Sales Manager Operations Supervisor

Patrick Doran

Cornelius, NC ***** (C): 513-***-****

email: *************@*****.*** / www.linkedin.com/in/patrickdoran-mba

Sales Management Professional

Accomplished professional with significant sales management experience and expertise in driving aggressive business growth, Cultivating new business, broadening penetration within accounts, and maximizing revenue potential

Results-focused account and business manager offering 25 years of experience in delivering and sustaining revenue and profit gains within the service sector, manufacturing, distribution, and logistics industries, and supporting customers in the service, distribution, and manufacturing sectors. MBA graduate with a track record for developing business, directing cross-functional teams, leading organizational development, driving business growth, developing large accounts, providing tactical business solutions, and consistently exceeding margin dollar and revenue targets. Career highlights include recognition as top producer for delivering new business individually and with teams.

Core Competencies

Leadership & Motivation

Cross Functional Team Building

Strategy Development/Execution

Business Development

Logistics Management

Profit & Loss Management

Cost Containment / Budgeting

Sales/Account/Relationship Management

Conceptual Development

General Management

Relationship Building

Communications

CRM- software

Sales/Marketing

Creative/Strategic Selling

Major Account/National Sales

Sales Presentations

Relationship Management

Vendor Negotiations

Client Needs Analysis

New Market Identification

Productivity Improvement

Staff Training & Development

Career Track Development

Professional Experience

colu

Brothers Freight Management- Charlotte, NC 2021- Present

4PL Carrier/ Broker/ Warehousing Services

Senior Business Development Management

Brought $50 million worth of new business to the table within the first 6 months

Current run-rate of $825,000

Customized Salesforce.com to accommodate sales structure for integration with TMS.

Introduce BFM to broker portals

Coordinate dispatch to meet customer expectations.

Disruptive Marketing Group – Cornelius, NC 2020– Present Boutique marketing and manufacturer’s representative agency

Business sales modeling and scaling for increased ROI

Digital consulting -SFA Tools /D&B/ market analysis

Sales Representation / Manufactures Representative Agency contracted

Logistical brokering services

Roadrunner Transportation – Downers Grove, Il 2019 - 2020

National Asset Light, Less than Truckload carrier with 19 metro locations servicing North America

Account Executive / Charlotte North Carolina

Sales representative for the Charlotte North Carolina Metro market. Serviced LTL service to 19 metro market brick-and-mortar service centers. Develop new and grow current market customer base.

Won back critical lost business in the territory

Second place regional new business development 3rd quarter 2019

1st Place regional new business development 1st quarter 2020

32% positive growth in 2020 at 85% in newly assigned new territory, on track with positive growth to meet plan.

Southeastern Freight Lines – Columbia, South Carolina 2018 - 2019

Regional less than truckload carrier servicing the southeastern united states

Operations Supervisor / Charlotte North Carolina

Outbound operations supervisor for a multi-functional breakbulk terminal.

Contributing management member 2018 Platinum Award Service Center

Individualized Quality leader- Team management lead

Six Sigma Process owner- CMI internal process (Load Average/ Departure Compliance)

Red Ventures – Fort Mill, South Carolina 2016 – 2017

Third Party Aggregate for nationally branded products / $1 billion + annual sales

Sales Agent /Charlotte, North Carolina

Market telephonic, broadband, and satellite entertainment products via inbound marketing calls via paid search and website management.

High activity-based inbound call environment achieving required call center conversion requirements.

5th in product sales out of 190 reps in December 2016.

Workforce MVP August 2017.

Ranked Top 20% of product sales within three months of start.

Saia LTL Freight –Johns Creek, Georgia 2014-2015

LTL regional and inter-regional carrier. Supports 147 terminals with full state coverage in most states. Ships to international locations and supports full truckload service and other logistical services. /$1 billion annual sales

Sales Representative / Columbus, Ohio

Sales representative for the Columbus Ohio market. Provides LTL service, time-sensitive shipments, volume shipments, international shipments, and full truckload service. Establish account setup with the full credit process. Initiates and negotiate pricing. Primary and organizational lead with customer service. Completes detailed shipping information reporting weekly and monthly. Responsible for daily activity updates in CRM. Provides leadership and strategic decision-making with local, regional, and national accounts. Reports directly to District and Regional Sales Management.

Managed and develop Columbus outlying Greenfield markets in 2014 and grew the market by 28%.

2015 moved to a new territory, Columbus metro to increase business in a denser geographic highly competitive market.

Ranked 5th in the region out of 33 with number of pipeline wins at a $1 million run rate in 2015 through the third quarter.

Vitran Express/Central Transport- Etobicoke, Ontario /Warren, MI 2013- 2014

International Less than Truckload Logistics Carrier / $700 million annual sales

Account Executive/Columbus, Ohio

Manage and develop Eastern Columbus market sales to include eastern Ohio, south-eastern Ohio and northern Ohio markets north to Ashland, Ohio. Started in March 2013, company acquired by Central Transportation in September 2013.

Secured two, hundred thousand dollars plus accounts within first sixty days.

High activity- based environment that required minimum of ten sales calls a day.

Secured two three-hundred thousand dollar plus accounts for 2014 contract year.

Service and resolve customer issues to include: Billing, rating, and service issues.

Current run rolling run rate on book of business, $3.8 million, 100%+ at Plan

Fed Ex Freight – Memphis, Tennessee 2010 - 2013

World’s Second Largest Logistics Provider/ $42 billion annual sales

Operations Supervisor/Columbus, Ohio

Provide leadership in the lane projections, operations, loading, and direct team supervision for a major hub operation. Managed the outbound freight for end of line lanes in the Priority /Economy freight sectors. Managed international “Virtual” Canadian gateway for outbound operations with high compliance exceeding international customs freight exception standards companywide.

Supervised the inbound freight management of the Toledo hub operations to insure compliance with freight management systems for timely freight movement for outbound hub operations.

Relocated to Columbus to integrate a largescale hub operation with the regional and national freight segments for FedEx Freight.

Created and implemented internal control system to comply with the company standards to insure freight movement and internal accountability compliance for the center operations and equipment.

Recommended and implemented two key standards for compliance in the annual center “Snapshot.”

Recommended and management-implemented career development pathways for the management team.

Burhmann NV GmbH, Corporate Express, N.A. – Broomfield, Co 2004 - 2008

World’s largest B to B Office supplier / Distributor $7 billion annual sales

District Sales Manager, Mid-Market Business Development/Charlotte, North Carolina 2007-2008

Started targeted mid-market sales efforts in Charlotte and Raleigh North Carolina with a team of Business Development Managers with corporate-directed new business development team sales initiative.

Inherited one underperforming Business Development Manager performing at 67% of plan in 2007 to 116% in first quarter of 2008

Brought on first new hire BDM in Raleigh and had ramped at 200% by month two.

Running at 120% of the plan at the first six-month mark.

Accounted for division high new business in the first quarter of 2008.

On target to exceed 2008 revenue expectations through the first quarter of 2008.

Branch Sales Manager/ Indianapolis, Indiana 2005-2007

Managed all aspects of sales, operations, and support staff to facilitate successful execution of budgeted sales goals and P&L objectives in a $26 million branch operation with full P&L responsibility. Staff of 15 sales and support personnel.

Finished 2005 at 99% of sales goal and 103% of gross profit expectations resulting in a positive net EBIT business operation.

Decreased direct selling expenses by 18% in the first year.

Took over the Kentucky market to improve the company’s indirect selling expenses.

Managed company’s partnership participation as one of four major sponsors of the Indianapolis Mini-Marathon, the largest marathon in the U.S.

Implemented business networking that increased exposure and trade show participation.

Integrated Sales Manager / Mid-Market, Sales Manager, Cincinnati, OH 2004-2005

Managed Integrated Sales Team with a $75 million budget and the Mid-Market Sales Team with an $8.6 million portfolio. Responsible for business development, pricing, and margin management.

Hired, trained and implemented corporate initiative of the Integrated Sales Team within 30 days of hire.

Finished 2004 at 102% of revenue goal and 101% of gross profit goal for mid-market.

Finished 99% of revenue and 114% of gross profit goals for Divisional Integrated Sales Team, 2004.

Achieved Divisional Sales Lift of 10.59% within a 3-month start-up period with an integrated sales team.

Cincinnati Mid-Market team increased baseline sales by 38%; Indianapolis Mid-Market team increased by 25%.

Achieved targeted growth with lower than Company budgeted direct selling expenses.

Initiated a marketing program that put Division in top sales for several product categories.

Worked with strategic vendors to increase sales in specific product categories.

Developed sales “spiffs” to increase the sales team's targeted sales and margin goals.

Managed and trained the division to include other sales managers in SFA/CRM tool, Salesforce.com

Staples Business Advantage – Framingham, Massachusetts 2001- 2004

Office supplier / Distributor $1.2 billion annual sales

Regional Sales Manager/ Cincinnati, Ohio

Started the first successful Greenfield contract and commercial sales market in Staples history. Responsible for sales team, business development, strategic pricing, margin management, and achieving sales goals in Indiana, southern Ohio and Kentucky. Strategized and presented value proposition to executives and key decision makers.

Planned and coordinated new Cincinnati District Sales Office.

Hired, trained and managed a team of top performers who monthly exceeded 100% of sales goals.

Finished in the top 10 of business development teams in the North American Division of Staples Business Advantage in 2003 while in a secondary metropolitan business market.

Generated over $2.7 million in new business revenue by first year-end 2002 and $6.5 million by year-end of 2003 with a run rate of $10 million for 2004.

Due to market success, Senior Executives refocused the North American Business Division’s “go to market strategy” leading to the consolidation of Staples Direct and Staples Business Advantage. Leadership used the Cincinnati market via major marketing research firm to validate team performance and implement consolidation.

OFFICE DEPOT - BUSINESS SERVICES DIVISION; Delray Beach, FL 1999 - 2001

Office supply / Distributor; $3.2 billion annual sales

National Account Manager, Business Services Division/ Charlotte, NC

Managed sales, pricing, and strategic marketing activities for a 2 state region generating collective annual run rate revenues of $8+ million. Responsible for strategic market analysis, account penetration, program management, and program compliance at executive levels. Included forecasting, budgeting, customer relations, and trade show participation. Conducted executive-level quarterly business reviews with clients to measure compliance, and communicate strategic account initiatives and goals to foster long-term business relationships.

Successful selling “open book” pricing philosophy won accounts at higher profit levels than competitors, resulting in 107% of plan in sales, Gross profit, and E-commerce goals.

Proficient in E-Commerce third-party platforms, EDI, and punch-out technology.

#1 Graduate, graded point total - Office Depot University, spring 1999.

Loy & Associates – Toledo, Ohio 1993-1999

Manufacturer’s Representative Agency – Flat roll steel coil, carbon, and stainless steel tubular steel products provider as a direct representative for major steel industry manufacturers; $13 million annual sales.

Territory Sales Manager /Charlotte, North Carolina

Managed sales activities for steel industry clients throughout a five-state region generating collective annual revenues of $6 million. Responsible for customer relationships, forecasting, budgeting, telemarketing, and new account business development. Introduced new steel product lines. Developed and solidified principal business relationships through pricing management, quality assurance, logistical support, and account retention activities.

Penetrated 20-year business relationships to acquire new business.

Company secured a new principal relationship doubling sales in the first year.

Reengineered communication network that significantly improved customer satisfaction.

Introduced sales and bi-annual sales reporting presentations to set the standard for major principle reporting practices.

Education

Master of Business Administration - Belmont Abbey College, Belmont, NC

Bachelor of Business Administration - Lourdes University, Sylvania, OH

Military

United States Marine Corps – Sergeant E-5, Platoon Sergeant, Active and Reserve, 1984- 1992

Navy Achievement Medal – Personally Decorated by the Secretary of the Navy. (Desert Shield/Storm)

Honor Graduate – Marine Corps Infantry Training School, Camp Pendleton, CA

Honor Graduate – Marine Corps Basic Training, MCRD, San Diego, CA

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