CLAUDIA DRAPER
Fishers,IN
Summary
Highly motivated Transportation and Sales Executive with over 9 years of accelerated advancement in transportation, logistics, sales and distribution for Fortune 500 companies. Enthusiastic relationship builder with outstanding interpersonal, analytical and negotiation skills seeks a new opportunity offering growth opportunities in a fast paced professional sales environment.
Overview
10
10
years of professional experience
1
1
Certification
Work History
Area Sales Manager
Forward Air Freight - Asset And Logistics Sales
Indianapolis , IN
2021.09 - Current
- Establish strong relationships with major accounts and key decision-makers to increase sales in designated territory.
- Develop and implement key account strategies and programs to optimize revenue contribution and return on investment.
- Increased revenue by productively directing time and resources to applicable areas and exceeding specific sales goals.
- Forecast sales and establish processes to achieve sales objectives and related metrics.
- Set and achieved sales targets within the state of Indiana.
- Report sales activity, generate sales quotations and proposals and maintained customer contact database to achieve sales objectives and quota.
- Leverage a CRM to collect, organize and manage sales data and customer information.
- Review accounts monthly to monitor and track customer satisfaction and complaints.
Sr Account Executive
Saia - Less Then Truckload Sales
Indianapolis , IN
2020.03 - 2021.08
- Exceeded sales goals and market competitions through effective negotiation of freight rates.
- Developed highly profitable pipeline based on multiple sales penetration techniques.
- Secured high-value accounts through consultative selling, effective customer solutions and promoting compelling business opportunities.
- Built and strengthened long-lasting client relationships based on accurate price quotes and customer-centric terms.
- Boosted sales numbers with proactive account servicing and diligent relationship-building.
- Drove new business development through qualifying leads, building relationships and executing strategic sales.
- Built and strengthened relationships with new and existing accounts to drive revenue growth.
- Leveraged CRM to collect, organize and manage sales data and customer information.
Business Development Manager - Flatbed Sales
Miller Transfer
Indianapolis , IN
2017.07 - 2020.03
- Manage and grew a portfolio of over 500 accounts in a 3 state territory
- Reviewed established business practices and improved processes to increase efficiencies and reduce expense without compromising service levels
- Submitted an average of 7 new customer quote opportunities per week
- Average 9 sales call per day - 60% Prospecting, 40% Existing customers
- Improved sales processes to streamline customer acquisition and onboarding strategies
- Develop value solutions and approaches by leveraging company equipment in relation customer products and industries
- Organized and attended trade shows in order to increase company presence to increase sales volume
- Monitor customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals
- Continually built new client and carrier business within markets by pursuing strategic targets
- Established relationships with key decision-makers within customer's organization to promote growth and retention.
Regional Sales Manager - Full Truckload Sales
Celadon
Indianapolis , IN
2017.02 - 2017.07
- Serviced 36 National accounts on regular basis to resolve concerns, manage transportation fulfillment and promote new services
- Created contractually based pricing based on customer's needs with respect price, service and volume
- Led Junior Sales Executives to establish new sales accounts and current customer retention goals
- Negotiated pricing contracts with several Fortune 500 companies
- Generated monthly sales and projection reports
- Submitted an average of 25 quote opportunities per month
- Formalized sales process to enhance operations and promote acquisition of new customers
- Initiated and cultivated relations with distributors to realize optimal cost savings
Account Executive - Less Than Truckload Sales
Holland
Indianapolis , IN
2015.04 - 2017.02
- Managed a portfolio of over 200 accounts totaling $1.2 million in sales
- Arranged an average of 40 sales calls per week
- Achieved a 50% prospecting sales call goal
- Grew customer base from 148 accounts to over 200 active accounts in 2 years
- Submitted and executed an average of 4 new Pricing Agreements per week
- Developed competitive comparison tables of regional lanes for pricing and fees for use on sales calls
- Developed sales contacts with off premise Decision makers
- Negotiated price, terms of sale and service agreements
- Surpassed annual sales goal by an average of 9% per year
Logistics/Production Specialist
Spectrum Brands
Noblesville , IN
2011.12 - 2015.04
- Responsible for the transportation management of product averaging $10 million in annual sales across multiple modes of transportation
- Successfully managed inbound and outbound shipments for supply chain, FTL, LTL, Specialty, International, and Expedited freight
- Established relationships with key leaders of large retailers including, but not limited to Wal-Mart, Petco, Meijer, Red Lobster as well as Independent Retailers, Distributors and Service Companies
- Built extensive networks/relationships with 3PL Companies, Freight Forwarders, LTL Carriers, Full Truckload Carriers and Transportation Agents
- Successfully sourced and flawlessly executed all freight transportation to and from National Trade Shows
- Successfully negotiated with freight carriers, resulting in a 35% reduction in freight expenditures
- Forecasted manpower requirements based on daily workload company targets resulting in favorable labor variances for fiscal years 2012 through 2015
- Received documented recognition for outstanding performance in: Logistics, Customer Service, Initiative, Process Improvement, SAP Knowledge, Job Knowledge, Reliability and Dependability
Education
Some College (No Degree) - Industrial Psychology - 132 Hours Completed
Indiana Purdue University At Indianapolis
Indianapolis, INHigh School Diploma - General Studies
Homestead High School
Fort Wayne, INSkills
- Persuasive negotiator
- Strong interpersonal skills
- Strategic account development
- Proficient with SAP and CRM applications
- Excellent time management
- Proficient with MS Office
- DOT regulations
- Superior organizational skills
- Project management
- Supply chain and resource management
- Complete knowledge of multiple modes of transportation
- Safety-conscious
- Excellent Prospector
Certification
OSHA - General Industry Safety and Health
Indiana-Purdue University at Indianapolis, In - Friendly Access Customer Service
CDC- Principles of Supervision
Timeline
Area Sales Manager
Forward Air Freight - Asset And Logistics Sales
2021.09 - Current
Sr Account Executive
Saia - Less Then Truckload Sales
2020.03 - 2021.08
Business Development Manager - Flatbed Sales
Miller Transfer
2017.07 - 2020.03
Regional Sales Manager - Full Truckload Sales
Celadon
2017.02 - 2017.07
Account Executive - Less Than Truckload Sales
Holland
2015.04 - 2017.02
Logistics/Production Specialist
Spectrum Brands
2011.12 - 2015.04
Some College (No Degree) - Industrial Psychology - 132 Hours Completed
Indiana Purdue University At Indianapolis
High School Diploma - General Studies
Homestead High School
OSHA - General Industry Safety and Health
Indiana-Purdue University at Indianapolis, In - Friendly Access Customer Service
CDC- Principles of Supervision
Similar Profiles
Karen EllisKaren Ellis
Safety Compliance Coordinator at Forward Air FreightSafety Compliance Coordinator at Forward Air Freight
Lydia KrasniewskiLydia Krasniewski
Corporate Billing Analyst – Customer Billing and Accounts Receivable at US Logistics Solutions (formerly Forward Air Solutions)Corporate Billing Analyst – Customer Billing and Accounts Receivable at US Logistics Solutions (formerly Forward Air Solutions)
Kristine CuffeeKristine Cuffee
Office Manager at US Logistics Solutions (Forward Air Solutions)Office Manager at US Logistics Solutions (Forward Air Solutions)