Experience

Parcel Pro a UPS Capital Company

• Sales Director

  • Oct 2012 - Present

  Responsibilities include the execution of the sales plan while ensuring profitable revenue for the business unit. I coach, train, and develop Business Development Officers on sales and strategy techniques with a focus on execution. •Manages resources and people processes (e.g., Quality Performance Review [QPR], Career Development, Training, Staffing, etc.) to ensure the day to day administration of processes and formal procedures.•Identifies individual and team skill gaps and developmental opportunities (e.g., training, special assignments, conferences, projects, etc.) to facilitate individual and team development.•Ensures that direct and indirect reports have documented career goals and detailed plans for achieving these goals to develop them personally and professionally.•Conducts frequent performance evaluations in a consistent, fair, and objective manner to facilitate open communication and encourage continuous performance improvement.•Holds others accountable to established performance levels to achieve individual and group goals.•Resolves individual and group performance issues in accordance with UPS’s policies and procedures in a timely manner to motivate and foster teamwork.•Coaches others and provides on-going feedback and support to improve performance.•Identifies opportunities to involve others in new and challenging work assignments and/or rotations that advance the skills and capabilities of individuals and the organization.•Makes salary recommendations to reward employee performance.



UPS Capital

• Insurance

• Business Development Officer

  • Jul 2010 - Nov 2012

  The Business Development (BD) Officer conducts BD activities in designated markets to achieve profitable growth and meet the revenue and income objectives of UPS Capital (UPSC). He/She expands BD opportunities by identifying customer needs, developing financial solutions for customers, obtaining customer commitment, and successfully implementing financial solutions. The BD Officer monitors and maintains account relationships to ensure integration of new business and continued customer satisfaction. • Researches opportunities through lead database and data mining of UPS and other accounts to identify leads • Builds partnerships with various sales resources (e.g., UPS, Supply Chain solutions, UPS Freight, external customers, etc.) to improve network for providing sales leads. • Attends strategy sessions to find UPSC opportunities in UPS target accounts. • Calls on prospects (i.e., conference calls, phone calls, and in person visits) to qualify prospects for fit with UPSC solutions and to schedule appointments. • Researches potential customer information (e.g., financial status, products sold, markets, etc.) to ensure viable prospect and to support credit application. • Conducts cold calls to schedule meetings to sell UPSC services • Conducts sales visits to prospective customers to present UPSC value proposition as it relates to their company and needs. • Conducts due diligence (e.g., inventory audit, financial analysis, etc.) to verify the financial status of the company complies with UPSC business requirements (e.g., risk, profitability, etc.). • Participates in management conference calls to review contract terms and obtain approvals for term sheet documentation. • Conducts customer and sales resource follow up to improve closing rate and customer relationships. • Serves as the customer subject matter expert to ensure the scope of UPS enterprise services is presented and sold to meet the customers' needs.



UPS

• United States
• Truck Transportation
• 700 & Above Employee

• Area Sales Manager

  • Jan 2006 - Jul 2010

  Directly Managed and trained 8 Sales Account Managers responsible with a business plan of over $80 million. • Grew territory $20 million in 2009• Developed strategy and implementation on largest middle market Accounts in the district. • Helped strategize and develop pricing on 25 of the largest competitive opportunities in South Cal District from 08-09

• Major Account Manager

  • Jun 2004 - Dec 2005

  Responsible for achieving $2.5 million dollar growth plan in 2004 and a $1.5 million dollar growth plan in 2005. Grew current area from $36k per day to $60k per day in 2005.• 500 club member 4 quarters in a row • Mentor award member 4th quarter 2004• Complete Job Award 4th quarter 2004• Certificate of Recognition Award for Supply Chain Solutions 2005

• Senior Pricing Analyst

  • Jan 2001 - Jun 2004

  Responsible for supervising and implementing the pricing policies and procedures for the largest district in the company. Trained over 100 outside sales resources and 12 internal pricing associates in the pricing policies and procedures for UPS. Directly contributed to the pricing analysis and strategy for every Major account in So Cal District.• Corporate Pricing Audit score 91.6 2003 (highest in the organization) from a previous score in 2000 of 68.4• Supervised a team of administrative associates and specialists who facilitate pricing requests from field sales resources.• Actively engaged in developing pricing strategies with UPS sales teams based on local market conditions and competitive intelligence.• Conduct training on Revenue Management policies, pricing strategies, and competitor analysis for both small package and LTL business units.• Actively engaged with top district leadership in addition to region marketing, and corporate pricing teams with regards to pricing strategy, contract compliance, and training.• Assisted in the negotiation of all the largest sales opportunities in one of the largest UPS districts in the country.• Developed contract revision process which was implemented company wide.