Dru Smith
Chattanooga,TN
Summary
Accomplished Sales Manager with a strong background in leading sales teams, driving growth, and improving market share. Proven track record of identifying and creating profitable business opportunities, qualifying authentic prospects and cultivating strong partnerships. Known for developing comprehensive training programs that enhance team performance and boost revenue, utilizing a teaching background. Skilled in strategic planning, relationship building, and problem-solving; consistently achieving positive outcomes and exceeding objectives. Previous work demonstrates significant impact on sales efficacy through effective training techniques and territory management strategies.
Overview
15
15
years of professional experience
Work History
VP of Sales
Eastern Drayage
Kearny, New Jersey
01.2025 - Current
- Executed plans for customer acquisition, retention, and growth to enhance market presence.
- Established partnerships with key stakeholders to broaden service offerings in drayage logistics.
- Reviewed sales pipelines weekly, pinpointing areas for improvement and potential issues.
- Negotiated contracts with key customers and suppliers to secure favorable terms.
- Cultivated relationships with vendors and distributors for seamless product supply chain operations.
- Conducted market research and analysis to uncover new business expansion opportunities.
- Led sales planning, development, and account management to grow existing accounts and establish new ones.
Business Development
Traffic Tech
10.2024 - Current
- Developed and implemented comprehensive business development strategies to increase customer base.
- Performed research on current market trends related to business development opportunities.
- Ran freight solutions from origin to door (ocean, customs, drayage, flatbed, warehousing, and final mile delivery to customers and receivers.
- Engaged in business development activities such as cold calling prospective clients, attending networking events, in order to increase customer base.
- Participated in regular meetings with senior managers to discuss business development strategies.
- Identified opportunities for business development within existing accounts.
- Developed and maintained relationships with key clients to facilitate business development opportunities.
Director of Drayage
Trident Transport
Chattanooga, TN
05.2022 - 10.2024
- Led strategic initiatives to enhance operational efficiency across transportation networks.
- Developed and implemented safety protocols for transport operations and staff training.
- Managed vendor relationships to ensure quality service and cost-effective solutions.
- Conducted performance reviews to guide team development and improve service delivery.
- Started a department from scratch and scaled it to over $1M in gross profit per year by the 2nd year.
International Sales Coordinator/Drayage Training Manager
Steam Logistics
Chattanooga, TN
02.2020 - 05.2022
- Coordinated international shipping schedules for timely deliveries across regions.
- Collaborated with sales teams to develop strategies for market expansion.
- Maintained accurate records of transactions and shipment documentation.
- Facilitated communication between clients and logistics partners to optimize processes.
- Assisted in preparing sales presentations and marketing materials for international clients.
- Trained new team members on operational procedures and best practices in logistics.
- Monitored changes in regulations affecting international trade and communicated them to relevant stakeholders.
- Assisted in developing pricing strategies for different markets based on market conditions.
- Prepared documents such as invoices, packing lists, certificates of origin, as required by customs authorities or other regulatory agencies.
- Maintained relationships with existing customers by providing excellent customer service.
QA and Process Improvement Manager
Benchmark Physical Therapy
Chattanooga, TN
06.2016 - 02.2020
- Analyzed operational workflows to identify areas for efficiency improvements.
- Collaborated with cross-functional teams to implement process enhancement strategies.
- Developed training materials to support staff in new procedures and protocols.
- Streamlined reporting processes to enhance data accuracy and accessibility for management.
- Led root cause analysis sessions to address recurring operational challenges effectively.
- Engaged with stakeholders to gather feedback on process improvement proposals and changes.
- Developed and implemented process improvement strategies to increase efficiency and reduce costs.
- Provided training to team members on process improvements initiatives.
- Established project plans, timelines, milestones, budgeting requirements, resources needed, for successful implementation of new processes.
SAILS Director of Mathematics
Chattanooga State Community College
Chattanooga, TN
07.2010 - 05.2016
- Collaborated with faculty to develop innovative academic programs and curricula.
- Oversaw budget management and resource allocation for various departments.
- Facilitated professional development workshops for faculty and staff members.
- Implemented assessment tools to evaluate program effectiveness and student outcomes.
- Established partnerships with local businesses to promote workforce development opportunities.
- Guided accreditation processes to ensure compliance with educational standards.
- Recruited, trained, supervised, evaluated and mentored staff members.
- Directed the organization's daily operations, ensuring compliance with applicable laws and regulations.
- Developed a pilot program that turned into a statewide math initiative. Began with 2 schools and 35 students that bloomed into 15,000 students and 218 high schools.
- Trained and hired 50 field coordinators in the final 3 years I was involved and over 300 teachers on our proprietary software to get students "college ready" in mathematics.
Education
Master of Science - Education
Colorado State University
Colorado Springs, CO05-2013
Bachelor of Science - Education
University Of Tennessee At Chattanooga
Chattanooga, TN05-2007
Associate of Science - Mathematics
Chattanooga State Community College
Chattanooga, TN05-2001
Skills
- Supply and capacity planning E2E
- Customer/ Supplier Relations
- Logistic coordination and oversight
- Contract Management
- Procurement & Sourcing Strategies
- Negotiations
- Critical thinking
- Talent recruitment and team development
- Cost Reduction & Budget Management
- Research, development, and implementation of support systems
- Data Analysis & Reporting
- Policy and procedure development
- Training curriculum development
- Staffing strategy
- Quality improvement/ optimization
- Interpersonal Relations
- Resource Management
Professional Expertise
Drove $20M+ revenue growth by leveraging market trends and optimizing diverse logistics operations (ocean, intermodal, customs, truckload, warehousing) through strategic pricing and service excellence., Achieved consistent account growth and customer retention in a down market, outpacing competitors., Conducted comprehensive forecasting and analysis to proactively adapt supply chain strategies to evolving industry trends., Delivered $200K+ in annual freight savings for a single client, while generating $35K/month in company profit, through strategic logistics solutions., Saved customers hundreds of thousands annually by optimizing port selection, rail options, and warehousing based on cost and environmental factors., Analyzed and resolved complex supply chain issues, providing expert consultation on optimal logistics strategies., Trained 350+ sales and operations personnel on international logistics, carrier vetting, and customer-centric operations, facilitating a significant market transition., Led a team of 12 brokers and operators, fostering a culture of continuous improvement and efficient team dynamics., Spearheaded the development of a new operations and drayage brokerage model, expanding company service offerings., Leveraged data analytics to optimize operational performance and forecast supply chain needs, driving proactive decision-making., Implemented performance monitoring systems to track key metrics and ensure effective solution implementation., Conducted process mapping and analysis to drive continuous improvement initiatives across the supply chain., Scaled a complex program from pilot to 15,000 students, maintaining 80% completion and budget adherence., Managed complex projects, coordinating resources, and ensuring timely completion of critical supply chain initiatives.
Timeline
VP of Sales
Eastern Drayage
01.2025 - Current
Business Development
Traffic Tech
10.2024 - Current
Director of Drayage
Trident Transport
05.2022 - 10.2024
International Sales Coordinator/Drayage Training Manager
Steam Logistics
02.2020 - 05.2022
QA and Process Improvement Manager
Benchmark Physical Therapy
06.2016 - 02.2020
SAILS Director of Mathematics
Chattanooga State Community College
07.2010 - 05.2016
Master of Science - Education
Colorado State University
Bachelor of Science - Education
University Of Tennessee At Chattanooga
Associate of Science - Mathematics
Chattanooga State Community College