Alejandro Sosa Email and Phone Number

• Leverage extensive industry knowledge to provide strategic consultation for clients in the retail, high-tech, professional services, industrial manufacturing and logistic & transportation industries, identifying and addressing complex supply chain challenges; spearhead the development and implementation of customized solutions for clients to enhance their operational efficiency and customer experience• Conduct on-site walkthroughs to evaluate customers’ current state of processes and integration needs in areas of order fulfillment, warehouse, inventory and supply chain optimization; identify gaps and greatest areas of opportunity across their supply chain, and develop targeted recommendations; advise clients on the best-fit options based on their specific goals, strategies and resources• Lead a team of 12 professionals in the Business Development department, fostering a collaborative environment to drive innovative problem-solving and client satisfaction; mentor peers to leverage solutions to strengthen partnerships with clients • Manage multiple client engagement projects from inception to completion, ensuring they are delivered on time, within budget, and meet or exceed client expectations• Collaborate with sales, operations, engineering, technology teams and third-party providers to align solution offerings with client needs, enhancing the overall value proposition of UPS services

• Managed a territory valued at $16M yearly net revenue; established strategic plans to develop new business, retain existing business, and drive consistent revenue growth; hit assigned sales quota • Performed market research and solution discovery sessions to identify customer needs and goals; collaborated with solutions team to assess business processes; presented solutions to allow customers to streamline business performance while generating significant cost savings; resulted in closing more profitable deals, exceeding territory revenue growth goals by 32%• Established and execute global strategies to help accounts launch their products in international markets; built unique combinations of product and service solutions to add customer value and boost customer engagement; enabled one of the significant clients to boost their international sales in the first year; subsequently outperformed assigned international growth targets by 134.8%• Led the negotiation with customer contacts; identified appropriate strategies and concessions based on organizational priorities; uncovered any points of agreement and disagreement to propose alternatives and implement the proper course of actions; resulted in gaining consensus, surpassing revenue per piece metrics by 24.9%• Facilitated supply chain management; conducted supply chain mapping sessions with accounts to understand the global movement of their goods, from manufacturing to distribution; provided consulting on business process improvement and risk mitigation; aided clients to achieve cost savings, optimize workflow, improve customer satisfaction, drive repeat business, and secure margins• Oversaw the overall sales process, from early-stage awareness to closing deals; led the onboarding and implementation of 30+ customers; built implementation agenda involving needs, resource allocation, training, and shipping software deployment and testing; reviewed solution effectiveness, ensuring customer needs are met

• Supported the expansion of business opportunities with potential customers and 2K+ existing accounts; analyzed the internal landscape of customers, including organizational structure and priorities; introduced new technology products that provide added customer value to foster engagement and build relationships; brought millions of dollars in new net revenue• Tasked to negotiate a 3-year contract with a start-up company that was typically assigned to senior account executives; identified value-added customer solutions and opportunities with the marketing and solutions team to secure decision-makers’ trust; leveraged concession strategy and worked with the Sales Manager to anticipate and overcome customer objections; successfully closed the contract in May 2016, resulting in millions of dollars new net revenue• Built, presented, negotiated, and implemented multimillion-dollar contracts; determined appropriate discount level for the pricing agreement and negotiated with C-level corporate officers; identified concession strategies with pricing to secure UPS operating margin; exceeded assigned revenue per piece metrics• Maximized customer experiences in collaboration with a support group and a team of SMEs; set clear goals and delegated tasks to deliver more value to customers and resolve service-related concerns; resulted in meeting weekly deadlines, closing more sales deals, and generating additional revenue• Partnered with the marketing team to understand global trends in customers’ specific industry; devised engaging customer strategies and proposals that challenge the status quo; implemented a customized e-commerce solution to amplify a key customer’s international sales; enabled the customer to generate about 76% engagement from consumers outside the US

• Underwent a training involving job shadowing to gain a better understanding of the role; worked under the supervision of senior colleagues to assist in various business functions, including promoting the sales of the company’s telecom products, researching and analyzing market trends, and providing excellent customer service for maximum customer experiences• Executed on-site hardware walkthroughs and operational analyses to evaluate dealerships’ current state and processes; identified and communicated operational inefficiencies to the appropriate teams, enabling the implementation of effective technical solutions to address the gaps• Planned, organized, and managed weekly deadlines; comprehended each assigned task by identifying requirements and resources needed to prioritize action steps; allocated the appropriate resources, maximizing efficiency; completed all assignments within the specified timeframe

• Identified and captured new business opportunities through prospecting and lead generation; built a highly qualified book of business for LTL freight, full truckload, and small package shipping services; contributed to generating additional revenue• Facilitated direct engagement with customers to understand their shipping needs; analyzed competitive volume to conceptualize appropriate service solutions and come up with the best pricing; created and presented engaging proposals to acquire new business wins; delivered 286% of target sales quota• Determined additional opportunities to cross-sell and upsell; evaluated customers’ volume characteristics and shipping trends; enhanced the value of customer service delivery to gain a competitive advantage, strengthen customer engagement, generate renewals, and increase account profitability with existing agreements• Drove repeat business and maximized account retention through relationship building with financial decision-makers; scheduled follow-ups, responded promptly to customer issues, and worked closely with local operations to create better customer experience and improve satisfaction; achieved zero churn rate

• Maintained and updated the business intelligence framework in compliance with natural gas contract terms• Nominated schedules, confirmations, and monitored natural gas flow and imbalances from receipt points to delivery points on pipeline assets in compliance with natural gas volume contractual obligations • Coordinated with Traders, Volume Accounting, affiliated gas pipelines and other Schedulers to ensure proper natural gas flow in a timely manner; communicated with Operations to ensure gas flow rates were consistent with pipeline capabilities• Updated daily inventory for products in Microsoft Excel and monitored nominations and other Sales and Distribution business processes in Business Objects to maintain accuracy of scheduling database• Interacted with senior management to identify their business requirements in developing and modifying Web Intelligence reports accordingly and deliver effective solutions• Created dynamic Web Intelligence and Crystal reports to help management to track and monitor natural gas contract terms and natural gas physical quantities – by using universes and SQL code as data providers• Introduced an efficient reporting model that responded to natural gas business processes; trained senior management and their subordinates• Analyzed complex natural gas contracts and created contract briefs that facilitated the information gathering business processes by senior management• Involved in performance pre-testing of Quorum Software Solutions natural gas reporting tools