Sales, Business Development, Management, Customer Service

GENE SOKOLOV

***** ***** *****, ******* *****, CA 91344 818-***-**** *************@*****.***

Executive Summary

Results oriented Sales and Contract Negotiations leader with 18 years of Experience in all modes of Transportation.

Core Qualifications

Excellent negotiation and closing skills

Experienced intermodal market development

National account management

Consultative sales techniques

Excellent communicator

Staff leadership & mentoring

Analytical problem solver

Fluent in Russian

Professional Experience

Free Agent/ Contract Negotiator 7/2015 to Present

Long-term contract position to help transition company to brokerage

Freight Consulting, Relationship building

Continuously negotiating rates with carriers and clients with an average 12% profit margin

Manage several large projects for clients, implementing SOPs, carrier sourcing, equipment allocations

LTL, Volume, OTR, Rail, Air, Specialized Services, Expedited, Ocean

Business Development Manager 01/2015 to 7/2015

DHL Global Forwarding, Pico Rivera, CA

Met and exceeded all sales KPIs for domestic market.

Prospected for large customer targets.

Upsold intermodal services to client base to increase volume and sales revenue.

Assisted field sales force to expand intermodal and domestic sales.

Used Global CRM platform to document sales activity and customer business details.

Educated field sales force on 3PL products and intermodal services.

Prepared RFIs/RFPs/RFQs and wrote SLAs & SOPs.

National Director of Sales 07/2013 to 01/2015

C.A.T Global, Claremont, CA

Managed Inside Sales and Office staff.

Provided cost effective multi-modal transportation solutions to meet clients' demands for best products and services.

Developed business, negotiated contracts and managed customer service.

Worked closely with Branch Manager and negotiated account specific pricing programs with carriers to meet customer requirements and expectations.

GENE SOKOLOV

Business Development Manager 06/2011 to 07/2013

Estes Express West, City Of Industry, CA

Optimized current revenue streams and sold new business.

Created growth plans for priority and intermodal services.

Actively sold and negotiated intermodal solutions working collaboratively with National and 3PL BDMs.

Developed a new customer base consisting of 21 profitable LTL and Volume accounts and increase bill count 23%.

Increased monthly sales by 12%

Account Executive 05/2006 to 04/2011

FedEx Services, Vernon, CA

Among the top 5 AE in FedEx Freight System for Q3 and Q4 of FY07.

Grew revenue and bill count in historically low-revenue producing territory.

Generated $408K in revenue with a goal of $168K in Q3 and Q4 of FY08 .

Effectively cross-sold FedEx Intermodal services implementing one-way and two-way bundle solutions.

Worked in close collaboration with Parcel, Ocean/Air and 3PL divisions to maximize account penetration and ROI.

Exact Express Account Manager 01/2000 to 04/2006

Yellow Transportation, Gardena, CA

Managed accounts to assure service quality and profitability.

Improved accounts’ profitability via creative pricing strategies.

Assisted Field Sales Reps with their Exact Express quota through training process and close cooperation with their respective managers.

Increased sales by 20% in 2001 through 2003 through diligent follow-up and excellent customer service

Awarded Sales Gold Certified 2001-2003.

Awarded The Sole Survivor Award in 2003 for outstanding performance and lasting contribution to the Company.

Delivered presentations that led to win-win business solutions for new and existing customers.

Area and Pricing Manager 03/1993 to 01/2000

TD Rowe Corporation, Rancho Dominguez, CA

Managed and led sales team of 12 sales professionals.

Exceeded monthly and quarterly quota for the branch in assigned territory by 23%.

Developed and maintained master sourcing database of new and potential carriers.

Led negotiations process and facilitated the contracting process.

Negotiated Intermodal Pricing solutions with US based Transportation Service Providers.

Implemented successful intermodal sales strategies by monitoring Supply needs and cost.

Worked directly with Branch Manager to identify equipment needs and coordinating supply with designated carriers.

Demonstrated flexibility in achieving mutually agreeable win/win solutions.

Used potential client financial statements to gain insight on successful sales approaches.

Education

MBA: Public Relations and Foreign Affairs

University of Foreign Languages, Nizhny Novgorod, Russia

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