Sales Manager

Summary

Executive-level positive change driver with over 20 years of experience in transportation, logistics, warehousing, fulfillment, and distribution. Expertise in correcting critical process and performance deficiencies, and in maximizing performance and profitability through detailed analysis, creative solution generation and implementation (SOPs), and comprehensive, intensive, hands-on team building, management, and leadership. Successes include rapid realization and maintenance of double-digit cost savings coupled with similar improvements in revenue growth and profitability, expansion of business model through introduction and development of new warehousing and fulfillment services, growth of new business through exploration of new industry sectors, and marked improvement of local confidence, morale, and inter-office cooperation.

Professional Experience

Hassett Air Express (Hassett Express, LLC) – Bridgeport, New Jersey 08014

~ Air/Ground Transportation (Freight Forwarding), Logistics, Warehousing, Distribution – Domestic & International

May 2007 – March 2016: General Manager/Northeast

Responsibilities included:

Lead and manage multi-site, multi-level team to generate consistent performance excellence

Define and implement optimum logistics network solutions to ensure maximum operational efficacy

Evaluate, negotiate, secure, and manage vendor (agent, carrier, 3PL, LTL, FTL, EUV) relationships and rates to ensure consistent best-in-class performance coupled with best value service

Cultivate highest level team quality through continual coaching, mentorship, and skill development

Develop, assess, and improve key performance benchmarks, metrics, and indicators (KPIs)

Own P&Ls for region – including largest facility in Eastern U.S., along with auxiliary facilities: Design and execute asset and non-asset based resource strategies to ensure continued profitable operations

Establish, sell, and manage new product offerings to new and existing customers to grow revenue base

Increase sales opportunity and profitability through management of RFPs/RFQs, development of customer tariffs and contracts, and application of customer pricing models

3D Express dba AIT Worldwide Logistics - Hebron, Kentucky 41048

~ Air/Ground Transportation (Freight Forwarding), Logistics, Warehousing, Distribution – Domestic & International

January 2006 – March 2007: Executive

Responsibilities included:

Develop and implement short (3-6 month) and long (12-24 month) term local sales & marketing plans, including comprehensive opportunity assessments and detailed activity analyses

Plan development, creation, and distribution of local sales and marketing materials

Guide hiring, training, direction, and oversight of local sales force

Coordinate daily operations, including inventory management, customer service, rate quotes, driver dispatch, shipment routing, and customer invoicing

Kerry Rockford Enterprises dba Pilot Air Freight – Erlanger, Kentucky 41018

~ Air/Ground Transportation (Freight Forwarding), Logistics, Warehousing, Distribution – Domestic & International

June 1998 – January 2006: Director, Administrative Services

Responsibilities included:

Coordinate and enhance superior multi-level operational excellence across ten (10) offices through development and application of standardized procedures and training methodologies

Energize sales excellence and profitability through viable lead generation, joint sales calls, RFP/RFQ response preparation, and negotiation and implementation of tariff packages

Engage franchise and corporate personnel across departments and levels to assist in issue resolution and performance optimization in all areas, but in particular, operations and accounting

Grow value through preparation and assessment of local and corporate sales and operations budgets, management of Profit & Loss Statements, development and application of a new commission programme, and management of collections issues

Certified as IATA Dangerous Goods Trainer to train all station personnel - and some customers - for handling and documentation of hazardous materials

Pilot Air Freight – Lima, Pennsylvania 19037

~ Air/Ground Transportation (Freight Forwarding), Logistics, Warehousing, Distribution – Domestic & International

August 1993 – June 1998: Assistant Supervisor, Billing Department

Other Positions Held:

Lead Collector – National Accounts, Credit & Collections Department

Application/Research Associate, Accounts Receivable Department

Worked with inter-departmental task force to develop and implement a codex of procedures and standards by which the Corporate Office was certified ISO9001 compliant, and to maintain certification thereafter

Education

Pennsylvania State University

Major: International Politics / Minor: International Business

B.A. with High Distinction (Magna cum Laude) – GPA 3.63

Phi Eta Sigma, Phi Kappa Phi, Golden Key, and Phi Beta Kappa National Honor Societies

Technical Proficiencies Include: Microsoft Suite, Adobe, Symantec, AS400, TMS, WMS, SAP, ERP

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