Glenn Meadows
Fullerton,CA
Summary
Dedicated transportation professional with a history of meeting company goals utilizing consistent and organized practices. Skilled in working under pressure and adapting to new situations and challenges to best enhance the organizational brand.
Overview
31
31
years of professional experience
Work History
Business Development Director
Schneider National
04.2022 - 02.2024
- Negotiated client contracts and agreements to cultivate profitable business transactions.
- Currently have over $50 million in annual revenue in fleet design and/or proposal stage
- Liaised with sales, engineering, marketing, and management teams to develop solutions and accomplish shared objectives.
- Compiled and analyzed data to determine approaches to improve sales and performance.
- Collaborated with counterparts across Schneider's portfolio of services to increase value to customers.
- Assisted Sales Management in the development of strategies to penetrate new markets in the private fleet conversion, refrigerated, flatbed and timber industries.
Director, Dedicated Business Development
C.R. England
10.2016 - Current
- Managed dedicated business development efforts in the 11 Western States
- Partnered with counterparts in Truckload and 3PL Divisions to identify new truckload, intermodal, brokerage and single source transportation business within targeted dedicated fleet prospects
- Achievements: Identified an average of $172 million annually in new fleet opportunities during my first 3 years with the company
- Closed a 45-truck power only solution with a major retailer during my 2nd year
- Averaged $8.5 million in annual revenue during the last 3 years
- Secured company’s first multi-site flatbed fleet delivering building materials to DIY centers, lumber yards and constructions sites
- During the pandemic, secured a renewal contract worth $7.5 million and closed a deal for 7 trucks supporting a customer providing home delivery in Northern and Southern California
- Chosen by Sales Leadership to become a mentor to new Directors of Business Development to provide training sessions in prospecting methodology (Google Maps, FleetSeek, ZoomInfo, LinkedIn, etc.) and CRM database mining
Business Development Executive
J.B. Hunt Dedicated Contract Services (DCS)
10.2012 - 01.2016
- Increased exposure of J.B
- Hunt's private/dedicated fleet management services in Los Angeles County, Arizona and New Mexico
- Identified and targeted C-Level decision makers of companies that operate fleets capable of generating a minimum $1.5 - $2 million in annual revenue
- Worked with National and Regional Sales Managers to help identify and capture new truckload, intermodal, brokerage and single source transportation business within targeted dedicated fleet prospects
- Achievements: Identified and proposed $120 million in new fleet opportunities during my first 3 years with the company
- Average 3 year contracts exceeded $6 million in annual revenue potential
- Earned the opportunity for the first time in the company's history to develop dedicated fleet solutions for 4 of the largest wholesale/retailer grocery, foodservice and distribution fleets in Los Angeles County, Arizona and New Mexico
- Over 50% of the $120 million in new potential business was the result of my individual prospecting skills (Cold Calling, Database Mining and 20+ years Industry and Territory Experience).
Director Enterprise Business Development
Coyote Logistics
07.2011 - 09.2012
- Expanded Coyote's brand recognition in the Western Region through the development of truckload, intermodal and managed transportation solutions
- Initiated dialog with logistics and transportation executives focusing on strategies that drive operational efficiency, cost containment and improved supply visibility
- Identified opportunities to partner with customers that operate private fleets to reduce operating costs through the elimination of empty backhauls miles and improved utilization of idle assets
- Achievements: Secured $10 million managed transportation solution during first 9 months of employment
- Exceeded daily load volume goals for 2012 by 40%.
Assistant Vice President Sales, West Region
Hub Group, Inc.
12.2007 - 01.2011
- Oversaw all sales and business development functions, including identification and development of new vertical markets
- Designed and implemented sales strategies focused on major national account growth, customer relationship development, and contract negotiations
- Promoted strategic dialog between C-Level decision makers and Hub Group's Supply Chain and Logistics Division
- Provided cross-functional team training, coaching, and mentoring
- Provided leadership for 5 Regional Sales Managers in Southern California
- Targeted C-Level decision makers interested in complete supply chain management solutions
- Selected Achievements: Secured active carrier status for the first time in Hub Group's history with $3.8 Billion Global Consumer Goods conglomerate
- Achieved first year truckload award of $1.5 million
- Created and implemented sales strategies for new verticals that will generate first year revenue of $5 million and reposition valuable assets from surplus into deficit markets
- Designed and executed solicitation strategies to maximize territory development and increase weekly face-to-face customer meetings
- Developed end-to-end transportation solution for a North American apparel manufacturer involving raw materials, reusable packaging and finished goods that produced first year revenue of $1.6 million and improved operating efficiencies for the customer
- Generated $3.5 million in revenue growth in the Southern California market annually.
Director Intermodal Operations
Hub Group, Inc.
01.2004 - 12.2007
- Managed all inbound and outbound intermodal operations in Southern California, Arizona, Southern Nevada and Utah
- Managed carrier relationships with drayman in LA, San Diego/Tijuana, Calexico/Mexicali, Salt Lake City and Phoenix
- Provided leadership to a team of 38 Operations and Customer Service personnel in Los Angeles and 4 onsite representatives at customer facilities
- Achievements: Consolidated the intermodal operations for Utah and Wyoming markets into the Southern California office
- Restructured Intermodal Operations into separate functions of Customer Service (customer interface) and Operations (vendor interface)
- As part of the redesign, provided training needed to develop Customer Service representatives into quasi-sales representatives resulting in a 30% reduction in customer turnover
- Created operational processes that helped to drastically reduce unbillable per diem/detention and improved equipment turn times
- Working with corporate IT, carrier management and intermodal operations I improved equipment visibility between LA terminals and customer facilities In San Diego, Tijuana and Mexicali.
Vice President Sales
Hub Group
01.1998 - 01.2004
- Managed 10 Business Development Representatives in the San Luis Obispo/Bakersfield to Northern San Diego County and Phoenix territories
- Implemented use of ACT as the Los Angeles office's first CRM and developed territory growth strategies and annual sales goals for team members
- Achievements: Successfully negotiated annual volume pricing agreements with CSXI, UP and BNSF on behalf of one of the largest automotive manufacturers in North America involving 5,200+ loads annually and $9.8 million in revenue annually
- Received multiple Carrier of the Year and Kaizen Challenge Awards from the Toyota Motor Sales America
- Developed and closed a multi-year contract involving a yard management program for Delphi Automotive
- Expanded battery vertical to include golf cart, aerial lift and floor machine manufacturers
- Develop blocking and bracing schematics, so Trojan Battery could safely utilize intermodal transportation for the first time in the company's history
- Rebuilt an automotive account after completely losing the business due to railroad service failures
- To this day, the customer is one of Hub Group's largest Los Angeles based customers.
Sales Representative
Hub Group
07.1993 - 03.1998
- Entry level Sales Representative position
- Responsible for account and territory development
- Market truckload intermodal, highway and LTL services to the shipping community in Southern California.
Education
Organizational Management -
University of La Verne
Journalism/Broadcasting Major -
California State University, Los Angeles
Associate Arts Degree (AA) -
Rio Hondo College
General Education -
La Serna High School
Global Logistics Specialist Certification (GLS) -
California State University, Long Beach
06.2012
Skills
- Database Maintenance
- Client Account Management
- Verbal and written communication
- Negotiation
- Change Management
- Direct Sales
- Business Development
Professional Development Courses
- Dale Carnegie
- Toast Masters
- Franklin Time Management
- Acclivus Sales Negotiation
- High Probability Selling
Timeline
Business Development Director
Schneider National
04.2022 - 02.2024
Director, Dedicated Business Development
C.R. England
10.2016 - Current
Business Development Executive
J.B. Hunt Dedicated Contract Services (DCS)
10.2012 - 01.2016
Director Enterprise Business Development
Coyote Logistics
07.2011 - 09.2012
Assistant Vice President Sales, West Region
Hub Group, Inc.
12.2007 - 01.2011
Director Intermodal Operations
Hub Group, Inc.
01.2004 - 12.2007
Vice President Sales
Hub Group
01.1998 - 01.2004
Sales Representative
Hub Group
07.1993 - 03.1998
Organizational Management -
University of La Verne
Journalism/Broadcasting Major -
California State University, Los Angeles
Associate Arts Degree (AA) -
Rio Hondo College
General Education -
La Serna High School
Global Logistics Specialist Certification (GLS) -
California State University, Long Beach
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