Customer Service Sales
Resume:
Richard L Smith
Stow, OH *****
Home: 330-***-****
Cell: 330-***-****
Email: ************@*********.***
Objective To utilize my experience in sales and management to enhance my employers position in the markets which they participate.
Experience
January 2010 – Present
Wills Trucking Company
Cleveland, OH
Vice President
Responsible for P&L of company including operations, maintenance, sales, HR, and safety of a $25,000,000 transportation company.
Monitor daily revenue, fuel cost, labor cost, and maintenance cost.
Daily interaction with employees and customers to assure timely delivery of shipments.
Monthly review financials with employees to make adjustments to maintain profit margin.
Meet with customers to secure business, negotiate pricing and contracts at profitable levels.
Meet with vendors to stay aware of changes in pricing that may affect company profitability. Negotiate with potential vendors to create a beneficial relationship.
Meet with department managers to share ideas for improvements in profitability and employee morale.
Visit customer facilities to assure we are meeting their expectations.
June 2006 – January 2010
Page Trucking
Weedsport, NY
V. P. of Sales
Secured $12,000,000 in new business with 60% under 3 – 5 year contracts, 25% repeat business, and 15% seasonal business.
Sales calls on both large and small companies that require transportation of bulk commodities.
Negotiated 3 – 5 year contracts with customers
Measured service levels by utilizing a matrix which I developed.
Maintained a 98%+ service level.
Set up itinerary and appointments, make travel arrangements, make presentations, and prepare quotes.
Responsibilities include cultivating leads and maintaining a minimum of 15 million dollars in annual revenue, working with the Service Center Managers to improve customer service, and improve operating ratios.
Converted the percentage of contract sales from 10% to 45% over the past two years to stabilize business.
Worked with Federal, State and local government agencies to promote status as a Woman Owned Business Enterprise.
Registered with Fortune 500 companies to participate in programs for minority companies.
2001 – 2006
Wills Trucking, Inc.
Richfield, OH
V. P. of Sales
Sales calls on both large and small companies that require transportation of bulk commodities.
Set up appointments, make presentations, prepare quotes, initiate credit for new customers, make collection calls when customers do not pay within terms.
Responsibilities include finding and maintaining a minimum of $50,000,000 million dollars in annual revenue, working with the Service Center Managers to improve customer service, and improving operating ratios.
Converted the percentage of contract sales from 50% to 85% over the past three years to stabilize business.
Increased margins by 5.6% working closely with other departments to increase productivity of equipment by eliminating empty miles.
1992 – 2001
Wills Trucking, Inc.
Richfield, OH
Director, Business Development
Secured long term contract business with Fortune 500 companies
Initiated and operated related non core business ventures to enhance services to customers, such as Exodus Logistics a waste transportation division utilizing combinations of rail, truck, and water to create opportunities and reduce transportation costs, along with Wills Services, a brokerage company that allowing the utilization of other companies to haul excess freight.
Perform due diligence on possible acquisitions and make recommendations to others on the Executive Committee.
1984–1992
Wills Trucking, Inc.
Chicago, IL
General Manager, Western Region
Stabilized operating units and began expanding adding $12 million in profitable revenue. This required opening new Service Centers or making acquisitions in OK, UT, ID & CA.
Received company’s highest sales award four years in a row.
1988 – I was instrumental in securing the largest transportation project in company history.
1990 - Spent 6 months in New Jersey to start up large contract requiring 125 tractors and 375 trailers. During this assignment, I was totally responsible for the purchasing of equipment, hiring of all personnel, locating and acquisition of a suitable facility, and all maintenance and safety related items.
1980 – 1984
Wills Trucking, Inc.
Richfield, OH
Operations Manager
Responsible for total operation of six service centers in OH, PA, IN, and MI. Primary responsibilities included increasing the efficiency of equipment through central and local dispatch, working with the managers on customer service issues and joint calls with sales personnel. Secondary responsibilities included working with the safety and maintenance departments to assure all company policies, procedures, and rules are followed.
1973-1980
Wills Trucking, Inc.
Richfield, OH
Director of Maintenance
Responsible for all equipment and parts purchasing, scheduling of preventive maintenance, and hiring of mechanics at three truck shops and two lake docks. Responsible for all loaders and cranes in a 24 hour 7 day a week continuous unloading and loading operation moving over 1,000,000 tons of bulk commodities per year .
Filled in for dispatchers, drivers and supervisors as needed in both the trucking and stevedoring divisions.
Saved the company more than $250,000.00 per year in equipment and maintenance costs through the consolidated purchasing of equipment, parts, & tires, along with a strong preventative maintenance program.
Increased the efficiency and utilization of equipment by changing operating hours of the maintenance facilities to accommodate dispatch and drivers. An unexpected benefit was a reduction in the number of accidents and equipment damage.
Education:
Kent State University – Bachelor Degree - Business
Cleveland Technical Institute – Technical Degree
American Management Association – Various Courses in Management
American Trucking Association – Continuing Education in Logistics
HM181 Hazardous Materials Certification
40 hour OSHA training
Certificate – Federal Government Procurement
Comfortable in all types of business settings and situations
Excels in sales and customer service.
Proficient with computers and Microsoft programs.
Member ATA Logistics Council
Member Cleveland Traffic Club
Member Pittsburgh Traffic Club
Member of ISRI
Contact this candidate