Hillary Kotlarz
Jacksonville,FL
Summary
Ambitious Sales Manager accomplished in surpassing targets. Expert in building connections with customers for maximum acquisition and retention. Delivers above-average revenue consistently.
Overview
14
14
years of professional experience
Work History
Logistics Account Executive
Logistic Dynamics LLC
05.2023 - Current
- Cultivated and managed client and carrier relationships to enable the seamless transportation of goods
- Oversaw the entire shipment lifecycle and drove new business acquisitions and successful delivery
- Prospected and engaged potential clients and carriers through strategic research, networking, and cold-calling, maintained a robust pipeline of opportunities, crafted and presented persuasive sales pitches, and negotiated favorable contracts and rates
- Guaranteed adherence to all documentation and regulatory requirements, evaluated carrier performance, implemented corrective measures as needed, and utilized LDI's Load Manager software for precise shipment management
- Established and nurtured enduring relationships with clients and carriers, served as the primary liaison for addressing needs and resolving issues, monitored shipment deliveries, and provided consistent updates on shipment progress
- Collaborated with LDI team members to streamline logistics processes, contribute market insights to refine service offerings, and engage in team meetings and training sessions to remain informed on industry trends and best practices
- Managed over 1K loads, conducted transactions with over 45 clients, acquired new accounts through effective networking and marketing, and set pricing based on market dynamics
National Sales Director
MegaCorp Logistics LLC
04.2014 - 05.2023
- Directed and led a team of 150+ logistics account executives to drive high performance and outperform sales goals through effective leadership and motivation
- Cultivated and sustained robust relationships with key customers and stakeholders while ensuring top-notch satisfaction and retention through account management and swift issue resolution
- Governed sales representatives' recruitment, onboarding, and training, setting clear expectations, delivering ongoing feedback, and adopting a dynamic environment that promotes professional growth
- Monitored and assessed sales performance metrics, prepared and delivered reports on sales activities and forecasts, and applied corrective measures to maintain alignment with team objectives
- Managed financial performance by overseeing profit and loss statements, tracking KPIs, and executing a 26-week development plan to cultivate self-sustaining commissioned employees
- Successfully generated $71M+ in sales revenue in 2023 by devising and implementing strategic sales initiatives
- Directed and mentored 8 high-performing brokers and 7 new office leaders to increase multi-million dollar revenue growth and expand the firm's market presence and leadership footprint
- Expanded the Orlando office from 35 to 150+ team members by significantly scaling operations and enhancing team capabilities
- Secured the 9x 'Best Places to Work in Orlando' accolade by reflecting exceptional workplace culture and employee satisfaction
- Recognized as a Top 10 Store, ranking nationwide during GSM tenure out of 57 store locations with 120+ personnel
- Provided expert lectures on sales tactics and processes at the University of Central Florida to share valuable insights and strategies with future sales professionals
Group Sales Manager
Total Quality Logistics
02.2011 - 05.2018
- Headed the satellite office's daily operations and strategic growth by leading a diverse team of logistics account executives, sales representatives, and support staff
- Administered the satellite office budget to enable cost control and maximize profitability
- Guaranteed exceptional customer service by addressing client needs, resolving issues, monitoring feedback, and implementing enhancements to improve satisfaction
- Evaluated financial reports and metrics to pinpoint growth opportunities, devise strategies to boost revenue, reduce operational costs, and maintain compliance with industry regulations and safety standards
- Designed and enforced operational policies and procedures to achieve efficiency, maintain high-quality standards, and exceed key performance indicators (KPIs)
- Prospected and secured new business opportunities to enhance TQL’s market presence and meet strategic sales initiatives by fostering robust relationships with key customers, carriers, and stakeholders
- Cultivated partnerships with 5+ brokers, driving $4K weekly per broker and expansion of office from 6 to 15 brokers, which led to being promoted to GSM.
- Implemented 26-week development program to build self-sustaining commissioned employees by managing hiring processes, resolving disciplinary issues, and serving as key trainer and recruiter
- Achieved 17.5% profit margin through strategic oversight and process optimization
- Transformed sales performance by elevating revenue from $2M to $11M through targeted growth strategies
- Accelerated weekly sales from $40K to $65-70K by leveraging market trends and improving sales techniques
- Expanded the office workforce from 5 to 35+ individuals by executing effective recruitment and team-building strategies
- Delivered expert lectures on sales tactics at the University of Central Florida, sharing advanced techniques and industry insights
- Promoted brand visibility and growth through strategic marketing initiatives to enhance market presence and customer engagement
Sales Team Leader
Total Quality Logistics
06.2010 - 02.2011
- Led and empowered a high-performing team of 12 sales representatives to consistently exceed sales targets while delivering ongoing skill enhancement through targeted training and conducting performance reviews with actionable insights
- Engineered and executed dynamic sales strategies to drive revenue growth and expand market reach
- Analyzed performance metrics to uncover improvement areas and partnered with senior management to set and meet sales objectives
- Sustained robust customer relationships by diagnosing their needs, offering bespoke solutions, addressing issues promptly, and discovering new business opportunities through strategic market research and networking
- Enabled a culture of open communication within the team and coordinated cross-departmental efforts for seamless service delivery
- Represented TQL at industry events, trade shows, and customer meetings to enhance brand presence
- Participated in 2012 Leadership Development Program and participated in TQL’s 'Whale Hunt' initiative, including leading meetings and executing multiple on-campus recruiting campaigns
- Monitored compliance with company policies, industry regulations, and best practices, optimized team productivity through effective scheduling and resource management, and harnessed CRM tools to track sales progress and customer interactions
Education
Marketing
Western Illinois University
Macomb, ILSkills
- Decision-Making
- Team building
- Effective Communication
- Problem-Solving
- Time Management
- Team Collaboration
- Customer Relationship Management
- Analytical Thinking
- Objection handling
- Continuous Improvement
Timeline
Logistics Account Executive
Logistic Dynamics LLC
05.2023 - Current
National Sales Director
MegaCorp Logistics LLC
04.2014 - 05.2023
Group Sales Manager
Total Quality Logistics
02.2011 - 05.2018
Sales Team Leader
Total Quality Logistics
06.2010 - 02.2011
Marketing
Western Illinois University
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