Michael W. Callahan
Shawnee
Summary
A top-performing professional with over 30 years of experience in a variety of industries. Consistently collaborates with all departments within an organization to ensure high quality operations on a regular basis. Highly skilled at new business development and relationship management, maintaining existing clients and large accounts. Ensures loss minimization and profit maximization while adhering to organization-wide standards and goals.
Overview
32
32
years of professional experience
Work History
Account Manager
InterCity Direct
11.2023 - Current
- Company Overview: Asset-based logistics carrier specialized in dry van shipping
- Source and develop new relationships for business opportunities
- Sourced new accounts (Mears, Turf Design, MGM Business Partners, Midwest Ag)
- Successfully plan shipments large accounts (Hershey, JCI, IPL Plastics, American Gypsum, and Atkore) 65-70 a week
- Managed client relationships to ensure satisfaction and retention.
- Developed tailored solutions to meet client needs and drive business growth.
- Coordinated cross-functional teams to deliver projects on time and within budget.
- Analyzed market trends to identify opportunities for account expansion.
- Conducted regular performance reviews with clients to assess service delivery and improvements.
- Increased client satisfaction by building strong relationships and addressing their needs promptly.
- Successfully resolved escalated issues, preventing potential loss of valuable clients while maintaining positive relationships with all parties involved.
- Quote and negotiate for daily new business
Supplier Relationship Manager
C2FO
08.2021 - 10.2023
- Company Overview: Fintech company providing working capital for business
- Hired with the responsibility to develop and managing buyer-supplier relationships.
- Develop and maintain a relationship with finance executives at targeted companies.
- Constructively present and explain the financial products to help with working capital.
- Negotiate discount spreads with Key executives to maximize income from new business.
- Cultivate and drive the sales cycle from prospects to help with monthly sales goals.
- Work closely with various functional teams including Account Management and Market Operations.
- Influence client decisions and advocate for client needs to negotiate win-win solutions.
- Cultivated strong supplier partnerships through effective communication and negotiation strategies.
- Analyzed supplier performance metrics to identify areas for improvement and implement corrective actions.
Capacity Manager
Alliance Shippers, Inc
01.2018 - 08.2021
- Company Overview: Freight brokerage dealing with truckload shipments
- Hired with the responsibility to negotiate freight shipments with current and new trucking companies.
- Negotiate and explore with existing carriers with the Alliance Shippers network to maximize profit to transport our freight.
- Effectively communicate with carries the need to adhere to the requirements of the shipments to help control losses and keep our customers satisfied.
- Effectively communicate with other departments in the company and existing customers through email. Set up carrier profiles for new and existing lanes.
- Searched for opportunities for carriers within the network to help increase the daily volume of shipments.
- Strive to maintain on-time shipments with our customer base to remain at 92-95% effectively.
- Review KPI scorecards to measure service OS&D. Measure shipment volumes and revenue YTD and YOY trends.
- Analyzed capacity trends to optimize resource allocation and enhance operational efficiency.
- Developed and implemented capacity management strategies to align with business objectives.
Inside Sales Manager
TransAm Trucking
03.2017 - 02.2018
- Company Overview: Asset base carrier specializing in refrigerated full truckloads, the 7th largest Refrigerated Carrier in the nation.
- Hired to increase sales opportunities in the Backhaul Division by contributing innovative sales and marketing approaches to identify, contact and close new customers. Utilize a variety of sourcing methods to identify these potential customers.
- Sourced and closed a new account that had a continuous 3-4 shipments a week.
- Average 60-70 calls a day and on average 2-3 new customers a day.
Account Executive
Freightquote.com
01.2012 - 01.2017
- Company Overview: eCommerce company dealing with freight shipments through less-than truckload, truckload, and intermodal shipping.
- Brought on board to build and maintain a book of business. This involved cold calling prospects, maintaining existing clients, and booking the freight of the acquired customer base through offered shipping services. Book of business consisted of 25-30 customers averaging $18-22k a month in gross margin. This generated the company $150k a month. Goal was to average 50-60 calls a day to keep new accounts in my book to generate new revenue.
- Increase Customer Account Base 130% year over year.
- Acquired an account in Hagerstown, MD dealing with plastic bottles for truckload freight shipments on a schedule of 2-4 full truckload shipments a day from March to November, generating $700-900 gross margin a day.
- Acquired a client in Wisconsin that shipped 5-6 Less than Truckload shipments a week, generating $600 a week.
CitiFinancial/OneMain Financial
01.1994 - 01.2012
- Company Overview: World-wide financial institution that deals in consumer finance. In June of 2011, Citigroup changed its name to OneMain Financial from Citifinancial. The name changed stemmed from the credit issues that were affecting the U.S.
Education
Bachelor of Science - Finance
University of Phoenix
Kansas City, MOSkills
- New Business Development
- Managing Critical Accounts
- Building Key Relationships
- Client Relations
- Competitive Intelligence
- Strategic Planning/Analysis
- Day to Day Operations
- Budgeting/Finance
- Excellent Decision Making
- Critical Thinking Skills
- Contract Negotiation
- Written & Verbal Communication
Timeline
Account Manager
InterCity Direct
11.2023 - Current
Supplier Relationship Manager
C2FO
08.2021 - 10.2023
Capacity Manager
Alliance Shippers, Inc
01.2018 - 08.2021
Inside Sales Manager
TransAm Trucking
03.2017 - 02.2018
Account Executive
Freightquote.com
01.2012 - 01.2017
CitiFinancial/OneMain Financial
01.1994 - 01.2012
Bachelor of Science - Finance
University of Phoenix
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