Supply Chain Sales Leader
Resume:
Charles L Sperry
Hackensack, NJ 07601
718-***-**** (c)
*********@*****.***
Novapath Supply Chain Systems New York, NY
Director, Enterprise Sales 3/2024 - Current
Sales leader responsible for exceeding acquisition of Tier I enterprise shippers across multiple verticals that includes revenue, margin, & customer satisfaction deliverables. Develop and execute pricing strategies to achieve revenue and margin targets across product categories and channels. Conduct comprehensive market analysis to identify pricing opportunities and threats, including competitive pricing intelligence, customer segmentation, and demand forecasting. Collaborate cross-functionally with merchandising, marketing, finance, and sales teams to align pricing and promotional strategies with business objectives and market dynamics.
Develop the infrastructure and workflow for product availability within core-business areas focusing on optimizing working capital, cost, and service levels through effective logistics management, network models, and overall supply chain strategy for international business expansion
Define requirements for system enhancements or efficiency opportunities; coordinate testing and training and ensure SOPs and documentation are updated for effective utilization of existing systems and implementation of new systems. Develop and update the roadmap for warehousing and fulfillment strategy to ensure organizational alignment and empowerment to execute the strategy
Slync.io New York, NY
Director Global Accounts 4/2022 – 11/2023
Lead all aspects of sales velocity, including pipeline development, customer engagement, product demos, & GTM activities for a next generation supply chain SaaS platform that helps global shippers (Hitachi Energy, Ardagh Glass) & global Logistics Service Providers (DHL, DSV, Kuehne & Nagel) drive operational efficiencies & automate logistics processes. Responsible for boosting gross margin, sales revenue, and volume with new Enterprise account logos, and adding incremental revenue within existing accounts.
Average deal size: ARR $250K - $500K on $2M - $20M Enterprise account deals. 2022: Achieved $1M NNR on $2M quota in 6 months
UltraShipTMS Fair Lawn, NJ
Director of Enterprise Sales 6/2019 - 3/2022
Led the sales promotion, and client engagement strategy of UltraShipTMS’ modular, cloud-based Transportation Management Systems (TMS) platform for Enterprise clients. SaaS software suite designed exclusively for shippers to provide visibility, and control over transportation spend.
Collaborated with end-users on TMS, carrier solutions and goals. Designed innovative, unique approaches (use case creation, workflows, POC’s) to create solutions that drove down supply chain costs. Worked to ensure client success via Strategic Account, and Tactical Plans for all new onboarded accounts in support of Client Services team.
New logo acquisitions: Achieved 150% quota ($2M in NNR) in 2020 on $1.5M quota. $500K in ARR incremental new revenue delivered in 2021 with existing accounts through Professional Services agreements.
CH ROBINSON Secaucus, NJ
Global Key Account Manager 9/2016 – 5/2019
Responsible for increasing revenue, margin, and shipments with 3 Fortune 100 Enterprise accounts with $2B FUM (freight under management). Provided quality Managed Transportation solutions that met client needs. Responsible for understanding the logistical processes of my customers from end to end. Aligned service offerings to get the best results ensuring seamless supply chain delivery. Together with Vertical Owner(s), created and managed the network of sales resources around the given Strategic Customer(s). Created solutions and joint planning for annual growth and improvement.
Attained $5M+ in new business revenue in 2017, & 2018 from 3 enterprise accounts: Achieved 82% effectiveness in converting clients to CH Robinson online web portal technology (Navisphere) and exceeded margin /volume KPI’s by 115% in all service modes (Intermodal, Global Forwarding, and TL)
THERMO FISHER SCIENTIFIC Swedesboro, NJ
Senior Account Manager 10/2013 – 8/2016
Sales leader responsible for exceeding the acquisition and production expectations that included revenue, margin, and customer satisfaction deliverables. Collaborated with Operations and Client Services to provide consultative selling of Specialty Logistics services to new and existing enterprise accounts in the Life Sciences/Bio Pharma space. Included track and trace, with proactive intervention and resolution on shipment delays. Provided Executive Summary to quantify value in collaboration with client stakeholders on critical KPI’s.
Focus on Specialty Logistics and Premium Courier in the Life Sciences arena. Achieved 110%of Goal for 2014 and 102% of forecasted $1M net new revenue Goal in 2015.
PUROLATOR USA New York, NY
Manager, Business Development 1/2008 – 9/2013
Sales leader responsible for development and roll out of U.S. small package/Express to Canada. Consultative selling of new services/solutions to existing top-revenue producing accounts. Coached, mentored, & monitored 5 Major Account Executives with an annual business plan of generating $2M first year revenue for Express Services in 2010.
Achieved104% of forecast in 2008, and 103% of forecast in 2009 on forecast of $1M.
NEW PENN MOTOR EXPRESS New York, NY
Sales Manager 4/ 2003 – 11/2007
Led sales team responsible for boosting gross margin, sales revenue and volume with new
and existing major accounts. Coached, mentored and, monitored 8 NPME Account Executives with an annual business plan generating annual sales of $20 million. Development of sales force to ensure effective identification of opportunities; development and implementation of business plans; presentation of proposals; and effective use of sales accountability tools.
Exceeded sales forecast, achieving minimum of 102% of goal 2005 through 2007 on $500K net new revenue goal per rep. $4.0M forecast.
UNIVERSITY OF VIRGINIA (MBA) Charlottesville, VA
Business Administration/Management
NORTHWESTERN UNIVERSITY (BA) Evanston, IL
Bachelor of Arts/Political Science
http://www.linkedin.com/in/csperry27
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