They say do what you love and the money will follow. Well here goes!

Responsible for developing reseller network and increase market share for Telematics and Fleet Management solutions in North America.

Increase the digital solution business by identifying and onboarding telematics service providers. Present value-added benefits to potential partners and negotiate NDAs and revenue generating service contracts. • Partner with R&D to develop new telematics cables and hardware; develop marketing collateral for product launches.• Work with commercial vehicle sales to identify and pursue fleet sales opportunities.• Attend industry trade shows and events demonstrating the value of Continental’s digital solutions.

Lead and manage the strategic business plan to develop and grow the OEM telematics and fleet management service sales with the organizations largest customer, Daimler Trucks North America with over 180K current units.• Cultivate relationships within the Freightliner dealer network to identify multi-channel sales opportunities.• Generate, validate, and vet leads for both co-seller and re-seller contractual agreements; advise and support the 30-person sales team through the sales process and negotiations.• Develop and implement an annual strategic plan to surpass professional goals including increasing revenue by 20%, adding 3 new channel partners per quarter, and increasing Freightliner dealer penetration by 30%.• Through consultative sales tactics, provide fleet customers with business solutions ensuring DOT/FMCSA compliance.Key Accomplishments:• Successfully produced $500K in revenue within 16-months, surpassing established targets.• Achieved 12% increase in SaaS revenue and 16% increase in year-over-year contract renewals.• Established a B2B $3M sales pipeline through proactive and effective dealer relationship management strategies.

Responsible for carrier procurement and relationship management of over 140 transportation providers to meet internal and external customer needs while maintaining contractual obligations and time commitments. • Effectively managed carrier relationships to meet the organizational standards of operation and perform with efficiency to achieve the revenue-impacting transportation business objectives.• Controlled costs through annual carrier rate negotiations.• Full-cycle management and facilitation of inbound vendor projects and dedicated fleet bids including the sourcing of 2 dedicated 100% natural gas fleets.Key Accomplishments:• Secured a 98.6% on-time service rate for inbound vendor shipments; completed a full metric analysis to identify process failures and then implemented successful corrective actions.• Partnered with the Inbound Transportation management team, negotiated vendor rates, and capacity commitments to recognize a 92% load tender acceptance score.

Held overall responsibility for growth, development, and performance of a $30M book of business for key accounts including Lowe’s, The Home Depot, Tractor Supply Company, Bridgestone/Firestone, USG, Johns Manville, and Nissan.• Developed strategic road-map identifying opportunities for national account growth, directed an action-based plan to build on identified revenue potential.• Cultivated a culture of process improvement to encourage efficiencies, cost control, and sales execution.Key Accomplishments:• Increased monthly revenue by 22% within 8 months through strategic rate adjustments and freight optimization.• Successfully improved lane balance through metric analysis and inbound/outbound process changes.

Directed full solution selling efforts for a team of 5 Regional Sales Managers responsible for over $55M in annual revenue. Maintained and grew personal National Accounts $14M book of business. • Monitored employee sales performance and provided sales expertise and guidance to staff.• Assessed business ROI; incorporated diversification initiatives for low-performing customers.Key Accomplishments:• Increased regional revenue by 15% through aggressive up-selling of the entire service portfolio.• Directed the sales strategy through a rate increase initiative, resulting in an average 10% rate increase (2010).

Led the development and implementation of the corporate pricing strategy. Managed a team of 10 pricing analysts and incorporated industry-leading rate tracking, bid process, and rate publication department standards.Key Accomplishments:• Due diligence representative involved in 2 major acquisitions incorporating 150 new drivers and $6M of new business.• Reduced $300K of outstanding accounts receivables through the development of a billing work-flow process.

Within a $250M annual transportation budget, responsible for carrier procurement, rate and contract negotiations for a carrier base of 175 providers across various transportation modes.Key Accomplishments:• Improved on-time delivery by 40% through implementation of Six Sigma methodologies.• Documented $900K savings by developing a rate management metric.• Developed a South American container network resulting in 175 international container shipments per month.

Analyzed and presented pricing and negotiation strategies to the sales team for bid proposals. Prepared proposal documentation, maintained win/loss ratios, and tracked sales staff performance to target. Key Accomplishments:• Reduced empty miles by 20% and increased daily truck revenue by 10% through network balance analysis.• Developed the bid proposal strategies responsible for securing over $50M in company revenue.

Partnered with the sales team to build key stakeholder relationships. Provided yield analysis and costing models to the sales team as well as data research reports regarding competitive market rates and industry trends.