Marshall J. McCallum
Fairfax,VA
Summary
Enterprise professional with solid history of managing high-profile accounts and delivering impactful client solutions. Known for fostering collaborative environments and consistently achieving targeted outcomes. Reliably adaptable to changing demands, leveraging strategic thinking and negotiation skills to drive success.
Overview
15
15
years of professional experience
Work History
Enterprise Account Manager
OnTrac Logistics, Inc
01.2021 - Current
- Manage day-to-day relationships with largest dotcom sellers in the United States to retain and grow customer volume
- Responsible for cross-functional collaboration to resolve customer challenges with IT, billing, operations, quality, etc
- Understand customer needs & strategically target sales strategies that bring value to their unique distribution model
- Manage one of the largest portfolios in entire company, exceeding $125M in annual revenue
- Frequently assigned most challenging accounts due to my unique ability to build relationships and solve problems
- Senior team lead, regularly tasked with side-projects to bring an account management perspective to IT, operations, and marketing initiatives
- Exceeded quota every year; 2025 Q2 & 2026 Q1 Sales Leader company-wide; famously broke OnTrac commission structure in 2022
Global Business Development Manager
LaserShip Inc
Chantilly, VA
01.2015 - 01.2021
- Responsible for full sales-cycle from prospecting to account management – life science & aerospace industries
- Successfully completed and won awards on several multi-million-dollar aviation RFP’s
- Negotiated customer rates and sourcing cost reductions with vendors to achieve healthy margins
- Travel to industry conferences, fundraisers, business proposals, and existing client visits
- In addition to sales, assisted with daily operations management - personnel decisions, root-cause analysis & corrective action, budgeting, marketing, pricing, procurement, & market strategy
- Top salesmen in GCD division from 2017-2019
- Generated 400% growth in ground procurement industry since 2017
- Initiated & closed sales of first international medical shipment & clinical trial in company history
- Through inside sales grew one customer from $60k to $1.5M in annual revenue
- 2017 & 2018 Five Star Award – sole winner at national sales conference for willingness to go outside scope of role for betterment of the company.
- 2016 & 2019 Rising Star Award – sole winner of annual award at national sales conference for sales growth and success
- National Salesmen of the Month - October 2016, July 2017 & July 2018
- Served as Interim Operations Manager for 9 months while training replacement and handling existing sales duties
Logistics Coordinator
01.2013 - 01.2015
- Promoted to shift lead within 6 months as recognition of critical thinking, customer service, leadership and work ethic
- Maintained visibility through supply chain while finding optimal routing for shipments of the utmost urgency
- Managed drivers to ensure compliance of TSA/DOT regulations and service level agreements
- Facilitated transport and clearance for international shipments from Asia, Europe, North & South America
Logistics Event Operations Crew
UT Conference Center
Knoxville, TN
01.2011 - 01.2012
- Facilitated Destination Imagination Global Finals, which brings over 15,000 visitors to Knoxville.
- Responsible for all inbound logistics, warehouse space utilization, event set up & tear down
- Planned routing strategy to optimize availability of trucks and other equipment
Intern
DHL Express
Sterling, VA
06.2011 - 08.2011
- Performed beta testing and analysis to implement new GIS system for more efficient international routing
- Became familiar with international airport codes, exportation regulations and typical delays, as well as courier partnerships
Education
B.S. - Supply Chain Management, concentration International Business
The University of Tennessee - Knoxville
05-2013
Skills
- CRM, Microsoft, Leadership, Project Management, Written & Oral Communication, Organization, Interdepartmental Collaboration, Conflict Management
Community
- St. Paul VI Catholic H.S. Men’s Lacrosse, Varsity Assistant D. Coordinator & Goalie Coach, Chantilly, VA, 2023, current
- Oakton H.S. Men’s Lacrosse, Varsity/JV Assistant D. Coordinator & Goalie Coach, Vienna, VA, 2016, 2022
- Top Caliber Lacrosse Club, Head Coach of 2024 All-Star Team, 2018, 2021
- Chantilly Youth Association, U15 Boy’s Lacrosse Head Coach, Chantilly, VA, 2014, 2015
- West Knox Warriors Men’s Lacrosse Club, Varsity/JV Defensive Coordinator, Knoxville, VA, 2010, 2013, Member of board of directors
Timeline
Enterprise Account Manager
OnTrac Logistics, Inc
01.2021 - Current
Global Business Development Manager
LaserShip Inc
01.2015 - 01.2021
Logistics Coordinator
01.2013 - 01.2015
Intern
DHL Express
06.2011 - 08.2011
Logistics Event Operations Crew
UT Conference Center
01.2011 - 01.2012
B.S. - Supply Chain Management, concentration International Business
The University of Tennessee - Knoxville