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
09.2021 - 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
03.2020 - 08.2021
- 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
07.2017 - 03.2020
- 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
02.2017 - 07.2017
- 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
04.2015 - 02.2017
- 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
12.2011 - 04.2015
- 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
09.2021 - Current
Sr Account Executive
Saia - Less Then Truckload Sales
03.2020 - 08.2021
Business Development Manager - Flatbed Sales
Miller Transfer
07.2017 - 03.2020
Regional Sales Manager - Full Truckload Sales
Celadon
02.2017 - 07.2017
Account Executive - Less Than Truckload Sales
Holland
04.2015 - 02.2017
Logistics/Production Specialist
Spectrum Brands
12.2011 - 04.2015
Some College (No Degree) - Industrial Psychology - 132 Hours Completed
Indiana Purdue University At Indianapolis
High School Diploma - General Studies
Homestead High School
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