Craig Cullinan
Hudson,OH
Summary
Senior business development and strategic account executive with extensive experience driving revenue growth, enterprise sales, and customer relationship development across transportation, logistics, supply chain technology, and SaaS/TMS solutions. Proven success securing multimillion dollar contracts, expanding strategic accounts, negotiating complex commercial agreements, and developing go-to-market strategies. Combines executive relationship management, cross-functional leadership, operational expertise, and AI-enabled sales development to strengthen customer engagement, build sustainable revenue pipelines, and deliver profitable business growth.
Overview
44
44
years of professional experience
Work History
Senior Account Executive
Purolator International
Cleveland, OH
01.2023 - Current
- Develop strategic account relationships and pursue new customer acquisition across cross-border transportation, logistics, and supply chain solutions, aligning commercial opportunities with customer business objectives.
- Build account strategies connecting customer data, stakeholder priorities, business goals, and sales opportunities to strengthen pipeline development and improve strategic pursuit execution.
- Leverage artificial intelligence, social media, and multichannel prospecting techniques to identify opportunities, expand market visibility, generate qualified leads, and initiate executive-level customer relationships.
- Coordinate cross-functional sales pursuits and value-proposition development while conducting regular customer cadence calls and business reviews to strengthen engagement, improve account alignment, and support revenue growth.
Vice President, Strategic Accounts
TMSForce LLC
Cleveland, Ohio
03.2023 - 2023
- Led strategic account development for a cloud-based transportation management platform serving shippers, carriers, and transportation providers, supporting customer acquisition and commercial expansion.
- Strengthened customer and prospect relationships while developing sales pipelines, establishing structured pursuit practices, and supporting account strategies aligned with business growth objectives.
- Developed sales collateral, competitive intelligence, and go-to-market strategies to communicate product value, differentiate platform capabilities, and strengthen positioning within the transportation technology market.
- Supported lead-generation initiatives and sales execution by aligning market-facing programs with customer requirements, commercial priorities, and opportunities to expand strategic account relationships.
Global Strategic Account Manager
MercuryGate
Cleveland
06.2022 - 01.2023
- Managed business development and strategic account relationships for major customers using cloud-based transportation management system solutions, focusing on account stability and commercial value.
- Re-engaged at-risk accounts through structured customer engagement, issue visibility, and relationship management practices designed to improve account health and restore customer confidence.
- Strengthened relationships with senior customer stakeholders by establishing regular communication, resolving emerging concerns, and improving alignment between customer expectations and solution delivery.
- Implemented weekly customer updates and quarterly business reviews to monitor account priorities, communicate progress, identify growth opportunities, and support long-term customer retention.
Vice President, Global Accounts
TMSfirst LLC
Cleveland
03.2017 - 06.2022
- Directed global account development for cloud-based transportation management systems and Salesforce-enabled solutions, supporting strategic customer relationships and commercial expansion.
- Secured $3.7 million in new annualized revenue while expanding the sales pipeline by approximately $950,000, strengthening the organization's growth opportunities and commercial performance.
- Developed market-facing business plans, sales tools, and customer-led product priorities to improve market awareness, strengthen solution positioning, and support strategic account acquisition.
- Applied account development and customer relationship management practices to identify opportunities, strengthen engagement with key stakeholders, and align transportation technology solutions with evolving customer needs.
Vice President, Business Development
Trans Tech Sales LLC
Cleveland
03.2014 - Current
- Led business development for a transportation technology consulting firm focused on TMW applications, software platforms, APIs, onboarding, and commercial growth.
- Negotiated more than $1.5 million in IT consulting, custom reporting, and training contracts with transportation providers, supporting revenue generation and customer solution delivery.
- Developed partner-channel sales and marketing initiatives to expand commercial reach, strengthen business relationships, and generate additional consulting and technology opportunities.
- Connected customer requirements with transportation technology capabilities, supporting commercial proposals, implementation planning, and the development of solutions aligned with operational and business objectives.
Vice President, Business Development, Retail & CPG
Kuehne + Nagel Contract Logistics
Cleveland
03.2011 - 04.2013
- Led North American business development strategy for retail and consumer-products contract logistics, targeting opportunities across transportation management, warehousing, fulfillment, and value-added services.
- Generated $5.5 million in revenue from U.S. and international retailers by developing commercial opportunities and positioning integrated logistics solutions around customer requirements.
- Expanded strategic business relationships by connecting retail and consumer-products needs with transportation, warehousing, fulfillment, and distribution capabilities.
- Supported commercial growth by identifying customer opportunities, developing service propositions, and positioning integrated supply chain solutions to strengthen competitive differentiation and customer value.
Managing Director, Active On Demand
Active Aero Group
Belleville
08.2010 - 03.2011
- Led business development for a SaaS platform supporting expedited transportation management, focusing on commercial growth and customer acquisition across transportation-related markets.
- Secured more than $500,000 in new contracts with shippers, third-party logistics providers, and manufacturers, expanding commercial opportunities and customer relationships.
- Supported customer onboarding and startup activities, coordinating business development priorities with implementation requirements to establish new customer relationships and service delivery.
- Coordinated product development, marketing, and pricing activities to align platform capabilities with market demand, customer requirements, and commercial growth objectives.
Strategic Business Development, Contrator
Hudson Logistics
Hudson
08.2010 - 03.2014
- Provided strategic business development and consulting services across transportation, third-party logistics, and transportation management system solutions, supporting commercial planning and customer acquisition.
- Advised on TMS, WMS, and CRM system selection to help align technology capabilities with operational requirements, customer needs, and business objectives.
- Supported request-for-proposal analysis and distribution consulting by evaluating requirements, reviewing solution options, and contributing to informed commercial and operational decisions.
- Conducted mergers and acquisitions research and business analysis to support opportunity assessment, strategic planning, and the evaluation of potential growth initiatives.
Regional Vice President, Sales
TMW Systems, Inc.
Beachwood
11.2007 - 07.2010
- Directed a regional sales organization comprising four sales professionals and three technical sales consultants, overseeing commercial activities against an annual quota exceeding $3.5 million.
- Guided regional sales execution and customer engagement to strengthen pipeline development, improve sales productivity, and support achievement of commercial performance targets.
- Improved sales processes, expense control, and operational efficiency to strengthen profitability and create a more disciplined approach to regional business development.
- Coordinated sales and technical consulting resources to support customer requirements, communicate transportation technology capabilities, and advance commercial opportunities across Eastern North America.
Global Director, Business Development
Menlo Worldwide, Inc.
Global
08.2006 - 11.2007
- Expanded the consumer-industrial business through the acquisition of more than $15 million in new third-party logistics contracts, strengthening commercial growth and market reach.
- Developed business opportunities across private-equity and venture-capital relationships, supporting strategic engagement and commercial development within targeted markets.
- Positioned integrated logistics and supply chain services to address customer requirements across transportation, distribution, and related operational activities.
- Supported global business development initiatives by identifying commercial opportunities, developing customer relationships, and aligning service capabilities with strategic growth priorities.
Chief Commercial Officer / VP, Sales & Marketing
Distribution Technologies / Motor Transit
Newbury
07.2001 - 08.2006
- Led commercial transformation from a regional carrier into an integrated supply chain and logistics provider, broadening service capabilities and strengthening market positioning.
- Delivered 20% compound annual growth by specializing product offerings and converting common-carrier relationships into longer-term, dedicated-contract arrangements.
- Directed sales and marketing priorities to support customer acquisition, service differentiation, and the development of sustainable commercial relationships.
- Advanced the organization's transition toward integrated logistics solutions by aligning transportation services with customer requirements and longer-term supply chain needs.
Vice President, Sales & Marketing
Shiplogix, Inc.
Cleveland
02.2000 - 07.2001
- Led revenue attainment, staffing, branding, product strategy, and web content for an application service provider transportation management system.
- Directed sales and marketing activities to strengthen product positioning, communicate solution capabilities, and support commercial growth within the transportation technology market.
- Coordinated staffing and commercial priorities with product strategy to align organizational capabilities with business objectives and customer requirements.
- Contributed to the company's market recognition, supporting its receipt of Forbes Best of the Web and Inside Business TechKnow recognition, as stated in the original resume.
Vice President, Retail & Consumer Products Service
FedEx Supply Chain Services / Caliber Logistics
North America
11.1994 - 02.2000
- Directed senior consultative selling, marketing, and solution development across the Americas and Europe, with responsibility for $50 million in annual revenue and operating budgets.
- Built a retail and consumer-products practice into a $4 million net-revenue business unit within two years, demonstrating commercial development and business-building capabilities.
- Developed customer-focused logistics solutions by aligning sales, marketing, and service development with retail and consumer-products requirements.
- Managed commercial priorities across multiple geographic markets, balancing revenue generation, operating budgets, and service development to support business performance.
Vice President, Logistics
National Retail Systems, Inc.
North America
01.1992 - 11.1994
- Led the transition from traditional less-than-truckload transportation and national truckload services toward integrated, value-added supply chain solutions for retail and garment customers.
- Grew new business by 25% while improving margins by 10%, strengthening commercial performance and supporting the development of differentiated logistics services.
- Supported the expansion of customer relationships by positioning integrated transportation and supply chain capabilities around retail and garment industry requirements.
- Contributed to commercial growth and service development by aligning transportation capabilities, customer needs, and operational priorities with broader business objectives.
Director, Corporate Services / Transportation
Federated Department Stores, Inc.
Cincinnati
06.1982 - 01.1992
- Progressed through transportation and logistics leadership roles overseeing procurement, carrier selection, private fleet operations, transportation systems, network analysis, and process improvement.
- Managed $85 million in transportation spend and a 50-unit private fleet supporting inbound receipts, outbound deliveries, shuttle operations, and transfers across the business.
- Implemented technology and process improvement initiatives that produced 20% savings while co-developing a quick-response strategy that increased merchandise velocity by 30%.
- Centralized nine divisional administrative and processing functions, generating $2 million in annual savings while improving operational consistency and organizational efficiency.
Resource Analyst
IU International Corporation
Philadelphia
10.1985 - 11.1986
- Developed analytical models for research, sales, predictive costing, and margin analysis to support commercial evaluation and informed business decision-making.
- Prepared network studies and operational analyses to evaluate transportation requirements, identify improvement opportunities, and support logistics planning.
- Developed proposals and pricing recommendations for senior leadership, translating analytical findings into information relevant to commercial decisions.
- Applied quantitative analysis and cost evaluation to support business planning, assess operational alternatives, and inform pricing and resource allocation decisions.
Education
Bachelor's Degree (B.S.) - Transportation
Indiana University
Bloomington, Indiana (IN)1982
Skills
- Strategic Leadership
- Analytical Problem-Solving
- Cross-Functional Collaboration
- Executive Relationship Management
- Contract Negotiation
- Business Development
- Sales Pipeline Management
- Strategic Account Management
CAREER IMPACT
- Built a $4M net-revenue business unit within two years by developing a specialized retail and consumer-products practice.
- Generated $15M+ in new third-party logistics contracts and $5.5M in retail and consumer-products revenue through strategic business development.
- Secured $3.7M in annualized revenue and expanded the sales pipeline by approximately $950K.
- Managed $85M in transportation spend, overseeing procurement, carrier selection, and private fleet operations.
- Centralized nine divisional administrative and processing functions, delivering $2M in annual savings.
- Achieved 25% new-business growth and improved margins by 10% through integrated supply chain solutions.
Timeline
Vice President, Strategic Accounts
TMSForce LLC
03.2023 - 2023
Senior Account Executive
Purolator International
01.2023 - Current
Global Strategic Account Manager
MercuryGate
06.2022 - 01.2023
Vice President, Global Accounts
TMSfirst LLC
03.2017 - 06.2022
Vice President, Business Development
Trans Tech Sales LLC
03.2014 - Current
Vice President, Business Development, Retail & CPG
Kuehne + Nagel Contract Logistics
03.2011 - 04.2013
Managing Director, Active On Demand
Active Aero Group
08.2010 - 03.2011
Strategic Business Development, Contrator
Hudson Logistics
08.2010 - 03.2014
Regional Vice President, Sales
TMW Systems, Inc.
11.2007 - 07.2010
Global Director, Business Development
Menlo Worldwide, Inc.
08.2006 - 11.2007
Chief Commercial Officer / VP, Sales & Marketing
Distribution Technologies / Motor Transit
07.2001 - 08.2006
Vice President, Sales & Marketing
Shiplogix, Inc.
02.2000 - 07.2001
Vice President, Retail & Consumer Products Service
FedEx Supply Chain Services / Caliber Logistics
11.1994 - 02.2000
Vice President, Logistics
National Retail Systems, Inc.
01.1992 - 11.1994
Resource Analyst
IU International Corporation
10.1985 - 11.1986
Director, Corporate Services / Transportation
Federated Department Stores, Inc.
06.1982 - 01.1992
Bachelor's Degree (B.S.) - Transportation
Indiana University