Rich Otterman Email & Phone Number

Greater Pittsburgh Region

Hatfield, England, Gb

Waltham, Massachusetts, Us

Hired to recruit and create profitable relationships with partners spanning supply chain consultancies, WMS providers, and systems integrators.* Booked $7.8 million in net-new logo sales contracts with partners in 2022. * Recruited and onboarded 13 partners from May 2022 to April 2023. * Launched company’s first ongoing live partner demo site with leading robotics integrator.

Waltham, Massachusetts, Us

* During a hyper-growth period, collaborated with the go-to-market executive team to develop and implement a new program to onboard 60 new hires across the sales and marketing teams in 9 months. * Worked across sales, marketing, product, engineering, and deployment teams to produce material required for a best-in-class experience. Onboarded the first class less than one month into the job. Within 6 months, the program included more than 40 courses and 6 role-based learning paths in our learning management system* Served as subject matter expert on several onboarding topics, including industry, competition, differentiators, ideal customer profile, and live role-play sessions.

Waltham, Massachusetts, Us

* Helped to achieve 33% increase in win rate through voice of the customer interviews and developing competitive differentiators. The voice of the customer project entailed conducting 25 interviews with decision-makers, and reporting results to the executive team..* Led cross-functional product launch for the new iteration of Chuck, 6RS' collaborative mobile robot. The launch was conducted at a major industry trade show and strengthened the company's competitive differentiators--including configurable capacity and wall-to-wall capabilities--that have helped the company to generate net-new logo business and add-on business with existing clients.* Collaborated with the product, sales and marketing teams to lead new product introduction for the company's sortation, pack out, replenishment, and autonomous picking applications. Also produced tools to enable the sales and business development teams to sell the new offerings.

Secrest Direct is an exclusive agent for Landstar System, Inc., a worldwide, asset-light provider of integrated transportation management solutions delivering safe, specialized transportation services to a broad range of customers utilizing a network of agents, third-party capacity providers and employees. Landstar System, Inc. is headquartered in Jacksonville, Florida. Its common stock trades on The NASDAQ Stock Market® under the symbol LSTR.Primary responsibilities include:* Sales and marketing strategy- Identifying and evaluating business opportunities in the transportation market through research, analysis, industry relationships, and events.* Customer life cycle management- Growing business by developing and closing targeted new business opportunities.- Retaining customers by ensuring exceptional service delivery efforts in conjunction with the account management team.- Achieving business results through actions that demonstrate integrity.* Leading negotiations for new business* Proposal response * Trade shows and industry events* Salesforce.com administrator

Memphis, Tn, Us

Recruited to GENCO (which was acquired by FedEx) to lead four-member Market Development team. Promoted to build and lead a 20-person business development, sales, and service delivery staff. Responsibilities included: * Sales and client management for Remarketing/Liquidation service. Negotiated eight-figure contract renewal with FORTUNE 500 retailer. Developed and implemented successful digital marketing, pricing, sales and profit optimization strategy. Collaborated with operations to ensure facility optimization throughout peak seasons.* Recruiting, training, and developing sales and support teams for FedEx Fulfillment offering that was launched for SMB in 2017. Developed and implemented customer renewal strategy, led team that established and standardized client onboarding and support processes.* Leading 12+ member integrated marketing team with $800,000 budget and responsibilities for corporate web site, digital marketing, content strategy, advertising, events, campaigns, and top prospect engagement. (Prior to FedEx acquisition/integration in 2016.)* Working with executive management and HR to mentor several individual contributors and managers to gain promotions within the company.

Charlotte, North Carolina, Us

Recruited to create top accounts marketing program/team to generate sales opportunities in new vertical industries at Vocollect, the #1 global provider of voice-recognition logistics solutions to supply chain markets. Promoted to lead team that grew to eight members and $650,00 budget. (Intermec acquired Vocollect in 2011. Honeywell acquired Intermec in 2013.) * Was central to the company’s growth as it expanded from a primary focus on grocery warehouses to serving global leaders in diverse industries spanning automotive, beverage, consumer goods, healthcare, retail, and third-party logistics.* Developed and executed top accounts acquisition strategy, as well as create–and continuously refine–reporting tools to measure ROI and performance against goals.* Developed global sales hand-off procedures, call scripts, messaging, and training guide for channel partners and contracted resources. These efforts decreased sales training time and ensured consistency in approach and methodology.* Spearheaded efforts—in collaboration with IT, Sales, and Marketing leaders—to customize CRM to enable data capture on business/operations attributes that enabled personalized messaging to key prospect groups based on operations size, existing technology investments, industry, etc.* Responsible for direct marketing events/campaigns and lead generation for North America.

Ran marketing/communication consultancy to fuel profitable B2B sales growth for professional services, technology, and transportation companies. Primary services:* Sales & Marketing budgeting, planning, and performance analysis* Target customer acquisition strategy and execution* Competitive analysis* CRM consulting* Sales enablement* Public relations and media planning

Carlsbad, Ca, Us

Hired to help start-up capital equipment manufacturer create awareness and acquire target customers.* Responsible for all marketing activities, including planning, budgeting, and execution for Web site, advertising, and PR. * Created and implemented direct email newsletter and promotional program that increased qualified leads by 160 percent. * Managed RFQ response process for equipment required to build telecommunication components.* League of American Communications Professionals' Publicity Materials Competition “Spotlight Award” for corporate web site.

Bs, Communication

Graduate Studies, English / Education

High School