Business Development Regional Sales

JIMMY KLOSOWSKI

Indianapolis, IN ***** • 317-***-**** • **********@*****.***

SENIOR SALES AND BUSINESS DEVELOPMENT MANAGER

Driving revenues and profits in highly competitive markets

Accomplished Regional Sales Manager with 24 years of consistently meeting or exceeding revenue and profit objectives in exploding and contracting economies. Experience with varied air, trucking, air charter, and global transportation logistics. Employ tactical sales programs to generate new business and maintain existing accounts. Collaborative leader with exceptional interpersonal skills and motivational style that propels territory performance and sustains accelerated revenue growth.

Critical thinker with analytical skills to project future customer needs.

Strategic relationship builder with focus on cross-functional collaboration.

Problem solver with ability to identify issues and provide solutions.

High-energy leader focused on organizational development and key stakeholder engagement.

BUSINESS AND TECHNICAL SKILLS

Strategic Business Planning & Execution • New Business Development • Key Account Management

P&L Accountability • Program & Project Management • Revenue & Profit Generation • Quality Assurance

Customer Relationship Management • Recruiting & Employee Development • Performance Optimization

PROFESSIONAL EXPERIENCE

Forward Air 2023–Current

Senior Director of Sales Automotive and Heavy Truck, Indianpolis, IN (2023–Present)

Managed revenues and profits by managing existing accounts and acquiring new accounts. Established and maintained professional relationships with decision-makers to increase sales. Managed the vertical in 2023 with a team of five.

Manage a $176 million book of business.

Realized over 10% annual revenue growth, averaged 12 new customers, and achieved 100% of plan.

Generated $26 million new business by cross-selling additional services to 42 new accounts

121% of net revenue plan for 2024

ArcBest (formerly Panther Premium Logistics) • Indianapolis, IN 2013–2023

Regional Sales Director, Indianapolis, IN (2017–2023)

Managed a 11 account managers in MI, OH, KY, IL, IN

Realized over 17% annual revenue growth

Generated $256 million new business by cross-selling additional services to 42 accounts.

Achieved 27% OR improvement after Implementing price increases on top 10 customers.

Reduced DSOs 10% by evaluating top aging customers and implementing processes.

Added 15 new customers, increasing revenue, by enhancing High Value process within electronics/high value service along with Automotive offering adding international services to complete out offerings

Led overall territory improvement in secure ratio, moved from 56% to 78% with customer SOP development by strategically coordinating plan with Operations.

President’s Club winner in 2021, 2020

Conducted cross-training and supported sales on International opportunities.

Regional Sales Director, Medina, OH (2013–2016)

Managed territory, setting goals and maintaining individual accountability to achieve or exceed performance expectations. Managed 8 account managers

Exceeded expectations by leading all regions in YOY revenue and gross profit three consecutive years.

Managed 50% of all President’s Club winners in 2014 and 2015.

President’s Club winner in 2016, and 2015

DSV (formerly UTI) • Indianapolis, IN 2009–2013

Business Development Manager International Sales Manager, Midwest Region

Brought onboard to develop and execute strategic business plans and marketing strategies for company specializing in providing multiple urgent transportation alternatives with a single phone call approach.

Achieved profitability in the second month of operation.

Developed Central Global account group that exceeded $40 million in annual gross profit dollars.

Created and maintained strong business relationships that were instrumental to company success.

UPS-SCS (formerly MENLO Expedite/Emery Expedite) • Indianapolis, IN 1997–2009

Director of Business Development (1998–2009)

Performance-based promotion, tasked with driving revenues and profits in 52 sales territories in 13 states and Canada. Managed 4 Regional Sales Managers in the company’s most profitable Division.

Cut operating profit to 91.3% ($7.8 million profit), reversing a negative position.

Developed and implemented Aerospace vertical market into UPS Airlines for aircraft materials using UPS assets.

Ranked among industry leaders in providing same day service via commercial airlines and among top 3 North America charter providers.

Achieved President’s Club in 2005 and 2000 for best in class among North American Managers.

Sales Representative (1997–1998)

Consistently exceeded sales targets in a $6 million per year territory.

MILITARY SERVICE

U. S. Army • Fort Knox, KY 1990–1992

19K Tank Controller

Worked with crew and relayed orders of 2nd Lieutenant to achieve mission-critical goals.

EDUCATION

Bachelor of Arts, Sales and Marketing Specialization-Indiana State University School of Business

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