Enterprise Sales Leader - Warehouse Mgt and Logistics

Industry: Logistics, Technology | Type: Full Time

Summary:

Dynamic and accomplished sales executive with a foundation and skill set relating to complex multi-level enterprise sales, strategic account management, leadership, and unique communication ability. Primarily in hunting roles responsible for net-new business. Self-starter who thrives in fast-paced cultures and excels at creating and cultivating relationships to land, maintain, and grow client accounts and partnerships. Previous managers would describe my sales style as honest, direct, transparent, inquisitive, empathetic, collaborative, and genuine.

Experience:

2021 –2024            Sales Leader-WMS, Technology Industry

• Leading sales activities (7-stage sales process) through the US and Canada representing a Gartner Magic Quadrant WMS.
• Averaging substantial net-new sales per calendar year, including multiple new clients.
• Established the footprint network of a ‘start-up’ business unit selling primarily to 3PL and MFG.
• Planned and executed the company's first North American User Group.
• Managing relationships with channel consulting partners and other various new lead sources.
• Collaborated extensively with the Services Team to assure project success and ultimately referenceable customers.

2019 –2021           Enterprise Account Executive, Technology Industry

• Sole AE responsible for driving the sales process of all channel-generated and prospected leads.
• Sold two of the company’s largest ARR deals within the first nine months, including the company’s first non-US customer.
• Collaborated directly with a major technology company's Enterprise Team to grow the channel and oversee sales opportunities.
• Worked directly with a major research and advisory company to create and refine an industry-leading enterprise sales process.
• Significant technical acumen required through sales process to identify physical and digital warehouse workflows, gap analysis, integration requirements, etc.
• Acted as Account Manager for existing business and project manager for Proof-of-Concept scenarios.

2017 –2019           Business Development, Sports & Fitness Industry  

• Hired as first salesperson for a start-up manufacturing innovative weight room and sports performance equipment
• Introduced products and developed long-term working relationships with NCAA coaches and athletic administrations
• Formalized and standardized the sales process – including language, presentations, metrics, Salesforce usage, etc.
• Generated over $100,000 of revenue in first eleven months, and built a pipeline of more than $300,000 in future business

2014 –2017           Enterprise Sales, Logistics Industry

• Generated $2.1m of organic profit over a 3-year span, which represents approximately $17m of revenue
• Ranked 4th out of 400 sellers in 2015 based on overall business growth (factoring quality and quantity of new business)
• Oversaw and directed Operational Teams for several of my largest accounts
• Responsible for all aspects of the sales cycle: lead generation and qualification, prospecting, strategic relationship development, pricing, closing business, managing and developing active business, etc.
• Successfully led both on-site and webinar-based sales and quarterly review meetings
• Developed and implemented internal strategies to maximize profitability based on customer agreements and expectations
• Worked with UPS personnel to develop and execute cross-selling strategies that maximized synergies between UPS and Coyote
• Managed large enterprise level accounts including Tyson Foods, IKEA, Chewy.com, Core-Mark, and Langers Juice

2011 –2013           Sales – Production & Project Mgt, Publishing Industry

• Generated substantial revenue; Ranked highly amongst Project Managers worldwide.
• Presented marketing plans and benefits convincing major corporations to be featured within business journals.
• Interviewed and worked collaboratively with CEOs and Sr. executives to create editorial concepts and strategies.

Education:

• Bachelor's Degree, General Studies (Business Emphasis), Major US University
• Completed coursework in Economics & Business Administration during a summer program at a European University