Business Development Process Improvement

KEVIN FALLON

Manvel, TX 281-***-**** **********@*****.*** https://careerwebfolio.com/kevinfallon/ SENIOR LOGISTICS MANAGEMENT EXECUTIVE

Operational Efficiency Business Acumen Sales Acuity A Broadly Experienced Marketing, Sales, and Operations Professional with a proven record of increasing top and bottom lines during periods of industry disruption and fundamental change. An excellent communicator, resolute negotiator, and creative manager skilled at strengthening competitive advantage through process improvement, pricing innovation, and cost control. Adept at incorporating technology to increase productivity. Astute at selecting activities best performed offshore and directing transition. Skillful recruiting and training employees from various departments to produce efficient, effective, quality work. Respected, trusted, and consistently successful delivering meaningful ROI in consequential situations. CORE COMPETENCIES

• Business-Model Reengineering • Marketing Planning / Business Development • Operations Management

• Collaboration / Negotiation • Strategic Planning / Tactical Direction • Accounting Supervision

• Communications • Sales Management / Sales Operation • Process Improvement

• Project Controls • Recruitment, Training, & Retention • Change Management PROFESSIONAL EXPERIENCE

DJD Tank Container USA Inc 11/2024 – 5/30/25

A Chinese based Tank Container Company who wanted to expand into the North American market.

• Created the company name and secured a federal tax ID for the company in the United States.

• Secured Articles of Incorporation, as well as the Minutes of Organizational meeting for Board of Directors.

• Applied and successfully secured an NVOCC license with the FMC for the company to legally operate.

• I opened and leased their first office in Pearland, Texas.

• Hired a sales manager and an operations manager – to help the business get established.

• Established contracts with all major truckers and depots and customers. Katoen Natie Specialy Chemicals 3/2024 – 10/25/24

A Belgium owned company diversified in tank containers and specialty warehousing around the globe

• Hired as new Business Development Manager.

• Was given only a handful of accounts to manage.

• Ninety percent of my time was spent in the office handling manual quotations.

• Successfully directed various bids in order to secure business from North America. Milkyway International Stefford, TX 2022 - Present A Chinese Power House involved with Tank Containers, Whare Housing, Freight Forwarding, Dry Cargo and Specialty shipping.

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• Opened the first Tank Container division in September of 2022.

• Hired 5 people to help learn and grow business.

• Had system converted to English from Mandarin. In order to assist operational and commercial duties.

• Secured first new accounts to engage with Milkyway on their first shipments.

• Directed various bids in order to secure business from North America.

• Succeeded in eliminating their agency dependency in the US.

• Helped secure agency agreements in Mexico and Brazil.

• Owner elected to close office as market was not making money. They kept me employed as a consultant till I could find another line of employment.

M&S Logistics Pearland, TX 2021 - 2022

A globally diverse logistics provider of bulk-liquid transport specializing in the use of ISO intermodal tank containers. Vice President of Business Development

Developed the business plan that created the company’s new export office in Mexico and currently oversee the growth and operations of that business.

• $1 million in annual revenue expected from a non-citizen-owned company established in Mexico by engaging local authorities and business partners in overcoming government barriers to incorporation by foreign interests.

• $90,000 of new monthly proceeds produced by adding five new clients in one year through persistent contact, effective negotiation, and personal warranty of service quality with prospects initially professing satisfaction with the incumbent vendor and an unwillingness to change suppliers.

• $74,000 of demurrage charges averted by facilitating an 82% reduction in per-tank inventory days through a judicious hiring and active mentoring of a new employee in conjunction with opening the Mexico office. Stolt-Nielsen USA Inc. Houston, TX 1992 - 2020

The industry’s largest international tank container company specializing in the transport of chemical and food products. Global Account Manager I 2018 - 2020

Accountable for budgeted growth and profitability as well as continued satisfaction with the service provided of the company’s major accounts with specific responsibility for the single largest.

• $875,000 average annual sales increase obtained in eight years from one account by persuading the buyer to forego competitive bidding and accept price adjustments based on analysis of six-year’s business.

• $500,000 in two customers’ yearly shipping costs prevented by analyzing each firm’s container-fulfillment history, discovering patterns of capacity under-utilization, and assisting with improvements to the automated loading programming used by each.

• Elevated the firm’s largest customer’s dependence on and confidence in the organization’s performance by stationing three company employees in the client’s office.

• 10% hike in operating margin from one account produced by changing the traditional industry-wide practice of invoicing extraneous services separately to including charges for extra incurred costs in the linehaul billing. Director – North & South America I 2010 -2018

Responsible for hemisphere-wide growth of shipment volume and profitability. Partnered with regional directors and senior management to develop sales strategies and financial goals. Ensured cross-function understanding of and commitment to plans and programs. Monitored business metrics and directed subordinates in expansion and remedial efforts. Grew Sales & Lowered Costs

• $10 million shrink in ocean-transportation costs and a 5% average annual sales growth generated despite the intrusion of new competitors by trading committed volume for lower prices and controlling sales-force bidding with min- max margin guidelines.

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• $700,000 in overhead investment avoided by outsourcing the accounting function to suppliers in Manila and one of the documentation departments to Colombia.

• Produced the most profit in the division’s history by creating YOY record operating margins, allowing salespeople to make pricing decisions, expediting customer retention, and retaining key management staff.

• 50% cut in days outstanding realized by reviewing monthly A/R reports, engaging sales and operations to place accounts on hold, and advising company senior management of balance due. Improved Operational Efficiency

• 1,400 worker-hours per week shifted away from keeping and printing records by automating a manual system.

• Championed creation of an EDI system that transmitted data entered by vendors to the company’s servers.

• Customer satisfaction and employee morale increased by changing the operational model from function to an account-based system.

• Reduced employee errors by employing a full-time teacher to educate the operations staff in the areas of system, process, and procedures.

Increased Employee Productivity

• Created a business development focus within the sales team by framing job responsibilities for hiring and training an inside sales team.

• Reduced travel and other expenses by designing and installing a system and acquiring resources that allowed the sales team to continue contributing as needed while working remotely.

• Aligned company objectives for growth and expansion by structuring goals for all subordinates that aligned with corporate KPIs and measuring each person’s performance against the benchmarks. Additional Experience with Stolt-Nielsen USA, Inc. General Manager

• Empowered with full decision-making responsibility for sales and operations.

• Mentored team to develop solutions to increase team morale. EDUCATION / PROFESSIONAL DEVELOPMENT / ASSOCIATIONS Bachelor of Science in Business Administration (cum laude), Rider University Art of Negotiation / Management & Leadership, Fred Pryor • Finance & Accounting for Non-Finance Managers, University of Texas

Strategic Account Management Association, Member

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