River Edge, New Jersey, United States
• Capture new business potential and reclaim lost contracts through creative sales strategies. • Maximize bottom line performance through P&L, cost control and utilization management initiatives. • Collaborate with vessel operators on utilization needs and fulfillment of customer agreements based on contract and rate negotiations. • Liaison between clients and the Customer Service/Documentation department to ensure resolution of all issues related to equipment, bookings and BL data.
• Developed effective sales tools and training which resulted in higher overall efficiency of the sales team. • Implemented sales support process improvements for greater internal efficiencies that led to same-day resolution of customer service issues as well as response on all rate requests. • Spearheaded internal support efforts for the inside sales team. • Developed functional Evaluation Matrix for Sales Support Representatives. • Developed and operated reporting tools from various data applications for use by upper management, Eastern Region Sales and Trade/Marketing Teams for greater transparency and performance evaluation on KPI’s and business metrics (Diver, ACT, Service Contract Log, OSCAR, AS400). • Assist in client interface for the global transfer of goods by negotiating rates, filtering inquiries, creating and processing new contracts. • Train both the inside and outside Sales teams in the functions, operation and proper use of internal systems for greater process improvements and efficiency. • Lead department discussions within monthly Sales Support Supervisor meetings and weekly Sales Support meetings. Constructed and presented sales forecasts and competitive analyses.
• Evaluated pricing models based on market trends and leveraged optimal pricing structures in line with company goals for successful negotiation of customer contracts. • Negotiated and established favorable pricing on all cargo originating in Asia and the India subcontinent for the Eastern Region Sales team. • Liaised with established customers to successfully negotiate peak season surcharges and general rate increases for mutually-agreeable outcomes. • Analyzed industry trends - advised management on market conditions and strategies. • Strengthened client base though evaluating and consulting on profit/loss scenarios based on market trends and volume forecasting. • Developed and tracked key profitability reports for upper management on TransPacific Global Trade over three years. Spearheaded global collaboration efforts on input and data integrity. Advised on trends and findings for growth in the segment. • Prepared, updated and maintained client service contracts for all of the regional, national and global sales teams. • Collaborated with vessel, terminal and trucking operations to develop effective cost control models and ensure optimization of profits.
• Polished and knowledgeable point of contact for customer inquiries. • Provided superior needs assessment, and attention to detail in resolution of issue. • Maintained superior communication in overall customer relations and response to inquiries/ issue.