Customer Service Sales

Kevin E. Burwell

*** **** **** ***** –Villa Rica, GA 30180 – H: 770-***-**** – C: 470-***-**** – ***********@***.***

Goal –oriented business development and sales director offering more than 15 years of customer

service, sales and operations management experience that directly results in revenue growth and

customer expansion. Possessing well-refined proposal, contract, client development and sales

management abilities. Core Competencies include:

• Ability to Multi-task

• Able to create and present detailed presentations to C-Level decision makers

• Ability to manage others and create action plans for employee development

• Extensive P&L and Budget Experience

• Proven sales “Hunter & Closer”

• Ability to negotiate and comprise a custom tailored solution to each clients specific need

• Manage sales & operations teams

• Experienced in Warehousing operations and final mile outsourcing operations

• Experience in Mailroom, Reproduction and Facilities Management outsourcing.

• Over 10 years of inside and outside sales experience

Certifications

• Certified in 2003 in Advance Power Point, Excel and Word training

• Certified in 2004, 2005 SPIN sales technique

• Certified in 2002 & 2003 IKON Management Fundamentals series I & II

• Certified in 2001 in CORE sales Technique

• Trained in Use of McLeod dispatch suite

• Trained in the use of Strategy software suite

• Trained in Baerware warehousing software

• Skilled in various transportation supply chain TMS software systems

• Advanced skill in Microsoft Outlook & Access

Professional Experience

High Plains Logistics / ILG, Inc. 2013 – Present

Director, National Sales

Operated as Director of National Sales and Business Development. Over-saw business

development strategy for asset, warehousing staff management and brokerage portions of

High Plains Group of companies. Worked with C-level corporate contacts to formulate

transportation and industrial facilities management solutions.

• Managed customer development and sales strategy for inside and outside sales

group

• Negotiated client contracts and pricing agreements

• Personally brought on 3.5 million in new annual business revenue on the

brokerage, warehouse outsourcing and asset sides.

• Developed custom tailored client solutions for transportation, warehousing and

project management.

• Worked with clients as logistics consultant on various freight management

projects.

• Reported directly to CEO of Miller Group

• Worked with Miller Group Final Mile solutions team located in Orangeburg, SC

• Sold and custom YMS software solutions to Retail and Manufacturing clients.

• Met with C-Level decisions makers and presented detailed presentations of MLI /

HPL service offerings and strategies that could help impact the client bottom line

transportation spend.

• Dealt with contacts in Gov’t, Retail, and Manufacturing, Automotive, Aerospace

and Food industries.

• Worked with Goldmine and Sales force CRM programs

Extra Mile Transportation, LLC 2009-2013

National Sales Manager / Br. Manager –ATL

• Managed Atlanta Branch office operations group Over-saw business

Branch P&L as well as formulated branch business development strategy. Guided branch

To 5 million dollars in new business over the course of 3 years.

• Developed operations team and over-saw day to day operations

• Increased branch revenue in 3 yrs by 6.8 million in gross revenue

• Focused on major RFP and RFI sales. Capturing multiple lane awards per client

• Managed customer service and inside sales group

• Managed truckload dispatch and broker group.

• Developed sales team and formulated branch sales strategy and individual sales goals

• Met with C-level contacts of fortune 500 companies in both United States and Canada.

• Reported to Executive Vice President of AJ Baynes Group

• Presented complex transportation solution presentations to C-level decision makers at

fortune 500 companies in U.S. and Canada.

• Dealt with contacts in Gov’t, Retail, Manufacturing, Automotive, Aerospace and Food

industries

• Created Rate Proposals, RFP’S and customer account presentations and negotiated

customer contracts.

• Responsible for site data matrix tracking and reporting to clients quarterly via TMS

software.

•

Kane 3PL / Kane Shredding Services/ Kane Hospitality Landover, MD 2007-2009

National Account Manager of Final Mile Solutions & Warehousing

Branch manager of the Atlanta brokerage operations with direct responsibility over both

operations and sales staff. Also was responsible for customer service and client retention.

• Created Rate Proposals, RFP’S and customer account presentations and negotiated

customer contracts. Reported Directly to the V.P. of Sales for the Kane Company.

• Managed a sales territory which consisted of the lower 48 U.S. States and Canada

• Responsibilities involved about 40% travel per week.

• Created all sales media and sales planning for Kane Distribution and Kane 3PL

• Worked directly with operations and customer service staff to ensure customer

satisfaction

• Meet with corporate and senior level customer contacts to acquire and maintain accounts.

• Sold 500K in custom tailored Shredding solutions to government and law firm clients in

the greater Washington D.C. area.

• Sold 2.7 million in facilities renovation project solutions to major hotel chains including

Starwood, Intercontinental and Marriott chains.

• 2.5 Million in Final Mile solutions contractual business

• Worked with U.S. Marine Corp providing airfreight and freight forwarding services.

• Worked with GSA, FEMA, DOD and Homeland Security on various warehousing and

transportation special projects in the Washington D.C. and Richmond, VA areas.

• Worked with the State of Virginia on providing transportation for State elections and

lottery equipment and materials

• Provided detailed client reports outlining carrier performance matrix for quarterly periods

Con-Way Now, Ann Arbor, MI 2003-2007

Regional Account Manager – Expedite & Final Mile

Managed client accounts in the Mid-Atlantic region. My client base mostly consisted with U.S.

Government, Defense Contractors, Manufacturing and Bio-Medical industries.

• Produced 4 million in new account revenue in first two years

• Managed Final Mile operations at our Pittsburgh, PA cross-dock facility servicing various

retail merchant locations in the greater metro areas.

• Sold both truckload and expedited solutions in the Mid-Atlantic region

• Worked closely with both Con-Way Air and Emery Worldwide divisions

• Created Rate Proposals, RFP’S and customer account presentations and negotiated

customer contracts.

• Worked with Defense contractors Lockheed, General Dynamic, Raytheon and Northrup-

Gruman on specialized expedited (Just in time) solutions for Land systems units.

• Worked with and presented sales solutions to U.S. Navy, U.S. Marine Corp and U.S.

Coast Guard for both truckload and expedited solutions for military instillations in the

Maryland, Maine, Virginia, Connecticut and Pennsylvania areas.

• Worked with GSA to secure business with FEMA, Homeland Security and U.S. DOJ.

• Provided detailed client reports outlining carrier performance matrix for quarterly

periods.

IKON Office Solutions, Southfield, MI 2000-2003

Integrated Account Manager – Detroit Metro Market

Managed 12 onsite location teams in the metro Detroit area. Each providing specific custom

tailored office management solutions to each client. Site teams varied in size from one to as

many as 30 staff members. Clients included General Motors, Comerica Bank, Bon Secours and

Henry Ford Health Systems and Equifax.

• Sold over 6 million in new outsourced business dealing directly with office managers and

purchasing directors of various law firms and industrial clients.

• Oversaw courier operations at Comerica & GM Tech Center

• Sold Copier, Copier supply, Facility Services, Digital Document Services & Courier

services to Law Firm, Industrial and Hospital locations in Metro Detroit

• Sold 5.5 million in annual revenue in new equipment and equipment upgrades.

• Managed 12 site mailroom and copy center start-ups

• Provided detailed client reports outlining carrier performance matrix for quarterly

periods.

• Met with Director level decision makers to sell site staffing solutions.

• Negotiated site pricing and contracts

• Responsible for site data matrix tracking and reporting to clients quarterly via TMS

software.

• Responsible for inventory control and tracking.

• Responsible for hiring and training of site staff and supervisor.

Uniscribe Office Services, Detroit, MI 482**-****-**** (Sites switched to IKON)

Operations Manager

• Managed 2 law firm site locations in the Detroit Area. Sommers - Schwartz / Dickinson-

Wright / Detroit School Board.

• Managed 6 supervisors and site staff of 21 total providing copy, fax, document scanning,

and boardroom and reception services.

• Responsible for equipment maintenance records and supply management

• Responsible for site equipment sales of fax and copiers for each location.

• Responsible for monthly invoicing to clients.

• Met with Director level decision makers to sell site staffing solutions.

• Negotiated site pricing and contracts

• Responsible for inventory control and tracking.

• Responsible for hiring and training of site staff and supervisor

Pony Express Delivery Services, Detroit, MI 1996-1999

Regional Operations Manager – MI & OH

Managed 30 managers and supervisors along with 12 services centers in Great Lakes Region

Responsible for Branch P&L and Budget

Responsible for all office and administrative staff

Responsible for all Truckload and Expedited routes for the territory.

Managed Detroit Sales Staff and Business Development staff.

Responsible for Teamster contracts negotiations for the Great Lakes Region

Helped Start Pony Express Forwarding Services at the Michigan Branch (1998)

Negotiated Owner Operator agreements and 3rd party contracts for specific line haul lanes.

Managing Supply Chain solutions for various clients in the Metro area

Managed Detroit customer service call center for POD tracking

Created route and line-haul structure for Michigan and Ohio branches

In 1998 I was responsible for the Great Lakes startup of the TNT-Mail-Fast account. I was responsible

for:

Hiring staff and managers to work exclusively on this account

Create monthly reports to present to TNT Miami offices on the branch progress.

Educational Background

St. Benedictine H.S. – Detroit, MI 1985-1989

Michigan State University – East Lansing, MI 1989-1990

References

Ron Granville Ginger Bartlett Greg Hunting Cortia Johnson

Vice President Carrier Relations Mgr. VP of Sales Transportation Mgr.

Kane 3PL ICAT Logistics Pro-Med Del. Batory Foods

Landover, MD Elk Ridge, MD Sterling Hgts, MI Atlanta, GA

301-***-**** 443-***-**** 586-***-**** 678-***-****

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