Sales Manager

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

Whitehall, P.A. *****

484-***-**** aczjp0@r.postjobfree.com

NEIL R. EHRLICHMAN

CONFIDENTIAL

Distinguished career and demonstrated success driving multi-million-dollar growth, developing profitability, and building or restoring market share in highly complex and competitive business climates internationally. A strategic thinker who possesses the capacity to formulate unique business solutions for large key-to-the mission initiatives and the tenacity to attract, recruit, and manage the teams that execute them. Proven ability to identify synergies that enable business growth coupled with the ability to execute them in both stable and unstable environments. Passionate about identifying new revenue opportunities, securing customer loyalty, and forging long term relationships with external and internal business partners that drive results.

Specialties: General management, P&L management, commercial strategy, sales leadership, integrated sales & marketing plans. Sales effectiveness, sales and pipeline acceleration. Commercial and business unit turnaround, organizational change and restructure. International business development and sales leadership. Logistics and supply chain management, Management, transportation, warehousing and distribution optimization.

Professional Experience

Manager of Business Development Mid-Atlantic Region

June 2016 to Present

Responsibility for sales activity for the Mid-Atlantic Region. Coordinates complete sales cycle process including prospect list initiation, lead generation, prospect qualification, analysis, pricing, proposal preparation and presentation. Create and implement new supply chain capabilities for the clients that support their overall business strategies. Focus on delivering comprehensive business solutions. Responsibilities include the redesign of core business processes and implementation of solutions for the clients, adding significant value and delivering benefits to provide a positive impact on the client organizations' bottom-line. Exceptional ability to turn barriers into opportunities by identifying the organization's needs, formulating an approach, and leveraging strategic insight to forge partnerships and secure involvement of key stakeholders.

Manager Business Development

August 2012 to June 2016

Uti

Mentor 6 sales executives to achieve their goals. My leadership philosophy was built upon developing high-performance teams and mentoring individual contributors to consistently lead the organization in exceeding performance metrics. Demonstrated success driving multi-million-dollar growth, developing profitability, and building or restoring market share in highly complex and competitive business climates internationally in solution-based sales methods and consultative selling techniques. A strategic thinker who possesses the capacity to formulate unique business solutions for large key-to-the mission initiatives and the tenacity to attract, recruit, and manage the teams that execute them. Visionary leadership and engaging management style with a proven ability to identify synergies that enable business growth coupled with the ability to execute them in both stable and unstable environments. Passionate about identifying new revenue opportunities, securing customer loyalty, and forging long term relationships with external and internal business partners that drive results. Adept negotiator experienced at developing interactive business relationships with senior executives, creating and implementing account strategies with enterprise accounts, and effectively selling customized supply chain management solutions. Multimillion dollar negotiations, account strategy development, global transportation & supply chain optimization, solution-based sales, high impact presentations, operations management, budget administration and P&L management. Budget attainment 2012 141% 2013 172% 2014 162 % 2015 107 %

Director, Route Development Latin America

September 2011 to August 2012

UTi

Working with the Regional Sales Managers, Vertical Owners and Product Leaders to determine the required resources within the company to capitalize on value creation opportunities. Meet and exceed business revenue goals agreed upon with the Product Leaders. Act as the single point for the selling of all UTI services and solutions across all business fields for the USA and Latin America. Drive the RFQ response for their assigned Strategic Customer(s), either as the lead, or make sure regional support is assigned to drive offered business opportunity. (In the case of regional specific requirements or RFQs this would be taken up by local KAM assigned to the Strategic Customer, but drive and awareness is funneled through the KAM).

Need to be the “voice” to Vertical Owners and Senior Management of identified issues before they become problems. Visit all regional offices on a regular basis for joint sales calls with local staff. Provide market specific “training” to all concerned regional staff.

Manager of Business Development

September 2008 to September 2011

UTI

Responsibility for sales activity for the Northeast Region. To influence and impact the multinational supply chains of clients by identifying and implementing strategies that reduce the cost of ownership while at the same time increasing the level of service to both internal and external participants. Actively pursued valued business opportunities to qualify leads and customer needs. Executive level presentation skills - Selling to C level, Vice Presidents and Directors. Self-disciplined, strong leadership and motivational abilities. Proven tenacity to close. Demonstrated problem solving and negotiation skills. Strong verbal and written communication and presentation skills. Able to speak persuasively in positive or negative situations. Creative ability in developing sales strategies and solutions and in presenting innovative solutions to customers. Managing book of business in excess of $804,000 net revenue q1-q2 2010. Over 200% Revenue Growth q2 2009 q2 2010.

Manager or Business Development

May 2005 –To December 2007

Transmodal

Regional Sales Manager/Operations

Responsibility for sales activity East Cost and Mid Atlantic region export and import to South America, and China for Airfreight, Ocean freight, Brokerage. Which have resulted in:

55% Increase in tonnage ocean freight from Latin America, Europe.

47% Increase in tonnage Airfreight from Latin America, Europe.

30 % Increase Ocean freight from China.

32% Increase Airfreight from China, Europe.

52% Overall increase in Brokerage sales.

Actively pursued valued business opportunities to qualify leads and customer needs, resulting in solution recommendation, negotiation and pricing. Long-term goals include new business development. The goal has been to expand account base, increase revenues and improve profitability. Developing and implementing logistics strategies. Tactical planning and operational execution (outbound and inbound shipping processes). Implements and directs quality control program for all terminal warehouse, offices, and agents.

Responsible for holding day-to-day Operations meetings with the Operations team.

Responsible for holding Weekly performance meetings with Customer Service and Operations Team. Develops and promotes a team atmosphere. Negotiations with established agents, and developing new agents.

December 2003 – May 2005

DHL Danzas Air and Ocean

Manager Business Development

Multinational Customers

Promoted to Manager of Business Development. I have total responsibility for sales activity to customers that have multi global locations. Developing global distribution networks in Latin America and China, which have resulted in:

45% increase in tonnage import airfreight from Latin America, Europe.

25% increase in tonnage in reverse logistics to Latin America, China and Europe air and ocean.

20% increase ocean freight imports from China.

25% increase airfreight imports from China.

Developed a sales plan to emphasize the flow of product into lanes that would maximize the amount of product available to their customers with overall cost savings of 45%. Analyzed all key factors of my client’s business to help identify problem areas to keep their sales and operations on target and inventory down by 30 %. Helped to establish agents or representation in countries where they were not yet established, and worked with clients to help solve issues with local officials. Some work with RFID, SAP and WMS. I have also worked with my clients on U.S. Customs, Fish and Wild life issues pertaining to U.S.A imports and exports. Companies I worked with specialized in the leather, textile and the fashion industry while in this role.

Worked very closely with our operations team on implementation and S.O.P for new business sold. Develops and promotes a team atmosphere to ensure efforts between operations and sales are driven to the same objectives.

November 2001 – To December 2003

Airborne Express

Philadelphia International Airport

District Sales Manager International

District Sales Manager for a large International freight forwarder covering the territory of Pittsburgh, Harrisburg, West Virginia, Allentown Buffalo and New Jersey.

Sold, maintained and retained International accounts with an emphasis on targeting fortune 500 companies. Europe, Latin America, and the Far East

Consistently met and exceeded sale’s budget for airfreight and ocean: Responsible for managing one of the company top 10 global accounts, valued at $ 15 million dollars.

2002 budget attainment 147%

1st quarter 2003 budget attainment 208%

Produced highest profit margins 1st quarter 2002.

Worked very closely with our operations team setting up implementation and S.O.P. for new business sold and correcting outstanding issues with the retention of old business sold.

Develops and promotes a team atmosphere. Applies sound communication and motivational techniques in supervising, counseling and disciplining subordinates. Supervise, train, and evaluate the performance of subordinates. Coach others in the development of their skills.

October 1996 – To November 2001

Air France Cargo

Newark International Airport

Regional Cargo Operations and Sales Manager for New Jersey

Management

Appointed to the Regional Cargo and Sales Manager for New Jersey. This position requires supervision, and control of full time, part time, and third party employees in a major U.S. Customs bonded warehouse. Responsibilities in this capacity include: all operational procedures, negotiating station contracts, trucking, trucking logistics, monitoring of operation, capacity management, computer programming, over seeing any interaction with station claims and staff scheduling. Working daily with U.S.Customs, Fish, and Wild Life to ensure smooth transfer of cargo to clients and compliance of regulations. Directly responsible for writing distribution procedures and implementing an environment of professionalism and teamwork. Annual forecasts include: budgets, and station accounting and quarterly ISO Management Reviews. In addition, being certified in dangerous goods (HAZ-MAT), allows familiarity with all DOT, FAA procedures, and knowledge of OSHA regulations. Performance-enhancing solutions to diverse business challenges. I worked as a hands-on manager with outstanding analytical abilities. Some SAP and WMS systems experience. Develops and promotes a team atmosphere. Strong leadership skills with a willingness to lead, create new ideas, and be assertive. Analyze and resolve complex issues and problems in a sound and timely fashion.

Sales

My accountability covered the entire state of New Jersey. Heavy customer interaction, sales calls, meetings, rate quotes, contract negotiations, yield management and marketing.

Accomplishments include:

Writing a comprehensive business plan, resulting in a 35% increase in tonnage, 28% increase in revenue, and operating cost down 12% during my immediate past year. We accomplished this by introducing professional marketing, professional operations, serious technical management and financial controls. I lead diversification in products, sales, and markets. I carefully manage people, resources, and control costs, but not imaginations.

May 1990 – October 1996

Air France Cargo

JFK International Airport

Supervisor

My job was to direct all aspects of international air freight operations for a leading foreign flag carrier at JFK airport in a Customs bonded warehouse. Supervised over 80 full-time, part-time and third party employees, including supervisory level, in major cargo warehouse center. The overall warehouse size was approximately: 75,000 square feet, cargo production; 2 million pounds plus per week. I had heavy customer interaction and supervised the loading and unloading of aircraft crews and coordinated aircraft turnarounds. I have been certified in proper aircraft loading and unloading techniques and have become an expert in the handling of problematic, oversized and dense materials. Daily dealings with U.S. Customs, Fish and Wild Life, Freight Forwarders and service companies. My workplace was bonded by U.S. Customs and P.O.N.Y. an extremely time sensitive and production oriented workplace. I am certified in dangerous goods acceptance and transport and was involved in every area of operations, security enforcement, and staff scheduling, and implemented a teamwork environment. Applies sound communication and motivational techniques in supervising, counseling and disciplining subordinates. Strong leadership skills with a willingness to lead, create new ideas, and be assertive.

April 1985 – May 1990

Air France Cargo

JFK International Airport

Cargo Agent

I performed all front-line operational tasks, in a customs bonded warehouse for leading foreign flag carrier. Including cargo handling, such as palletization, breakdown, and the handling of dangerous goods (HAZ-MAT). I did all documentation and computer entry and was involved in customer service requests and the handling of telephone inquiries.

Education

NASSAU COMMUNITY COLLEGE

WANTAGH HIGH SCHOOL

Academic Degree

ADDITIONAL SKILLS

Executive level presentation skills - Selling to C level, Vice Presidents and Directors.

Ability to motivate sales team in a collaborative style.

Proven tenacity to close.

Demonstrated problem solving and negotiation skills. Strong verbal and written communication and presentation skills.

Able to speak persuasively in positive or negative situations.

Creative ability in developing sales strategies and solutions and in presenting innovative solutions to customers.

Self-disciplined, strong leadership and motivational abilities.

Notary Public for the Commonwealth of Pennsylvania.

Whitehall Planning Commission.

President of Fullerton Memorial Playground and Athletic Association.

Demonstrate attention to detail problem solving and negotiation.

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Consulting

PDS Logistics

December 1998 to 2000

Start up freight forwarder with imports and exports from India, Domestic trucking through out the USA and Mexico, and U.S. Customs brokerage. 40,000 SQF warehouse that included WMS, and FMCG for reverse logistics to work with such clients as Motorola. Training personal to have objectives to reduce costs, increase efficiencies and achieve operational excellence while improving the existing collaborative planning, forecasting. Training personal to Managing strategic supplier relationships, facility audits and site inspections, service performance measurement.

Managing Business to Financial Guidelines as established. Develops and promotes a team atmosphere. Applies sound communication and motivational techniques in supervising, counseling and disciplining subordinates. Develops implements and directs programs to ensure the safety of all personnel, equipment and property. Audits operations to ensure service standards are being met. Ensures the accurate and timely preparation, processing, distribution and retention of all necessary reports and records regarding operations. Analyze and resolve complex issues and problems in a sound and timely fashion. Identify areas of risk/concern in area of responsibility.

Coach others in the development of their skills.

First year total revenue 5 Million.

Second year 17 million.

Synergy Sales Consultants

January 2005 to December 2006

Start up sales company, which represents a large verity of U.S. trucking and rail companies.

Coordinates complete sales cycle process including prospect list initiation, lead generation, prospect qualification, analysis, pricing, proposal preparation and presentation. Create and implement new supply chain capabilities for the clients that support their overall business strategies. Focus on delivering comprehensive business solutions. Responsibilities include the redesign of core business processes and implementation of solutions for the clients, adding significant value and delivering benefits to provide a positive impact on the client organizations' bottom-line.

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