Michael Gappa
Plymouth,MN
Summary
Proven leader at C.H. Robinson Worldwide, adept in negotiation and customer relationship management, significantly increased sales revenue through strategic account penetration and solution selling. Excelled in securing long-term partnerships and boosting customer retention, demonstrating exceptional deal-closing abilities and fostering team collaboration for surpassing sales targets.
Overview
31
31
years of professional experience
Work History
Senior Executive Sales Representative - Canada
C.H. Robinson Worldwide
09.2006 - 07.2020
- Increased sales revenue by identifying and targeting high-value clients in the market.
- Managed complex projects with multiple stakeholders while maintaining strict timelines and ensuring successful outcomes for all parties involved.
- Negotiated contracts with key clients, securing favorable terms that contributed to company profitability.
- Secured long-term contracts with key clients, ensuring a stable revenue stream for the company.
- Led cross-functional teams to develop and execute successful sales initiatives targeting specific market segments.
- Developed strong client relationships through consistent communication and excellent customer service, resulting in repeat business.
General Manager
C.H. Robinson Worldwide
12.2000 - 09.2006
- Managed budget implementations, employee reviews, training, schedules, and contract negotiations.
- Managed a diverse team of professionals, fostering a positive work environment and high employee satisfaction.
- Developed and implemented strategies to increase sales and profitability.
- Cultivated strong relationships with clients, vendors, and partners to ensure long-term success and loyalty.
- Monitored financial performance, set budgets and controlled expenses to provide financial stability and long-term organizational growth.
- Managed budget development, forecasting, and financial reporting processes to track progress towards organizational objectives accurately.
- Maximized efficiency by coaching and mentoring personnel on management principles, industry practices, company procedures, and technology systems.
Branch Manager
C.H. Robinson
09.1996 - 11.2000
- Continuously monitored branch performance against key performance indicators, taking corrective actions as needed to ensure objectives were met or exceeded.
- Maintained friendly and professional customer interactions.
- Improved customer satisfaction ratings by enhancing service quality and resolving client issues promptly.
- Oversaw daily operations for streamlined efficiency, ensuring timely execution of tasks and optimal resource allocation.
- Implemented effective sales strategies to achieve branch targets and exceed expectations consistently.
- Evaluated employee performance regularly through appraisals and feedback sessions to facilitate continuous development of skills and knowledge base within the team.
- Strengthened relationships with key clients, securing long-term partnerships and driving revenue growth.
National Sales Representative
C.H. Robinson
06.1991 - 09.1996
- Maintained and organized customer database of over [Number] clients nationwide.
- Implemented territory management plans, allowing for better allocation of resources and maximizing sales opportunities.
- Developed long-term partnerships with clients, resulting in repeat business and sustained revenue growth.
- Delivered compelling presentations to prospective clients, showcasing the unique value proposition of our products and services.
- Boosted sales revenues through the development and implementation of targeted marketing strategies.
- Championed process improvements that led to increased efficiency across the entire sales organization.
- Collaborated with cross-functional teams to develop new products, driving increased revenue opportunities.
Produce Salesperson
C.H. Robinson
06.1989 - 12.1991
- Enhanced customer loyalty through personalized service, remembering preferences and providing relevant suggestions.
- Collaborated with team members, sharing product knowledge to enhance overall sales performance.
Education
Bachelor of Science - Marketing
Winona State University
Winona, MN11.1988
Skills
- Deal Closing
- Negotiation expertise
- Sales Presentations
- Objection handling
- Cold-calling
- Solution selling
- Customer Retention
- Customer Relationship Management (CRM)
- Business Planning
- Strategic account penetration
- Contract Negotiation
Timeline
Senior Executive Sales Representative - Canada
C.H. Robinson Worldwide
09.2006 - 07.2020
General Manager
C.H. Robinson Worldwide
12.2000 - 09.2006
Branch Manager
C.H. Robinson
09.1996 - 11.2000
National Sales Representative
C.H. Robinson
06.1991 - 09.1996
Produce Salesperson
C.H. Robinson
06.1989 - 12.1991
Bachelor of Science - Marketing
Winona State University
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