Sales Customer Service

FRANK C. DIMARIA

** ******* *** ***** & Messages: 201-

***-****

Oakland, NJ 07436 E-Mail:

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

Career Summary

A results oriented General Manager with diverse senior level leadership

experience in the logistics and courier arena, including functional

experience in sales, operations, customer service and business outsourcing

sector in domestic, international, E-commerce, Air Charter and 3PL-SPL

marketplace. A proven sales leader with a track record of organizing,

directing and motivating to a profitable result while acting as a change

agent and a team player that excels in strategic/ tactical planning and in

the execution of difficult tasks while meeting challenging financial goals.

Career Objective

Seeking a challenging management opportunity that will use my leadership

skills, functional experience and organizational talents to propel change

and deliver successful sales and operational improvements to enable the

business to dominate the marketplace. I wish to use my significant

experience and talents to help fine-tune and reinvent your business as well

as help launch your new venture.

AirNet Systems Inc Columbus, OH

SVP, Sales and Marketing 2009 - March

2013

AirNet is America's third largest cargo airline specializing in Medical

Charters, Next Flight Out and Expedited Courier Services that supports the

Banking, Life Science, Entertainment, Government and B2B market using over

185 Lear jets and Cessna aircraft, commercial airline partners and

coordinated contract delivery agents.

Senior executive responsible for all Sales and Marketing activities for

this $100 million business including customer advocates, pricing, yield

management and customized operational design solutions.

Lead the reintroduction of a field sales team and professional marketing

organization to generate high growth and rebranding in the marketplace.

Reengineered the entire sales and marketing team to launch new regional and

vertical sales representation in the USA marketplace (28 Sales and

Marketing Professionals).

Achieved the best EBITDA results in the company's last 15 years - reversing

a negative $12MM before my arrival to a positive $6MM for the last fiscal

year.

Grew the business from Q4 2009 to Q1 2010 by 7% and Q1 2010 to Q2 2010

again by another 4%, in the midst of the worst economic recession in 50

years.

Expanded the active customer base by 35% through a renewed focus on

customer retention and reactivations program

Hired and trained 75% of the sales team in 18 months while designing and

implementing a new sales reporting processes, a new sales compensation

plan, new CRM tool (sales force dot com) and new marketing communication.

Orchestrated the design, construction and implementation of new Website

using in house resources while launching the introduction of two new

courier products in 14 months.

Defined new business guidelines/contracts/sales policy and procedure manual

for effective sales practices.

Designed and launched a new direct marketing campaign to build our

penetration of vertical markets.

Orchestrated all major contracts with top accounts while ensuring yield and

services metrics are reported and maintained.

Built a strong reporting and pricing culture within the sales and Solutions

Design team to ensure team selling while driving effective operational and

GPM improvements (+12%) in 2010.

DHL/ DHL SameDay Services Sterling, VA

Executive - Business Development Director 2005 - 2008

DHL SameDay is a Next Flight Out courier service that provides on demand

worldwide custom delivery services including specialized couriers and

warehouse parts logistics by using the commercial airlines.

Senior leader responsible for all sales activities within this highly

profitable business unit that directed all account

activations/management/pricing and solutions design for this $65 million

company

Achieved the best EBIT business unit results in company history with income

as high as 6% of revenues with on-time performance of 99.8% through

operational reengineering and process improvement mapping.

Designed and implemented an improved compensation plan that drove the sales

team to open 1000 plus new customers and grew the top line revenues by 16%

in a down turning market.

Directed the development of logistics and call center services that drove

the creation of innovative solutions to meet customer outsourcing

requirements to capture high margin contracts.

Launched new cost modeling and operational tools to help bench mark cost

and productivity effectiveness that drove an improvement in account

profitability by 12%.

Orchestrated the design of new KPI reporting and operational standards/

processes to track and monitor service reliability while isolating root

cause analysis.

Architect of invoicing and pricing audit procedures resulting in invoice

accuracy that drove a 30% reduction in invoice adjustments and improved

billing and automation.

Created a new account and customer service profiling system that drove an

improved customer service experience while improving operational

efficiencies that reduce transactional cost.

Gatx/ APL Direct Logistics Jacksonville, FL

General Manager/President

2000 - 2004

APL Direct Logistics is a multi-channel, direct-to-consumer fulfillment and

warehouse service provider that combines leading-edge technology with more

than 25 years of global retail logistics experience.

Executive responsible for the direction/development of all sales,

operational, IT and financial company activities, with full financial

accountability for this $70 million business.

Orchestrated the turnaround of a business losing $9 million a year to break

even Pro-Forma, enabling the successful sale of the business unit.

Designed state of the art warehouse floor, processes and procedures to

handle special promotions and peak throughput of 50,000 orders per day to

serve multiple retails clients with complex order requirements.

Orchestrated a sales improvement of 320% and a productivity improvement of

450%.

Reduced fixed operating cost by $1.8 million and repositioned idle

resources that resulted in a 60% improvement in equipment utilization.

Increased the gross margin of the company by 55% through redesigned

products and services.

Renegotiated customer and vendor agreements resulting in the immediate

success of $2.6 million in revenue recovery and new accretive business

contracts.

Implemented new technology and warehouse management systems (HK Systems) to

deliver 99.99% service compliance for order management and client's

inventory within a 400,000+ Sq ft. multi-client facility.

Designed innovative bin management, receiving and fulfillment practices to

improve warehouse layout and client security/ segregation while tracking

cost and activity management.

Built and implemented a warehouse security and labor management system that

improved floor utilization by 25% and reduced theft by 100%.

Keystone Internet Services, Inc. Weehawken, NJ

General Manager/President 1998 - 2000

Keystone Internet Services is a leading direct to consumer service provider

offering product fulfillment, distribution and customer service.

Responsible for steering the direction & development of all client

operations/customer acquisition activities; with full P&L control for this

unit of a $550MM direct marketer and logistics provider.

1. Directed a Sr. Management team responsible for Sales, Customer Service,

Financial Management, Client Engineering and Services relating to the day-

to-day operations of the business unit.

2. Successfully deployed resources that grew revenues by 110% and bottom-

line Ebit improvement by 200%.

3. Implemented improved WMS, OMS and overall warehouse technology so as to

link 2 call centers (500+ agents) with 3 warehouses (1.8M Sq Ft) focused

on 3rd party client fulfillment.

4. Worked with a core team of management to capture $40 Million in new

funding to solidify the operational platform and build upon the company

undeveloped capabilities.

1. Defined and built the policies and practices that constructed orderly

contracts, pricing, billing and financial management of all customer

interaction.

2. Grew the customer base by 600% establishing a market leadership position

and respected brand in direct consumer logistics signing $30 million in

new clients like: KBkids.com, Sony, Dress Barn, etc.

3. An active speaker on e-commerce fulfillment and logistics practices in

the fulfillment industry.

4. Orchestrated the design of warehouse procedures to improve the handling

of back order management, returns and cross dock bulk order throughput.

P&O Nedlloyd Ltd. East Rutherford,

NJ

Senior Vice President/General Manager, Sales & Marketing 1995 - 1998

P & O Nedlloyd is an international container shipping company employing

over 9,000 employees with annual revenues in excess of $3 billion.

Member of the Executive Team responsible for the business units P&L while

individually responsible for the strategic and tactical business activities

of the Sales and Marketing function.

5. Generated $900M+ in revenue from global 1000 companies through the

successful management of 165 sales professionals/agents growing the

customer base by 125% and an increase of 5 market-share points.

6. A member of a Global Sales and Marketing Council that designed and

implemented all sales/ management reporting to ensure the effective

tracking and return of sales resources.

7. Orchestrated all external communications and company promotions using a

$1M+ marketing advertising budget to support a 35% growth in customers 2

years running.

8. Created the global internet and electronic commerce strategy that

aggressively expanded and introduced streamlined automated booking

practices into daily business processes.

9. Expanded and integrated 4 new global services that encompassed Asia,

Australia and South/Latin America markets with North America improving

gross revenues by 153% and earnings by $55M.

10. Steered the merger and acquisition of 3 companies by consolidating the

Marketing, Public Relations, Corporate Development and Sales Teams,

achieving a 48% improvement in sales expense.

11. Executive member of the I.T. development committee, which set

priorities and design of technology investment and infrastructure for

North America.

Federal Express Corporation NYC and Mid-

Atlantic States

Various Senior Sales Management Positions 1984 - 1995

FedEx is a global transportation company with a legacy of innovation that

highlights its ascent from an overnight package delivery company to the

premier global provider of transportation solutions.

Global Manager/Regional Sales Manager/District Sales Manager New York, NY

Member of the foundational sales management team and grew to direct a

worldwide account management team that built strategic partnerships with

the largest global accounts in the FedEx system.

1. Consulted to clients on Cycle Time/Process Redesign/System Thinking and

Total Quality Management to support creative logistic solutions.

2. Orchestrated a sales team of over 160 Account Executives and client base

of 7000 accounts.

3. Awarded the FedEx Directors Award for outstanding International sales

growth and a 3-time winner of the Executive President's Club growing

revenues by $24,000 per day.

4. Achieved the highest management score in the corporate leadership survey

of 98%, 3 successive halves.

Additional Professional Training Past Professional

Affiliations

Numerous Sales, Logistics & Tactical Sales Mgt classes Member of UPS

Association.

Stop at Nothing - HILS Member of Sales

Lab Organization

TQM and Process Redesign Programs Nyack Hospital

Foundation Board

Education

Northeastern University, Boston, Mass. - Bachelor of Science, Business

Administration 1980

Executive Management Classes while at the various employers

Traveled extensively throughout USA, Asia and Europe

RECAP OF KEY SKILLS AND ATTRIBUTES

Personable, Dedicated, Organized, Focused, Professional, Team-Player,

Intelligent, Tenacious

Business Process Improvement Catalyst

Sales Turn Around Expert

Complex Customer and Vendor Negotiator

Business Development Leader

Sales Training and Management

Customer Service Expert

Transportation and Warehousing Authority

Team Builder

Problem Solver and Root Cause Resolution Practitioner

Contact this candidate