Objective
Mid - Senior Level Management: Area Sales Manager, Sales Director
Dynamic, result-oriented sales and sales management professional with an extensive history of developing
new business and managing team with record-setting revenues. Strategic thinker proven to open new opportunities and launch services across all facets of international transportation and logistics including ocean, air, surface, warehousing, consolidation, forwarding and project management. Provide a solution based approach to sales that focuses on resolving clients needs, creating a win-win situation and foundation for long term client retention. Problem solver who specializes in negotiating complex and large contracts while effectively positions service offerings regardless of economic or business climate. Inspirational leader who drives a culture of success organization wide and values training to ensure associates consistently exceed expectations.
Experience
PROFESSIONAL EXPERIENCE
NYK Line (North America), Inc. (San Francisco, CA. 1998 - 2009)
U.S. subsidiary of a publicly held Japanese maritime and transportation conglomerate with revenues
in excess $25 Billion.
Area Sales Manager, Northern California , Nevada & Utah (1999 - 2009)
Account Manager (1998 - 1999)
Demonstrated strong leadership in delivering results that grew Area revenues. Provided clients with
End-to-End international logistic solutions beyond ocean transport under SEA-LIP (Sea-Air-Earth
Logistic Integrator Program) by aligning services provided through subsidiaries. Familiar with use of
CRM programs (Goldmine, Act, Salesforce.com, Avenue) Recruited, trained, managed staff and
implemented target programs.
• Attained growth in annual revenues from $45M to $115M in a 5 year period. (2004-2008)
• Secured new customers that were identified as strategic company targets with multi-million
dollars in revenues on numerous opportunities. (i.e. The Gap, Del Monte, Crystal Geyser)
• Launched target programs to revamp market share of refrigerated commodities which resulted in
increased Area market share of such segment by 2.3%, revenue by 35% (2003-2005)
• Interfaced with key clients to improve service reliability, overall lead time and performance.
• Implemented EDI programs with major clients to measure performance against KPI’s and
develop Kaizen plan as needed.
• Integrated services offering of air freight, surface, warehousing, consolidation and brokerage
through subsidiaries in providing end-to-end solution.
President, A to Z Promotions, Inc. (Oakland, CA. & Atlanta, GA. 1996 - 1998)
• Provided market research projects and purchasing criteria study for the maritime industry to
identify cause of market share loss and provide recommendations to reverse trend.
• As event organizer, produced, financed and promoted JAZ’96 Festival in Atlanta, GA. A 50 day
event converting an 80,000 sq.ft. parking lot into an entertainment village during the ‘96 Olympics.
American President Lines, Ltd. (Oakland, CA. & Atlanta, GA. 1989 - 1996)
Major U.S. maritime and logistics firm acquired by Neptune Orient Lines (Singapore) in 1997.
District Manager, Southeast and Director, Japan Sales - Southern Region (1993-1996)
Director - Japan Sales, Corporate Sales & Pricing (1990-1993)
Manager- Marketing, North America Sales & Marketing (1989-1990)
• Increased sales by 23% over five states in the U.S. Southeast through three offices. (1994-1995).
• Generated revenues in excess of $100M for six straight years under capacity constraint (1990-1995)
• Implemented target program increasing volume by 29% for group of 14 trade managers (1991-1992)
• Assigned to Recruitment Panel for Japan to identify management trainee candidates.(1991-1993)
• Worked with diversity consultants to customize courses to prepare U.S. managers for Asia assignments.
• Developed strategic and tactical marketing programs by service corridor, commodity and customer.
Circle Freight International, Inc. (Tokyo, Japan and Lexington, KY. 1981 - 1989)
International logistics firm with over 200 offices worldwide.(now part of CEVA Logistics)
Toyota Project Manager (1987-1989)
Regional Manager, Ocean Division (1985-1989)
Branch Manager, Ocean Division (1982-1984)
Sales Manager , Ocean Division (1981-1982)
• Held regional P&L responsibility for eight years and increased pre-tax profits.from $400K to $2.4M.
• Co-directed automotive transplant project in Kentucky and Canada from bid process till completion.
• Proposed and implemented a supply chain management program with annual spend of $20M from
multiple plants attaining lead time compression, and 15% reduction in cost.(Kobe Steel)
• Assembled and led a team of technical, legal and administrative staff to work on customs duty
remissions with Canadian Automotive Board, saving C$1.5 MM in duties (Toyota Motor)
• Create and and implement a transportation logistics program to deliver 27 electric substations in the
Middle East, requiring multi-country sourcing and handling heavy breakbulk cargo. (MEC)
Education
Bachelor of Science, Business Administration, Bryson University
International Logistics Management, University of Tennessee, Stokely School of Management
Certification
Following are the list of Training received.
Strategic Sales (Miller Heiman) Effective Presentation Skills (Decker Communications) Quality Initiative Managing Quality Improvement Facilitator Skills Training (Qualtec Insititute)
SPIN Sales Technique (Cambridge Institute) Leadership Skills Negotiation Skills (Blanchard)
Skils
Business Development, Strategic Planning, P&L Management, Key Account Development and Relationship Management, Market Analysis, Team Leadership, Employee Development, Claim Resolution, Internal Advocacy for Customer Based Solution, Service Contracting, Project Management
Native Level Proficiency in Japanese. Conversational in Spanish.