Estee Lauder-Latin America, Electrolux, PPG, CSS Industries, Emerson, HP Latin America, Volvo Latin America and others. I also targeted GE globally. My accounts were provided 24/7 contact from me for any emergencies. We stayed focused on our vertical market strengths and utilized our trade lane strengths when strategically deciding what accounts to target. My account portfolio with global accounts includes all product services, ocean, air, imports, exports, CHB and 3PL. Some of the keys points that I have found to successful selling and Global account penetration is as follows; passion for the work you do, be persistent, get to true decision makers, having a clear value proposition that differentiates you from others, always pay attention/listen to the customer needs, always let them know you value their business and partnership, ask the right questions to identify real strategic initiatives in their supply chain, be prepared to offer creative solutions that stand out and keep all team members involved and active in the process and have a well structured onboarding strategy well planned with customer together.

3/2009 – 7/2011 Panalpina Inc. Miami, Florida

Sales Manager

Successfully applied my operational knowledge to be a true logistics consultant to my customers and build a very strong professional relationship with each of them. My current account base built in less than 2 years was approx $ 6750,000 annually in GP and still growing. I stayed focused on our vertical market strengths and utilized our trade lane strengths. To achieve successful results my strategy was to keep the prospect funnel full while focusing in on real strategic type accounts i.e. A accounts (+ 500k in GP), B Accounts( +100k-500k in GP) and C accounts(GP greater than 25k). My current business includes many major importers on the transpacific lane but also plenty of business with Europe and Latam. My portfolio also includes 2 contract logistic accounts both young and growing that utilize approximately 60,000 ft2 of warehouse space. Some of the keys points that I have found to successful selling include; having timely responses on customer requests, being available at different hours of the day to handle critical issues, having an operational team focused on customer service excellence, creating clear SOP’s that are communicated to origin and destination prior to account start-up, and consulting the customer on what is best for their supply chain, clear KPI;s, hunting in packs, using internal resources i.e trade lane management team and to keep your promises and ensure the customer knows you value their business. Top GP Performer in 2010 for US East Region

2/2006 – 2/2009 Geodis-Wilson USA Miami, Florida

Branch Manager

Responsible for providing leadership and direction to the Miami Branch and exceeding our annual P&L budget. Results during the past 3 years included; net sales growth from 7.4 million annually to 10.4 million and exceeded the FY2006 budget by 1.2 million in net sales. I managed and coordinated the transition of Ibercondor Inc.(a Miami based forwarder GW purchased in May of 2007) into the Miami station, managed the transition of TNT Freight Management in FY2007 to Geodis-Wilson, coordinated the implementation of the new US operating system in May 2008(Miami was selected as a pilot station), coordinated the office relocation in 2008 plus the acquisition and transition of Rhode and Lisenfeld in Miami(another purchase by Geodis at the end of FY2007). Performed sales/business development throughout the years and ensured Miami was in compliance with all TSA changes. During the 3 years at GW I was very connected to all aspects of the station i.e. involved in our sales growth and account management of key accounts i.e Volvo. Gained excellent knowledge of all forwarding operational areas including brokerage, exports, imports, contract logistics and Key Account management.

10/2004 – 2/2006 Hellmann Worldwide Logistics Miami, Florida

Branch Manager

Responsibilities included providing leadership and direction to a staff of 70 employees and full P&L responsibility. We reduced operational expenditures in year 1 by approximately $450,000. Our station achieved the highest GP level in more than 2 years for a single month with $680,000. We developed P&L statements for all our warehouse contract logistics accounts to identify those accounts with real financial losses and then addressed it with each account. I promoted ESP philosophy (focus on employee motivation, service excellence and profitability). Reduced station +60 receivables from 21% to 11.5%. We promoted from within and recognized employees.

10/1998 –09/2004 Eagle Global Logistics Miami, Florida

Regional Manager

Managed various departments(air export, gateway, warehouse, domestic routings & AOG, domestic charters, FTL division) throughout my 6 years with EGL. Also assisted local sales on joint call efforts and assisted with closing new business plus managed warehousing/3PL and my ;ast assignment was managing the local pick-up and delivery operation (EGL had 45 owner operators during this time). Results included being named manager of the year for attitude and flexibility twice.

10/1991 – 10/1998 Federal Express Corporation Miami, Florida

Global Airfreight Manager Planning and Administration Dept.

Accomplishments included; successfully grew international and domestic business as an account executive based in NYC for 3 years. In 7/1994 was promoted to position of International Expansion administrator and relocated by FedEx to the Latin American Division in Miami. In August, 1995 was promoted to manager of International Expansion team and then subsequently in September 1996 was promoted to Global Airfreight Manager for Latam.

9/1987-10/1991- Worked as an Industrial Engineer with both UPS and Norden Systems Inc. Involved with developing work measurement studies/labor standards, developed computer models used for pricing analysis, developed pricing for RFQ’s and was involved in industrial engineering management training program.

Education

Drexel University B.S Industrial Engineering 1987

Achievements and Extra Curricular Activities

Enjoy quality time with family number 1 priority

Spent 5 years as local Volunteer soccer coach for the city of Pembroke Pines, FL

Active member of Big Brothers to help disadvantaged children.

Earned Full Athletic scholarship for soccer to Drexel

Earned Star Performance awards at FedEx

Earned manager of year for flexibility at EGL

Earned Branch Manager of year for” new BM’s” at TNT Freight based on operational KPI scorecard and Sales Revenue growth.

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