Mallory Burd
Wadsworth,IL
Summary
Results-driven logistics and negotiation specialist with a proven track record at Mastery Logistics Systems and Amazon, recognized for boosting client relationships and driving revenue growth. Leveraging strategic sales techniques and advanced CRM expertise, consistently surpasses sales targets while earning top sales awards. Adept in market research, negotiation strategies, and strategic planning ensures success in competitive environments. Strong communicator with excellent problem-solving skills, committed to achieving excellence in high-pressure scenarios.
Overview
13
13
years of professional experience
Work History
Enterprise Account Executive
Mastery Logistics Systems
Chicago, IL
03.2023 - Current
- Engaged with cold and warm leads, including C-suite executives, to showcase advanced technologies for complex transportation firms.
- Performed market analysis to assess customer needs and industry trends.
- Generated forecasts and recorded customer interactions using CRM software.
- Managed the full end-to-end sales cycle from initial conversation, deep-dive demonstrations of TMS technology, to involvement in the negotiation of contracts.
- Increased profitability and revenue by identifying customer needs, and determining appropriate and tailored offerings and solutions.
- Conducted market research to identify potential new customers and evaluate competitive products in the marketplace.
- Collaborated with other departments to ensure seamless delivery of solutions that meet customer requirements.
- Directly involved in, and led, multiple projects to generate over $5M in revenue.
Strategic Account Manager - Amazon Freight
Amazon
Chicago, IL
04.2019 - 03.2023
- Established strong relationships with key decision makers within client organizations.
- Partnered closely with customer success teams, operations, and product managers to verify customer satisfaction throughout the product lifecycle, and drive continued growth with mid-size enterprise accounts.
- Negotiated contracts, RFPs, and pricing agreements with clients in the freight industry.
- Maintained an up-to-date database of accounts information including contacts, sales history.
- Facilitated alignment between teams by addressing escalations and providing strategic resolutions.
- Increased earnings by aligning offerings with customer expectations.
- Strengthened partnerships by aligning client strategies with Amazon's operational expertise.
- Contributed to hiring decisions by questioning and analyzing prospective employees.
- Supported onboarding process by enhancing knowledge integration within Amazon and transportation sector.
- Formulated comprehensive strategy encompassing operations, sales goals, and engagement guidelines at Amazon Freight.
- Used excellent verbal skills to engage customers in conversation and effectively determine needs and requirements.
- Achieved $1.5M in revenue, securing a spot among top 3 sales representatives.
- Recognized as SMB Sales Representative of the Year in 2022 within Mid-Size team.
Private Fleet Senior Sales
Coyote Logistics
Chicago, IL
01.2015 - 04.2019
- Manages 70 large accounts comprised of 300+ pieces of equipment each; builds client relationships and leverages their needs/market capabilities to help support organic growth
- Sources new account opportunities, identifies client needs, presents freight options, and negotiates contracts with transportation and senior supply chain managers to close freight sales
- Partners with analytics and strategy teams on pricing data, historical lane match, and fleet volume history; reports monthly volume and revenue to clients and presents growth opportunities
- Meets with sales team on client acquisition strategies; analyze trends, provide quarterly forecast market trends
- Collaborates daily with approximately 170 carriers and drivers on day-of freight sales and long-term opportunities
- Oversees $35k+ in monthly sales revenue and attains margins over 22% for freight/lane sales to fleet accounts; recognized as a top 20 sales representative among 2k employees
- Using both verbal and written communication to maintain relationships and uncover new/unknown customers/clients
Private Fleet National Sales
Coyote Logistics
Chicago, IL
01.2015 - 12.2015
- Identified national private/dedicated fleets and onboarded them into private fleet division; provided opportunities to haul freight for Coyote clients and increase revenue
- Conducted weekly conference calls and monthly on-location meetings with fleet operation managers; provided guidance on operations, values, and goals
- Developed and presented business proposals to potential clients and assisted senior sales representatives with lane, load, and freights sales
- Attended National Private Truck Council (NPTC) seminars and workshops to stay updated on market changes, technology, and product development
National Account Manager
Coyote Logistics
Chicago, IL
01.2012 - 12.2015
- Developed and fostered relationships with small fleet clients; sold freight for cost-effective transportation of perishable & non-perishable inventory and grew portfolio to approximately 400 monthly freight truckloads
- Built strong relationships with carriers and drivers; provided daily updates on available equipment and preferred lanes, trucks, and rates to assist with freight transport
- Coached sales representatives on load status, carrier ratings, and sourcing possibilities to assist with client acquisition strategies
- Tracked freight loads from booking to delivery and proactively resolved issues to ensure customer satisfaction
- Awarded 2014 MVP designation for outstanding demonstration of customer service, sales, and leadership
Education
Bachelor of Arts - Communications Arts & Sciences
University of Pittsburgh
Pittsburgh, PA01.2011
Skills
- Logistics
- Negotiation skills
- Revenue generation
- Account Management
- Relationship building
- Contract negotiation
- Process Improvement
- Strategic Reporting
- Sales
- Team leadership
- Risk Mitigation
- Client Management
- Interpersonal skills
- Sales strategies implementation
- Networking
- New business development
- Research
- Cold calling
- Marketing
- CRM
- Strong presentation skills
Phone
cell, (847) 323-8231
References
References available upon request.
Timeline
Enterprise Account Executive
Mastery Logistics Systems
03.2023 - Current
Strategic Account Manager - Amazon Freight
Amazon
04.2019 - 03.2023
Private Fleet Senior Sales
Coyote Logistics
01.2015 - 04.2019
Private Fleet National Sales
Coyote Logistics
01.2015 - 12.2015
National Account Manager
Coyote Logistics
01.2012 - 12.2015
Bachelor of Arts - Communications Arts & Sciences
University of Pittsburgh
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