Summary
Overview
Work History
Education
Skills
Hobbies
Achievements
Timeline
Generic

Linda Lightsey

Greenwood,IN

Summary

Experienced in developing, owning, and driving relationships with a high-touch, personalized approach that consistently delivers sustainable value. Viewing accounts as partnerships rather than just transactions, leveraging over a decade of sales experience to excel in fast-paced environments. Proven track record of retaining/growing existing accounts and signing new revenue, aiming to position organizations for long-term success while executing results for the present.


Overview

10
10
years of professional experience

Work History

Commercial Sales Manager Specializing in Chemicals

Odyssey Logistics
07.2024 - 05.2025
  • Manage existing portfolio, serve as primary point of contact, and collaborate internally to execute objectives that match our operational capabilities.
  • Align account strategies/solutions to create opportunities and team selling efforts.
  • Attend customer meetings, presentations, and industry events.
  • Manage a revenue forecast process for each assigned account.
  • Implement sales strategies to expand and grow market share.
  • Portfolio focuses on chemical shippers, Bulk, and ISO Tank Intermodal.
  • CRM usage for planning, tracking, and monitoring existing/new accounts.
  • Developed strategic initiatives based upon company objectives aimed at accelerating growth.
  • Increased portfolio profit by 117% through cross-selling services to new and existing accounts.

Commercial Sales Manager

Watco LLC
03.2023 - 06.2024
  • Oversee day to day commercial activities/operations of four short line railroads and two terminals in various regions.
  • Grow EBITDA on a year over year basis.
  • Act strategically with local operations and commercial accounts by attending customer meetings and customer site visits.
  • Effectively negotiate various contracts to support company goals and gain market share.
  • Work with Class One railroad partners deepening relationships for customer growth and developing market strategies.
  • Increase value by establishing creative solutions, identify gaps in service to improve current operations, and leverage Watco’s suite of products/technology to present opportunities for growth.
  • Participate in industry conferences regionally.
  • Prospect account networks to grow volumes/revenue while developing new relationships and expanding current.

Senior Key Account Manager/Chemicals

CLX Logistics/Chem Logix
06.2021 - 02.2023
  • Primary role to sell a subset of products or services directly or via partners to assigned and non-assigned accounts.
  • Main concentration in software applications TMS/solutions and related services to prospective and existing customers.
  • Manage sales through forecasting, account resource allocation, account strategy, and planning.
  • Develop solution proposals encompassing all aspects of the applications.
  • Participate in the development, presentation, and sales of a value proposition.
  • Negotiate pricing and contractual agreements to close the sale.
  • Identify and develop strategic alignment with key third party influencers.
  • Leading contributor individually and as a team member, providing direction and mentoring to others.
  • Sales cycle is long and overly complex, involving many different software applications with advanced technical platforms and business competences.

National Account Manager

Canadian National Railroad
03.2015 - 06.2021
  • Develop and execute sales strategies for assigned accounts.
  • Communicate, context to carry the corporate strategy and key business messages to customers and our external market.
  • Meet and exceed yield, price, revenue, and market share targets for assigned accounts.
  • Customer advocates for all commercial issues.
  • Conflict resolution by addressing account service issues, or site challenges to generate an opportunity for growth with offered solutions.
  • Act as primary contact for Class One partners, day-to-day business or new project developments.
  • Managed multiple high-profile petroleum and chemical accounts with an average profile of ~$110M.
  • Execute new/existing contracts and tariff renewals for assigned accounts.
  • Leverage all contractual trade with effective negotiation tactics to gain market share.
  • Well organized with account/customer data, managed opportunities and reports using CRM/Sales Force, by providing accurate details on all accounts for internal purposes.

Education

Some College (No Degree) - Supply Chain

2021 - Penn State Sprint Series

Some College (No Degree) - Business Administration And Management

2014 - Northwest Community College
Southaven, MS

Some College (No Degree) - Business Management

Present - Western Governors University
Online

Skills

  • Class One Network
  • Account Management
  • Client acquisition and retention
  • Adaptable
  • Contract negotiation & drafting
  • Goal setting & Forecasting
  • Customer needs assessment
  • Relationship builder
  • Excellent time management
  • Commercial sales practice
  • Financial analysis
  • Project management
  • CRM proficiency
  • Commercial strategy implementation

Hobbies

  • Reading (Non-fiction)
  • Golf (1st hole in one 2023)
  • Running is life! A few 5k’s, and 10k’s annually. I love to talk health and wellness.
  • Half Marathon Jan 18, 2020 - Chevron Houston Half / Sponsored by Windstar.
  • Half Marathon May 4, 2024 - Indy Mini

Achievements

  • 2014 Schwan’s New Customer Growth Award
  • 2010 Loan Officer of the year
  • 2009 Top 100
  • 2006 LO Excellence Award

Timeline

Commercial Sales Manager Specializing in Chemicals

Odyssey Logistics
07.2024 - 05.2025

Commercial Sales Manager

Watco LLC
03.2023 - 06.2024

Senior Key Account Manager/Chemicals

CLX Logistics/Chem Logix
06.2021 - 02.2023

National Account Manager

Canadian National Railroad
03.2015 - 06.2021

Some College (No Degree) - Supply Chain

2021 - Penn State Sprint Series

Some College (No Degree) - Business Administration And Management

2014 - Northwest Community College

Some College (No Degree) - Business Management

Present - Western Governors University

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