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Vice President of Customer Strategy and Sales Resume Example

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VICE PRESIDENT OF CUSTOMER STRATEGY AND SALES
Professional Summary

Talented Vice President with excellent employee development, customer service and analytics skills coupled with more than 20 years of experience. Highly effective and comfortable giving engaging presentations to clients to drive new business, expand accounts and establish brand profile. Excellent team builder and leader of initiatives that result in improved revenues.

Skills
  • CRM
  • Leadership
  • Marketing
  • Problem solving
  • Supply chain
  • Relationship building and retention
  • Performance Metrics Analysis
  • Recruiting and Hiring
  • Budgeting
  • MS Office
  • Sales training and leadership
  • Strategic Planning
  • P&L Management
  • Sales forecasting
Work History
Vice President of Customer Strategy and Sales , 01/2013 to 08/2020
Central Transport – Warren , MI
  • Recruited to assess the effectiveness of the existing organization and implement change to become competitive at the Local and National Account Level.
  • Early in the process worked with the President and CFO in the acquisition and of integration of prior employer.
  • Assessed and restructured internal Sales and Marketing Department.
  • Drove the development of sales strategies for expanding the company's customer base.
  • Developed monthly, quarterly and annual sales projections based upon pipeline and planned outreach.
  • Managed overall sales process, identifying and implemented improvements to process, setting appropriate metrics for sales funnel management.
  • Completed acquisition and integration of Vitran sales force and customer base.
  • Developed new Sales Structure and Compensation Package based on production.
  • Developed and implemented new technology for sales monitoring and performance review.
  • Increased company growth through effective collaboration with sales and marketing departments.
  • Identified opportunities to improve business process flows and overall departmental productivity.
  • Evaluated product development strategy effectiveness and prepared alternative approaches to exceed goals.
  • Increased efficiency by analyzing data and maximizing opportunities for improved productivity across several areas.
  • Hired and managed 150 employees to maximize productivity while training staff on best practices and protocols.
  • Established performance goals for Sales department and provided methods for reaching milestones.
  • Reduced costs by overhauling and streamlining contract bidding and procurement processes to assure best prices for materials and services.
  • Mitigated financial discrepancies by efficiently managing budget and payroll operations.
Director of Business Development, 02/2013 to 07/2013
VITRAN – Pittsburgh, PA
  • Offers less than load (LTL), truckload freight and logistics.
  • Includes services, shipping tools and company information.
  • Responsible for National Accounts in Ohio as well as surrounding states.
  • Negotiated, prepared and signed contracts with clients.
  • Leveraged industry trends and competitive analysis to improve customer relationship building.
Regional Sales Manager, 01/2009 to 01/2013
AFS LOGISTICS – Columbus, OH
  • Industry leader offering flexible supply chain optimization solutions.
  • Responsible Account Executives in Ohio as well as surrounding states.
  • Provide quality leadership for AFS's internal and external customers in all assigned tasks, while remaining inclusive of constructive problem solving, facilitating creative improvements, and inspiring others.
  • Achieve Region's revenue and profitability quotas for products as are sold into all customer segments within Region.
  • Successfully establish environment and foundation for future sales growth.
  • Directed selling activities within Region including resource deployment and customer interactions.
  • Effectively prioritize all responsibilities in accordance with corporate objectives.
  • Increased revenue from $ 2.2MM in 2009 to 4.5MM within 3 year span.
  • Supported new Account Executive in signing largest client in company history.
  • Assessed each location's individual and team performances, analyzing data trends to determine best methods to improve sales results.
Senior Vice President of Sales and Marketing, 03/1995 to 01/2008
R & L Carriers – Wilmington , Ohio
  • Promoted to Senior Vice President, creating additional Vice President position in South East Region.
  • Oversaw staff performance, ensuring appropriate professional development, and providing leadership.
  • Drove development of sales strategies for expanding company's customer base.
  • Developed monthly, quarterly and annual sales projections based upon pipeline and planned outreach.
  • Managed overall sales process, identifying and implemented improvements to process, setting appropriate metrics for sales funnel management.
  • Completed implementation of Data Warehouse program while concurrently initiating creation of dashboard reporting.
  • Facilitated in doubling size of company within 8 years overall.
  • Coordinated with social media, public relations and other teams to execute product introductions.
  • Determined optimal variation of, and resource allocation to media outlets by analyzing consumer data to meet company's advertising goals.
  • Oversaw department-wide transition into use of Oracle and Goldmine to consolidate and modernize sales team work output.
  • Tracked key metrics and developed spreadsheets and data models.
  • Wrote engaging and successful marketing, advertising and website copy.
  • Developed campaigns and specific marketing strategies for clients.
  • Identified appropriate marketing channels and target customers for campaigns.
  • Increased credibility and client awareness by developing technical/non-technical marketing collateral and presentations, public relations campaigns, articles and newsletters.
  • Worked within budget parameters to develop and implement marketing strategies by analyzing key data and consumer demographics, increasing company revenue by 23% over 4 years.
  • Tracked various product sales and costs by analyzing and entering sales, business data and expenses.
  • Created documentation outlining research findings for use by project managers, customers and other marketing staff to make accurate decisions about future plans.
  • Maximized advertising efforts by developing content for media relations, corporate communications and social media posts.
  • Managed full-cycle marketing and advertising strategies including estimating costs, managing resource allocation and adjusting production schedules.
  • Studied demographic data to determine optimal targets, competitor offerings and tactics for persuasion.
  • Mentored and guided executive team during business development decision-making to optimize profitability, marketing strategy and communications planning.
Education
Bachelor of Science: Business Administration, 05/1983
Bowling Green State University - Bowling Green, OH
  • Professional development completed in Management.
  • Member of Pi Kappa Alpha
  • Internship in Advertising Sales
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Resume Overview

Companies Worked For:

  • Central Transport
  • VITRAN
  • AFS LOGISTICS
  • R & L Carriers

School Attended

  • Bowling Green State University

Job Titles Held:

  • Vice President of Customer Strategy and Sales
  • Director of Business Development
  • Regional Sales Manager
  • Senior Vice President of Sales and Marketing

Degrees

  • Bachelor of Science : Business Administration , 05/1983

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