MATTHEW WARD
Executive Level Logistics Business Development
ROCHESTER HILLS,MI
Summary
Performance driven Business Development and Supply Chain Strategist with more than 26 years of combined experience increasing revenue and orchestrating supply chain strategies. Talented individual with the ability to develop and maintain relationships with key decision makers, leading to revenue generation and retention. Experience with start up and new service launches. Lead by example supply chain professional with a career history of utilizing analysis, strategic thinking, and planning to drive change and increase productivity resulting in organizational excellence.
Overview
26
26
years of professional experience
5
5
years of post-secondary education
Work History
Business Development Director
BlueGrace Logistics
09.2019 - Current
- Responsibility for revenue and sales in support of divisional annual sales goals
- Lead sales process and solution development from discovery to proposal to handing off to implementation team after contract signing.
- Analyzed market trends and customer needs to identify new business development opportunities
- Identified prospects' needs and developed appropriate responses along with suitable information on products and services
Vice President - Domestic Managed Transportation
Aerostar Global Logistics
04.2019 - 09.2019
- Overall responsibility for Sales, Operations, Procurement, division growth and financial performance
- Managed annual revenue over $25 million.
- Year over year division quarterly performance improvement of 5% revenue, and 8% gross margin; despite key lost business in 2018 by organization
- Created changes in AR process to decrease past due collections by 75%
- Reorganized team structure to provide better service and clarity to customers, carrier partners and internal functional groups
- Successfully created new business analysis, customer quarterly reviews and customer implementation processes
- Successful implementation of new agent sales program, generating additional divisional revenue
- Successfully led operations team through emergency bond transition, when current bond was cancelled by provider
Director of Business Development
Aerostar Global Logistics
04.2018 - 04.2019
- Leader of divisional business development for domestic and international transportation
- Qualified leads by scheduling introductory discovery meetings and calls.
- Conducted market research to discover new leads, opportunities and messaging.
- Development of over $35 million of new prospect opportunities, securing $7.625 million in annual revenue
- Development and execution of inside sales project in conjunction with Central Michigan University professional sales fraternity, PSE.
Director of Sales
G4 Logistics International
01.2017 - 04.2018
- Leader of business development efforts for startup logistics provider
- Development of company sales and market strategy for Automotive, Industrial, Hardwood Lumber vertical markets; encompassing domestic transportation, international transportation, warehouse services, and 3rd party logistics services
- Development of $15 million pipeline of new prospect opportunities in less than 6 months
- Identified and hired independent sales agents to help generate business opportunities
- Customer Relationship Management evaluation, selection and implementation
Executive Director
Venture Global Solutions
09.2015 - 11.2016
- Secured over $8 million in new sales revenue
- Development of company sales and market strategy for Tier One and OEM 3PL business development
- Development of company LTL consolidation strategy including pricing model, target market, transportation providers and execution model
- Development of $50 million pipeline of new prospect opportunities
- Development and implementation of business development personnel on-boarding and training program
Executive Director, Business Development
Supply Chain Solutions, Inc
02.2015 - 09.2015
- Tasked with growing Automotive and Midwestern territory revenue opportunities and identifying prospect organizations for company’s supply chain management solutions
- Development of company Mexico strategy to expand revenue with existing customer base and develop additional revenue opportunities; inclusive of necessary providers and partners
- Development of $25 million pipeline of new prospect opportunities
- Secured largest domestic transportation management contract in company history, $14 million
Executive Director, Business Development
ProTrans International, Inc
08.2007 - 02.2015
- Skilled at developing various customer relationships within assigned territories and targets, and creating a plan to increase sales as a result of developing sales and supply chain strategies
- Consistently increased company revenue as a result of business volume growth in current and new customers through portfolio promotion of company services and products
- Instrumental in expanding revenue in existing account base an average of 15% annually through strategic account development
- Top sales leader illustrated by annual revenue generation of more than $12 Million in 2011
- Generated $16 Million revenue in 2012 with customers including Delphi, Brose, and Grupo Antolin
- Secured over $11 Million new revenue in 2013 with customers including Eaton and Trico
- 2014 renewal business more than $20 million, new revenue generation more than $12 million
- Extensive sales involvement with Automotive Tier 1 Suppliers, Automotive Aftermarket, Industrial Manufacturers.
Consultant
MSW Supply Chain Consulting, LLC
01.2007 - 08.2007
- Managed a client project to redesign transportation operations achieving 23% net transportation savings through private fleet optimization, equipment lease analysis, fuel management program implementation, and 3PL selection and execution
- Supported clients’ $40 million business activities by selecting warehousing and transportation 3PL’s and implementing 3PL’s for multi-facility distribution and transportation network.
Director of Logistics
Entertainment Publications
01.2003 - 01.2007
- Directed 3PL operations in 13 distribution centers in U.S., Canada, and Puerto Rico that processed over 2 million annual outbound orders and 100,000 return orders
- Developed, implemented, and managed multiple 3PL accounts while evolving operations strategy
- Conducted and implemented transportation analyses saving over 18% through renegotiation of small package contracts; 6.4% in LTL savings through carrier selection and negotiation; and 11.9% in TL through RFQ’s, mode selection, and carrier negotiations
- Re-engineered supply chain management service support mechanism for over 400 field sales reps helping reduce transportation expedite costs by 11.2%.
Logistics Analyst
Delphi Corporation
01.2001 - 01.2003
- Global Production Control & Logistics
- Demonstrated sharp leadership skills working on projects such as the Delphi Lean Logistics Network resulting in 15% net transportation reduction and 24% inventory reduction in Ohio region
- Program Manager for Delphi’s $50 million LTL Consolidation Network which generated $8 million in annual savings and 1 to 2 day transit time reduction.
Logistics Project Manager - Auto & Industrial
Ryder Integrated Logistics
05.1995 - 01.2001
- Developed process for internal route designs incorporating Solutions Design Group, Finance Group, and Operations Group reducing design time by 25%
- Conducted logistics analyses that secured $33 million in new and expanded business, $1 million consulting revenue, retaining $18 million of existing business revenue.
Education
Bachelor of Science - Supply Chain Management And Communications
Central Michigan University
Mount Pleasant, MI 09.1990 - 05.1995
Skills
New Business Development
Relationship building and rapport
Sales processes
Solution selling
Contract review and negotiation
System Integrations
Carrier Rate Management - TL, LTL, International
Logistics engineering and analysis
Performance metrics and customer dashboards
Accomplishments
ProTrans International Elite Circle Member, 2011, 2012, 2013
ProTrans International Sales Consultant of the year - 2011, 2012
Timeline
Business Development Director
BlueGrace Logistics
09.2019 - Current
Vice President - Domestic Managed Transportation
Aerostar Global Logistics
04.2019 - 09.2019
Director of Business Development
Aerostar Global Logistics
04.2018 - 04.2019
Director of Sales
G4 Logistics International
01.2017 - 04.2018
Executive Director
Venture Global Solutions
09.2015 - 11.2016
Executive Director, Business Development
Supply Chain Solutions, Inc
02.2015 - 09.2015
Executive Director, Business Development
ProTrans International, Inc
08.2007 - 02.2015
Consultant
MSW Supply Chain Consulting, LLC
01.2007 - 08.2007
Director of Logistics
Entertainment Publications
01.2003 - 01.2007
Logistics Analyst
Delphi Corporation
01.2001 - 01.2003
Logistics Project Manager - Auto & Industrial
Ryder Integrated Logistics
05.1995 - 01.2001
Bachelor of Science - Supply Chain Management And Communications
Central Michigan University
09.1990 - 05.1995